Regional Director, Sales
The Opportunity: Regional Sales Director, Group Benefits - Northeast Region (NJ/NYC)
Location: Morristown, NJ
Department: The Group Benefits organization is responsible for the strategic direction, growth, and management of MetLife's industry leading U.S. employee benefits business. Our sales force works directly with customers or through brokers, and other third parties to distribute our broad portfolio of products and services selling solutions to employers and other eligible groups helping to make MetLife the largest provider of group employee benefits in the United States.
The Regional Director (RD) will be responsible for sales management within an assigned region for MetLife’s Group Benefits Sales organization. They will be responsible for a portfolio of products and to maintain a high level of product acumen as the portfolio evolves and grows. They must maintain a strong in-market presence and build a robust customer relationship with the broker/consultant community. This local leader manages a sales team that distributes MetLife products directly to employers (2-5,000 lives) and/or through brokers and consultants. The overall objective of the RD is to build and lead a highly productive local sales team that increases both top and bottom-line growth of the business. This role handles a territory encompassing NJ including specific relationships in NYC.
Role and Responsibilities: • Direct all sales and growth initiatives for MetLife within his/her region, working closely with the sales team and their brokers and customers along with internal partners. • Develop business plan and local sales strategies based on broker specific market share insights. Execute business plans through defined business cadences. • Recruit, develop and lead a diverse results-oriented sales team, setting objectives for each individual and helping him/her to develop and execute on sales strategies to meet/exceed their goals. • Identify, prioritize, and help manage key relationships with targeted clients and brokers to create measurable business results. • Oversee pipeline management within his/her sales team to deliver sales projections to senior leadership. • Support and oversee negotiations with local product and underwriting partners to achieve sales growth while meeting persistency and margin expectations. • Collaborate with other Regional Directors and partners (including but not limited to product, service and underwriting) to coordinate and support all applicable product, marketing, client service, etc. initiatives. • Serve as an effective leader ensuring that goals are aligned with the rest of the organization, and ongoing training and development initiatives become a key focus for the sales team.
Key Relationships: • Reports to: Regional Vice President • Direct reports/team: 8 Account Executives, 2 Sales Representatives • Key Stakeholders: RM Sales Organization/Leadership, Finance, HR, Account Executives, Service, Underwriting, and Operations
Candidate Qualifications: Essential Business Experience and Technical Skills: • 10+ years of successful sales experience within the Group Insurance Industry. • Strong understanding of the Northeast Territory preferred. • Proven success generating top and bottom-line growth. • Demonstrated success in developing salespeople, fostering innovation, and building a team. • Proven ability to lead through change as a change champion. • Strong background in sales management and or leadership within respected competitors in the insurance industry where he/she developed and executed a successful business strategy that led
growth. • Must have a player-coach profile with demonstrated excellence in managing and leading a successful sales group. • Strong strategic thinking and general business acumen. • An undergraduate degree is required. • FINRA Series 6, and 63 registrations along with appropriate state licenses including Life, Accident & Health along with Property & Casualty must be obtained (MetLife will support attainment of licenses) • High standards of ethics, integrity, and trustworthiness. • Articulate, excellent presentation and communication skills. • Results oriented with the ability to overachieve business objectives and develop local strategies. • Highly collaborative with partners with proven ability to influence change without a direct reporting relationship. • Broad thinking business acumen, highly analytical, works well with data and information to draw appropriate conclusions and make strategic recommendations. • Strong management and human relations skills in a style that exhibits maturity, leadership, sensitivity, and teamwork. • The ability to work effectively locally, as well as in a large company environment.
Leadership Competencies: • Think Strategically – Set direction aligned to the company’s strategy, applying external and global perspective to meet local and global needs. • Create Partnerships – Authentically build trusted relationships and collaborates across global, diverse, and multi-functional teams to successfully drive business objectives. • Seize Opportunity – Seek new opportunities and ways to create balanced business growth while improving operational capabilities. • Grow Talent - Inclusively and pro-actively develop talent, empower individuals, and manages diverse teams to drive engagement and performance. • Focus on Customers – Broker focused and Broker centricity, ensure focus on creating great customer and broker experiences. • Drive Results - Set aggressive goals and is accountable for continuously driving improved performance, leading change, and ensuring high standards.
MetLife Success Principles:
Experiment with Confidence – Courageously learn and test new ideas without fear of failure Act with Urgency – Demonstrate speed to action with agility and determination Seek Diverse Perspectives – Source ideas and feedback to expand thinking and make informed decisions Seize Opportunity – Drive responsible growth and identify areas for continuous improvement Champion Inclusion – Foster an environment where everyone is valued, heard, and can speak up Create Alignment – Partner with others across the organization with candor and transparency Take Responsibility – Be accountable and act in pursuit of the right outcomes Enable Solutions – Anticipate and address obstacles while managing risk Deliver What Matters – Execute meaningful priorities and follow through on commitments
At MetLife, we’re leading the global transformation of an industry we’ve long defined. United in purpose, diverse in perspective, we’re dedicated to making a difference in the lives of our customers.
MetLife, through its subsidiaries and affiliates, is one of the world’s leading financial services companies, providing insurance, annuities, employee benefits and asset management to help its individual and institutional customers navigate their changing world. Founded in 1868, MetLife has operations in more than 40 countries and holds leading market positions in the United States, Japan, Latin America, Asia, Europe and the Middle East.
We are one of the largest institutional investors in the U.S. with $642.4 billion of total assets under management as of March 31, 2021. We are ranked #46 on the Fortune 500 list for 2021. In 2020, we were named to the Dow Jones Sustainability Index (DJSI) for the fifth year in a row. DJSI is a global index to track the leading sustainability-driven companies. We are proud to have been named to Fortune magazine’s 2021 list of the “World’s Most Admired Companies.”
MetLife is committed to building a purpose-driven and inclusive culture that energizes our people. Our employees work every day to help build a more confident future for people around the world.
The role is eligible for incentive compensation under the sales incentive plan for your position. MetLife offers a comprehensive benefits program, including healthcare benefits, life insurance, retirement benefits, parental leave, legal plan services and paid time off. All incentives and benefits are subject to the applicable plan terms.
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MetLife is a proud Equal Employment Opportunity and Affirmative Action employer dedicated to attracting, retaining, and developing a diverse and inclusive workforce. All qualified applicants will receive consideration for employment at MetLife without regards to race, color, religion, sex (including pregnancy, childbirth, or related medical conditions), sexual orientation, gender identity or expression, age, disability, national origin, marital or domestic/civil partnership status, genetic information, citizenship status, uniformed service member or veteran status, or any other characteristic protected by law.
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