Regional Sales Director - Capital Region Details

Regional Sales Director - Capital Region

Trustmark - Baltimore, MD

Employment Type : Full-Time

About Voluntary Benefit Solutions

Trustmark Voluntary Benefit Solutions is a division of Trustmark Companies, a leading insurer, benefits administrator, and wellness company. Trustmark Voluntary Benefit Solutions has been serving the voluntary benefit market for nearly a century and has a history of long term relationships that have been established for over fifty plus years. As one of the leading companies in Voluntary Benefits, Trustmark is committed to providing quality voluntary benefits including Universal Life with Long Term Care, Critical Illness, Disability and Wellness for employers with 100 or more employees. Whether developing and fostering business relationships with our customers or developing and fostering careers, we are the experts in building partnerships with customers and with our employees.

We currently have a position open the in the Capital Region for a Regional Sales Director (RSD). The Regional Sales Director (RSD) for Trustmark Voluntary Benefit Solutions division increases new business sales through establishing strong, consultative partnerships with major worksite and voluntary benefit distributors to include brokers, agents, financial planners, consultants and employees within Trustmark. Customers typically include hospitals, medical centers, manufacturing, public entities, services, warehousing, and wholesale trade who want to offer their stable workforce a comprehensive benefit solution. The RSD activities will include learning and staying informed on health care trends, market intelligence and product information for all product solutions within voluntary benefits; establishing, updating and managing target account lists and pipeline management; following 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, net growth & reenrollment objectives as assigned:

• Demonstrate the value proposition to distribution partners.
• Direct and manage the acquisition process by establishing priorities with sales support team and serving as a liaison between producers and customers to maximize sales efforts.
• Proactively develop and maintain an effective relationship with Sales Implementation, Key Account Managers, Case Underwriting & Marketing.

Prospecting:

• Generate new business opportunities by leveraging existing relationships, prospecting new relationships, conducting market analysis and cold calling channel distributors.
• Partner with marketing and product development in developing programs to educate the network channel on Trustmark value proposition to create demand in the marketplace.
• Partner with distribution channel to identify new sales opportunities, influence the RFP design, and develop solutions that will secure new business.

Reporting & Analytics:

• Monitor and report on competition to evaluate Trustmark’s position in the marketplace.
• Actively utilize Salesforce.com for activity reporting, forecasting, business requests, workflow management, travel bookings and expense reporting.
• Provide monthly reports of pipeline, forecasts and metrics using Salesforce automation tool.

Minimum requirements:

• 5 years of Voluntary product sales or equivalent work experience required.
• Consultative sales experience required.
• Experience generating and analyzing reports to enhance sales or customer experience.
• Employee benefits and/or life/health insurance knowledge required.
• Excellent oral & written communication skills; persistent and patient in endeavoring to fully understand customer/producer needs and offer valuable information and solutions.
• Ability to work independently, make good decisions consistent with divisional objectives and in a timely manner, and handle conflict with minimal oversight.
• Exceptional organizational skills, adept at handling multiple tasks simultaneously, committed to follow through and completing assignments in a timely & professional manner.
• Interpersonal effectiveness with proven ability to establish/maintain mutually respectful relationships with managers, peers, support staff, agents/brokers and customers; handle conflict, resolve complex issues, negotiate, achieve consensus and promote team spirit.
• Capable of operating the complete MS Office Suite
• Experience selling to brokers
• Working knowledge of Salesforce.
• Licensed agent in your resident state for Life & Health.
• Demonstrated success in a related sales methodology

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

Trustmark is pleased to have earned recognition from the Chicago Tribune as a Chicago Top Workplaces 2020 Award winner.