Regional Sales Manager - New England Territory

Trustmark’s mission is to improve wellbeing – for everyone. It is a mission grounded in a belief in equality and born from our caring culture. It is a culture we can only realize by building trust. Trust established by ensuring associates feel respected, valued and heard. At Trustmark, you’ll work collaboratively to transform lives and help people, communities and businesses thrive. Flourish in a culture of diversity and inclusion where appreciation, mutual respect and trust are constants, not just for our customers but for ourselves. At Trustmark, we have a commitment to welcoming people, no matter their background, identity or experience, to a workplace where they feel safe being their whole, authentic selves. A workplace made up of diverse, empowered individuals that allows ideas to thrive and enables us to bring the best to our colleagues, clients and communities.

About the role

Trustmark is looking for a Regional Sale Manager in the New England Territory.

Manage Regional Sales Directors and/or Regional Sales Representatives as well as personally produces in their assigned territories to achieve sales goals through the successful execution of annual sales plan in concert with the overall business strategy.

Key Accountabilities

Achieve annual new business sales, net growth & reenrollment objectives:

• Demonstrate the value proposition to distribution partners.

• Generate new business opportunities by leveraging existing relationships, prospecting new relationships, conducting market analysis and cold calling channel distributors.

• Directs and manages the acquisition process by establishing priorities with sales support team and serving as a liaison between producers and customers to maximize sales efforts. 

• Review their assigned RSD/RSRs’ RFPs and proposals to provide feedback and to ensure an effective and profitable sales process.

• Establish and maintain effective working relationships with key, targeted Producers for each RSD or RSR under management.

• Maintain primary relationship with key/high level producers and enrollment firms within your territory

Lead Regional sales team effectively:

• Train, coach and develop RSDs and/or RSRs to achieve sales goals.

• Manage activity and performance of regional sales team.

• Maintain a motivated and productive staff by providing sound leadership, feedback and coaching.

• Participate in the recruiting and selection of new RSDs or RSRs.

• Oversee and ensure the effectiveness of the on-boarding process for new RSDs or RSRs. 

• Create an organizational culture that fosters high morale and productivity. 

Develop and maintain collaborative relationships within VBS

• Proactively develop and maintain an effective relationship with Sales Implementation, Key Account Managers, Case Underwriting & Marketing. 

• Be involved in cases and proposals by activities such as reading proposals, case acquisition, and re-enrollment planning and implementation.

• Work effectively with other areas within Voluntary and other Trustmark divisions as needed.

Reporting & Analytics

• Monitor and report on competition to evaluate Trustmark’s position in the marketplace.

• Actively utilize Salesforce.com for reporting, forecasting, activity management, approvals, workflow management, travel bookings and expense reporting.

• Review and manage monthly reports of pipeline, forecasts and metrics using Salesforce automation tool.

• Other duties as needed/assigned.

Minimum Requirements

• Thorough, expert knowledge of voluntary/worksite products including Universal Life, Term, Critical Illness, Disability & Accident products and associated underwriting guidelines and practices or equivalent work experience.

• Sales experience with Voluntary Benefits and VBS product portfolio of U-L with LTC, D-I, Accident & C-I or equivalent work experience.

• Proven ability to establish and maintain mutually respectful relationships, handle conflict, resolve complex issues, negotiate, achieve consensus and promote team spirit.

• Possesses superb interpersonal and communications skills and the ability to fully understand customer/producer needs and offer valuable information and solutions.

• Has a demonstrated ability to apply and reinforce a consultative sales approach.

• Demonstrates a forward-thinking, strategic approach to planning for sales.

• Working knowledge of PCs, Microsoft Word, Excel & PowerPoint software.

• Willingness and ability to travel one third of the time.

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