Job Abstract

The Regional Sales Director (RSD) reports to the Vice President, Employee Benefits.  The Regional Sales Director is responsible for brokering group medical, dental, vision, and life benefit plans for Western Growers Assurance Trust (WGAT) to new and/or existing member employer groups, selling directly and through broker partners. Regional Sales Directors are expected to act as an advisor throughout the Broker community.     

• BS/BA degree preferred, and five to seven years of prior successful insurance new sales experience required.
• Three to five years’ experience in self-funded sales preferred.
• Active Department of Insurance license(s) from the appropriate state required.
• Comprehensive understanding of how employee benefits and other insurance products are presented, described, financed, purchased and delivered.
• Proven ability to influence company decision makers i.e. principals/owners, chief executives, chief financial officers, human resources management, and benefits brokers, etc. to purchase insurance.
• Strong network of Ag specialized Employee Benefit Brokers preferred.
• Comprehensive ability to plan and work strategically by brokering new business opportunities.
• Strong skills in end-user MS Office software (Word, Excel, PowerPoint), SalesForce, EPIC and other systems containing policy information.
• Excellent verbal, written and presentation skills; strong ability to communicate complex concepts to staff members and customers.
• Agriculture or related industry experience, a plus.
• Verifiable, clean DMV record and the ability to travel to various locations throughout the U.S. up to 70% of time.

Sales

• Sell WGAT medical and ancillary group Employee Benefit plans, third party administrator services (TPA), and other health related products to businesses on an outbound basis through health benefits brokers in order to meet and exceed new business sales goals.
• Articulate the Western Growers Story and customize for unique audiences.
• Create relationships at the agency principal level.
• Ability to articulate benefits (not features) of the Western Growers Family of Companies (WGFC) and the Western Growers Assurance Trust (WGAT) Large Group Strategy to the following constituents:   Brokers and Agency Principals, C-level decision makers, Client HR Teams, Employees/Benefit Users.
• Working with Western Growers Insurance Services (WGIS) Executive team, create and execute the Broker Channel Distribution Strategy with a goal of 5%, year over year Broker Channel growth for WGAT.
• Consistently increase the year over year revenue of Broker distribution channel by increasing production from existing agency appointments, identifying key partner brokers, careful selection of new agency appointments with existing books of eligible business and working with partner agents to pursue new eligible opportunities.
• Direct and execute the territory management strategy to achieve annual business plan and budget requirements.
• Actively identify and execute a comprehensive, integrated strategy to acquire agencies and/or books of business to meet WGIS growth objectives. Create $500K to $1M of acquisition opportunities per year.
• Working with WGIS leadership, create a strategy to purchase AT accounts from identified appointed agents.
• Hold broker training sessions on Western Growers Family of Companies (WGFC) and Western Growers Assurance Trust (WGAT) capabilities.
• Cross-sell other Western Growers Family of Companies (WGFC) products and services.
• Identify and help recruit new direct Employee Benefit Producer candidates.
• Generate new business opportunities through the creation and implementation of effective Broker Roadshows.
• Create requests for proposals (RFP) opportunities, plan design consultation, negotiate best coverage terms, conditions, and pricing for brokers and clients.
• Coordinate open enrollments, schedule meetings, order collateral materials, support broker and employer with communication and education of health plan benefits.
• Meet minimum call, appointment and presentation frequency expectations.

 Retention

• Maintain strong relationships between WGIS, broker/consultant, and clients.
• Execute the WGIS Renewal strategy.
• Ensure accounts are exposed to all Western Growers Family of Companies (WGFC) and WGIS offerings.
• Develop and influence C-Level and decision maker loyalty to WGAT and WGIS plans and solutions within new accounts.
• Identify and enlist the help of internal and external resources/staff for account retention.
• Cross-sell other WG products and services to seek a level of saturation in each account relationship.

3Reporting / Operational Tasks

• Improve operational performance by functioning as a mentor to WGIS Benefit Advisors.
• Transmit marketing and sales intelligence relating to competition and changes in the marketplace.
• Adopt and fully use the appropriate relationship management systems.
• Understand the WGIS compensation model.
• Participate as a leader to internal staff, external brokers, and clients.

Other

• Utilize all capabilities to satisfy one mission — to enhance the competitiveness and profitability of our members. Do everything possible to help members succeed by being curious and striving to understand what others are trying to achieve, planning and executing work in a helpful and collaborative manner, being willing to adjust efforts to ensure that work and attitude are helpful to others, being self-accountable, creating positive impact, and being diligent in delivering results.
• Maintain a regular course of self-improvement to satisfy licensing continuing education requirements and increase professional job knowledge, including plan options/designs, eligibility requirements, networks, and competition.
• Maintain a clean DMV record and the ability to travel to locations throughout the US (mainly California and Arizona) up to 70% of time.
• Other duties as assigned.

The physical demands and work environment described here are representative of those that must be met by an employee to perform the essential functions of this job successfully. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. While performing the duties of this job, the employee is regularly required to communicate with others. The employee frequently is required to travel to both indoor and outdoor areas that can vary in exposure and temperature. The employee is frequently required to operate a motor vehicle, use objects, tools, or controls, and/or required to lift up to 50lbs. The noise level in the work environment is usually moderate.