Shelter Point - Regional Sales Manager - Mid Atlantic

Position: Regional Sales Manager, mid-Atlantic, MD & DE                                    COMPANY OVERVIEW
Founded in 1972, ShelterPoint Life has grown into New York’s largest Statutory Short-Term Disability (DBL) and Paid Family Leave (PFL) insurance carrier, providing NY DBL/PFL for over forty-five years helped us build deep expertise in statutory insurance coverages – both in, and outside of New York State.
As a result, more than 190,000 New York employers trust us to help them strike the right balance between compliance, coverage, and cost to complete their DBL/PFL equation. ShelterPoint is ranked #1 in New York in statutory short-term disability premiums1and ranked #6 nationwide by NAIC in total short-term disability lives covered.2In 2014, ShelterPoint Life acquired ShelterPoint Insurance Company (f/k/a JM Insurance Company, a FL-domiciled carrier). Together, as the ShelterPoint Family of Companies, we:•Are licensed in 50 jurisdictions•Offer Statutory paid leave programs in 6 states currently (NY, NJ, MA, CT, CO and OR) with immediate plans to enter the MN, MD, DE, and ME marketplaces as their state mandated paid leave programs become operational  •Insure more than 1.9 million members•Offer a portfolio of statutory paid leave programs and Medical Gap      •Stand by a distribution model, multiple channels, primarily through independent agents and brokers ¹State of New York Workers' Compensation Board, form DB-680, 2016 – applies to statutory disability premiums under ShelterPoint Life Insurance Company only. ²NAIC, 2013 Market Share Reports – applies to ShelterPoint Life Insurance Company only. 
EXPERTISE AND EDUCATIONWe have built up our expertise in statutory insurance coverages by providing NY DBL for nearly five decades.  With the emergence of Paid Family Leave (PFL) in New York in 2018, brokers and employers turned to us to help guide and educate them as the new regulations unfolded.  As a result, our award-winning, dedicated NY PFL website has become the trusted go-to resource.
But, our statutory insurance expertise extends beyond New York State. ShelterPoint Life has been an approved private plan carrier for New Jersey’s Temporary Disability Insurance since 2003.  Brokers and employers have relied on our resources to help them navigate through all the changes to NJ’s TDI in 2020.

POSITION SUMMARY
Success in this position is integral to SPL’s strategy of expanding the number of states where we deliver high quality statutory disability and paid leave insurance products. This individual will focus in Maryland & Delaware oversee/coordinate all statutory programs, new business and renewal activity in the marketplace.  Our primary distribution channel is retail brokerage firms with supplemental distribution provided by select GAs.
The Regional Sales Manager will achieve new business and growth goals according to the Corporate Business Plan. The Regional Sales Manager is responsible for developing broker/consultant relationships with three goals: market presence, contract growth and profitability.  The primary focus is to develop strong broker/consultant relationships to capitalize on their relationships in gaining opportunities to quote on their prospective clients. In addition, the Regional Sales Manager develops and leverages successful relationships internally and externally to provide the most beneficial outcomes, analyzing constituent’s information, needs, while helping them make sense of existing information and aligning the SPL value proposition with the constituent’s business needs. The Regional Sales Manager will provide subject matter expertise to distribution channels, clients, and other sales staff.
EXPERIENCE AND SKILLS REQUIRED
•B.A./B.S. in Business Administration, Marketing, or related field.•Seven plus years of experience selling group benefits solutions.•Experience targeting groups of 50-1000 employer lives.•Experience working directly with brokers and consultants to close sales.•Knowledge of computers – word processing, spreadsheet proficiency and power point preferred.•Have existing relationships within the broker and consultant community within the state of Maryland & Delaware. •Display a track record of consistently meeting sales goals and objectives. •Exercise judgment and decision-making skills. •Demonstrate excellent presentation and writing skills. •Have the ability to lead broker, consultant and customer meetings.•Licensed by the appropriate state agencies to sell group employee benefits solutions.  PRINCIPAL DUTIES
•Initiate and leverage distribution channels to maximize revenue targets.•Assist and participate in the sales planning and forecasting.•Establish and maintain relationships with key local influencers and agents, brokers, consultants, decision makers and community groups, that will further the local presence strategy for SPL’s sales unit.•Initiate marketplace competitive analysis to facilitate sales objecti