National Sales Manager of Emerging Markets

As Paid Family Medical Leave (PFML) and state mandated disability plans expand to new markets and states, as a leader in this space, Protective’s Employee Benefits Division (EBD) via ShelterPoint is expanding our team to drive growth and protect more members. This is a newly created role is part of that expansion and will report directly to the SVP & Chief Distribution Officer, EBD.

As a key senior leader within our distribution team, as Head of Emerging Market (EM) Sales you will be responsible for developing strong relationships within Protective, with your Emerging Market sales team with footprints in MD, DE, CT, MA, ME, MN, CO, and OR, brokers, GAs, other trading partners, and customers to drive market leading growth in our EM segment. Working across size segments and geographies, you will leverage your expertise to successfully execute our EM strategy. Additionally, as a key member of the leadership team you will work on cross-functional projections and initiatives to enhance our business.

Duties/Responsibilities:

• Lead, coach, and develop talent of current sales team as well as recruit new talent.

• Develop and nurture relationships with key brokers, GAs, and other trading partners that grow and protect EM revenue with these partners viewing ShelterPoint as their go to carrier for state mandated disability and PFML insurance products.

• Ability to hit and surpass financial and other key performance goals and objectives across the EM organization, then coordinating and reporting on performance against these goals and objectives

• Ensuring rigorous pipeline management of new and existing opportunities to drive growth and retain customers.

• Strong acumen towards data and analytics to make fact-based decisions regarding territory management and pipeline forecasting.

• Proclivity towards and experience with leveraging technology based solutions that optimize sales performance and accelerate sales.

• Be a key partner with Marketing and Product to ensure successful Go-To-Market execution in new markets.

• Provide strategic direction to executive leadership regarding products and services, as well as industry trends.

• Responsible for feedback on organizational structure to help optimize performance, reinforce culture, and talent management, for both current team members and to attract new employees

• Working closely with Underwriting, Marketing, Product, Actuarial, and all other departments to assure optimal financial and operational performance is achieved

• Facilitating high quality enterprise decision making by prioritizing relevant issues, gathering required information (competitive, operational and other), and proposing solutions.

• Build and execute yearly business plans for EM segment and hold team members accountable for their own plans.

• Champion continuous improvement to increase customer satisfaction for our products and services.

• Be an expert with respect to the competition

• Regularly interacts with the Chief Distribution Officer, EBD to ensure all financial metrics are met and high level of customer satisfaction.

• Meet all objectives and goals set forth by executive leadership

• Assist with additional duties/projects as assigned by management.

Required Skills/Abilities:

• Strong organizational, teamwork and management skills

• Ability to lead people and cultivate talent.

• Emphasis on data and analytics to build business cases.

• Proven ability to influence cross-functional teams without formal authority.

• Experience performing in a highly regulated, fast-paced environment.

• Strong intellectual and analytical skills combined with pragmatic problem-solving know how

• Ability to multi-task, meet deadlines and reporting requirements established internally

• and externally.

• Demonstrated success defining and launching successful programs

• Excellent written and verbal communication skills.

• Strong proficiency in Excel, PowerPoint and Word

Education and Experience:

• Bachelor’s degree

• At least 10 years of relevant insurance experience and 3 years of people management 

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