Senior Regional Director, Sales

2 weeks ago

Westborough, Massachusetts, United States Trustmark Full time

Trustmark's mission is to improve wellbeing – for everyone. It is a mission grounded in a belief in equality and born from our caring culture. It is a culture we can only realize by building trust. Trust established by ensuring associates feel respected, valued and heard. At Trustmark, you'll work collaboratively to transform lives and help people, communities and businesses thrive. Flourish in a culture of diversity and inclusion where appreciation, mutual respect and trust are constants, not just for our customers but for ourselves. At Trustmark, we have a commitment to welcoming people, no matter their background, identity or experience, to a workplace where they feel safe being their whole, authentic selves. A workplace made up of diverse, empowered individuals that allows ideas to thrive and enables us to bring the best to our colleagues, clients and communities.

About the role

Lead regional SBB sales office efforts to increases new business sales and maintain profit margin targets through establishing strong, consultative partnerships with brokers, agents, and employees within Trustmark. Develop and execute strategic sales plans that will result in profitable sales results. Activities include learning and staying informed on health care trends, market intelligence and product information for all product solutions within SBB. Initiate a comprehensive sales process that will include marketing programs, educational seminars, customer needs analysis meetings, presentations to develop new and expand existing accounts; managing both external and internal stakeholders throughout the sales process and contributing to sales planning, forecasting and product development.

Key Accountabilities

Achieve annual new business sales objectives and office P&L targets.

  • Responsible for developing strategic sales plans based on office goals that will promote sales growth.

  • Train, coach and develop Sales Consultants to achieve sales goals and manage performance.

  • Establish effective working relationships with key producers assigned to the office.

  • Engage in the sales process with the Sales Consultants and their broker to assure a positive outcome.

  • Participate in broker meetings to deliver the Trustmark value proposition and to assist in enrolling new clients.

  • Effectively coordinate cross selling and referral opportunities between other Trustmark BU's.

  • Maintain a motivated and productive staff by providing sound leadership, feedback and coaching.

  • Effectively recruit and select new Sales Consultant's.

  • Create an office culture that fosters high morale and productivity.

  • Review and manage monthly reports of pipeline, forecasts and metrics.

  • Develop and maintain effective relationships with leaders of other SBB departments.

Serve as an active and engaged territory leader to the SBB Area Factor Review team.

  • Analyze loss ratios to drive recommendations for block pricing down to market level.

  • Continually monitor and report on competition to evaluate Trustmark's position in the marketplace.

  • Represent regional market perspective in discussions around product pricing and development.

  • Identify key markets for sales growth.

  • Identify underserved markets for strategic growth initiatives.

Minimum Requirements

  • 5 years' experience in sales.

  • 3 years' experience in leadership or mentoring of sales team.

  • BA or BS degree preferred or equivalent work experience.

  • Expert knowledge of Group Medical and Employee Benefits.

  • Ability to establish and maintain mutually respectful relationships, handle conflict, resolve complex issues, negotiate, achieve consensus and promote team spirit.

  • Demonstrate a strategic approach to sales planning.

  • Working knowledge of PC's, Microsoft Word, Excel and PowerPoint.

  • Willingness to travel up to 30% of time.

Brand: Trustmark

Come join a team at Trustmark that will not only utilize your current skills but will enhance them as well. Trustmark benefits include health/dental/vision, life insurance, FSA and HSA, 401(k) plan, Employee Assistant Program, Back-up Care for Children, Adults and Elders and many health and wellness initiatives. We also offer a Wellness program that enables employees to participate in health initiatives to reduce their insurance premiums.

For the fifth consecutive year we were selected as a Top Workplace by the Chicago Tribune. The award is based exclusively on Trustmark associate responses to an anonymous survey. The survey measured 15 key drivers of engaged cultures that are critical to the success of an organization.

All qualified applicants will receive consideration for employment without regard to race, religion, color, national origin, sex, sexual orientation, sexual identity, age, veteran or disability.

Join a passionate and purpose-driven team of colleagues who contribute to Trustmark's mission of helping people increase wellbeing through better health and greater financial security. At Trustmark, you'll work collaboratively to transform lives and help people, communities and businesses thrive. Flourish in a culture where appreciation, mutual respect and trust are constants, not just for our customers but for ourselves.

Introduce yourself to our recruiters and we'll get in touch if there's a role that seems like a good match.

When you join Trustmark, you become part of an organization that makes a positive difference in people's lives. You will play a vital role in delivering on our mission of helping people increase wellbeing through better health and greater financial security. Our customers tell us they simply appreciate the personal attention and knowledgeable service. Others tell us we've changed their lives.

At Trustmark, you'll be part of a close-knit team. You'll enjoy abundant opportunities to grow your career. That's why so many of our associates stay at Trustmark and thrive. Trustmark benefits from more than 100 years of experience but pairs that rich history with a palpable sense of optimism, growth and excitement for what's ahead – and beyond. This is a place where associates bring their whole selves to work each day. A place where you can be yourself. Whatever your beyond is, you can achieve it at Trustmark.

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