Sr. Director, Sales - Employee Benefits

The work we do has an impact on millions of lives, and you can be a part of it.

We help protect our customers against life’s uncertainties. Regardless of where you work within the company, you’ll be helping provide protection and peace of mind when our customers need it most.

As Paid Family Medical Leave (PFML) and state-mandated disability plans expand into new markets, Protective’s Employee Benefits Division (EBD), via ShelterPoint, is growing our team to drive growth and protect more members. We are seeking a talented Senior Director of Sales to lead our Emerging Market (EM) External Sales team nationwide. This critical role reports directly to the Vice President of Sales, EBD.

As a key leader on the distribution team you will be responsible for building strong relationships within Protective, with your EM sales team across the United States, with brokers, general agents, and other trading partners to drive market-leading growth in our EM segment. You will work across size segments and geographies, leveraging your expertise to execute our distribution strategy. Additionally, as a member of the leadership team, you will contribute to important cross-functional projects and initiatives to enhance our business.

Duties/Responsibilities:

•Lead, coach, and develop current sales team members while recruiting new talent.

•Develop and nurture relationships with key brokers, general agents, and other trading partners to grow EM revenue and position Protective as the go-to carrier for state-mandated disability and PFML insurance products.

•Meet and surpass financial and key performance goals; coordinate and report on results against objectives.

•Ensure rigorous pipeline management of new and existing opportunities to drive growth and retention.

•Apply strong data and analytics acumen to make fact-based decisions regarding territory management and forecasting.

•Leverage technology-based solutions to optimize sales performance and accelerate growth.

•Partner with Marketing and Product to ensure successful go-to-market execution in new markets.

•Provide strategic insights to executive leadership on products, services, and industry trends.

•Offer feedback on organizational structure to optimize performance, reinforce culture, and support talent management.

•Collaborate with Underwriting, Marketing, Product, Actuarial, and other departments to achieve financial and operational excellence.

•Facilitate high-quality enterprise decision-making by prioritizing issues, gathering competitive and operational information, and proposing solutions.

•Build and execute annual business plans for the EM segment; hold team members accountable for their plans.

•Champion continuous improvement initiatives to increase broker and customer satisfaction.

•Maintain expertise on the competitive landscape.

•Regularly interact with the Vice President of Sales, EBD to ensure financial metrics and customer satisfaction goals are met.

•Support additional duties and projects as assigned.

Required Skills/Abilities: 

•Strong organizational, teamwork, and management skills.

•Proven ability to lead people and cultivate talent.

•Emphasis on data and analytics to build business cases.

•Ability to influence cross-functional teams without formal authority.

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

•Strong intellectual and analytical skills with pragmatic problem-solving ability.

•Ability to multi-task, meet deadlines, and fulfill internal and external reporting requirements.

•Demonstrated success in defining and launching successful programs.

•Excellent written and verbal communication skills.

•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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Employee Benefits:  

We aim to protect the wellbeing of our employees and their families with a broad benefits offering. In addition to offering comprehensive health, dental and vision insurance, we support emotional wellbeing through mental health benefits and an employee assistance program. Work/life balance is important and Protective offers a variety of paid time away benefits (e.g., paid time off, paid parental leave, short-term disability, and a cultural observance day). The financial health of our employees is just as important as physical and emotional health.  Some of the financial wellbeing benefits include contributions to healthcare accounts, a pension plan, and a 401(k) plan with Company matching. All employees are encouraged to protect their overall wellbeing by engaging in ProHealth Rewards, Protective’s platform to improve wellbeing while earning cash rewards.   

Eligibility for certain benefits may vary by position in accordance with the terms of the Company’s benefit plans.

Accommodations for Applicants with a Disability:

If you require an accommodation to complete the application and recruitment process due to a disability, please email [email protected]. This information will be held in confidence and used only to determine an appropriate accommodation for the application and recruitment process.

Please note that the above email is solely for individuals with disabilities requesting an accommodation.  General employment questions should not be sent through this process.

We are proud to be an equal opportunity employer committed to being inclusive and attracting, retaining, and growing an inclusive workforce.