Regional Vice President, Sales (Mid-Atlantic Territory)

Responsibilities

Regional Strategy and Sales Leadership

Own and execute the regional sales strategy to achieve production, market share, and profitability goals across target segments and products.

Translate enterprise growth priorities into regional execution plans that drive broker engagement, market penetration, and consistent pipeline development.

Recruit, mentor, and lead a team of field sales representatives while establishing clear expectations for activity levels, broker engagement, pipeline management, and conversion performance.

Develop data-informed regional plans using market analytics, CRM insights, and local intelligence.

Support expansion into emerging markets by identifying distribution opportunities and accelerating adoption of new products and programs.

Broker, GA, and Trading Partner Relationships

Build deep, trusted relationships with national and regional brokers, GAs, and other influential market partners.

Conduct regular field visits, strategic planning sessions, and growth reviews with key distribution partners.

Align the organization’s value proposition—including product breadth, digital capabilities, integration readiness, and service experience—to accelerate broker adoption and sales growth.

Identify and develop strategic distribution relationships—including brokers, GAs, aggregators, payroll providers, and benefits administrators—that expand access to employer groups and increase regional production.

Sales Execution, Pipeline Management, and CRM Discipline

Drive disciplined pipeline management, opportunity tracking, and activity visibility within the CRM platform.

Coach sales representatives on forecasting accuracy, pipeline construction, and win-strategy development to improve close rates and predictability.

Leverage CRM dashboards, analytics, and regional insights to identify trends, prioritize opportunities, and focus sales activity where it will produce the highest return.

Ensure leadership has consistent visibility into pipeline health, regional performance, and market coverage.

Digital and Tech-Forward Sales Leadership

Champion the organization’s digital ecosystem—including broker portals, APIs, automation capabilities, and integration readiness—as a competitive advantage in the marketplace.

Equip the sales team to confidently position digital capabilities with brokers, GAs, payroll providers, benefit administrators, and other trading partners.

Partner with Sales Enablement and Technology teams to keep the field current on evolving tools, capabilities, and digital enhancements.

Cross-Functional Partnership and Talent Development

Collaborate closely with Underwriting, Operations, Product, Claims, and Technology teams to ensure competitive positioning and smooth case execution.

Partner with Client Management, Renewal, and Sales Support leadership to support a seamless client lifecycle from prospecting through implementation, renewal, and long-term relationship expansion.

Build and sustain a high-performing sales team with strong market expertise and digital fluency.

Establish a culture of accountability, professionalism, continuous learning, and execution excellence.

Required Qualifications

5+ years of leadership experience in EB sales, including managing relationships with brokers, GAs, and other complex intermediary distribution models.

Proven ability to recruit, coach, and develop high-performing sales teams within a growing or evolving business environment.

Strong command of EB products including Dental, Vision, Life, Short-Term Disability, Long-Term Disability, Paid Leave, and Supplemental Health.

Experience developing and executing regional sales strategies informed by market analytics, CRM insights, and distribution intelligence.

Demonstrated success managing pipeline development, forecasting, and sales performance using a modern CRM environment.

Strong cross-functional leadership skills with experience partnering with Client Management, Underwriting, Product, Operations, and Technology teams to deliver successful sales outcomes.

Preferred Qualifications

Experience expanding EB distribution in emerging or newly developing markets and during periods of rapid growth.

Success selling through aggregator channels (GAs, PEOs, payroll providers, benefits administration platforms) and with national and large regional brokers.

Experience leading sales teams focused on small and middle market employer segments (U500).