Regional Sales Director, Captives
Who We Are
Crumdale Specialty is a diversified insurance firm providing custom, self-funded healthcare solutions to a limited distribution network of brokers, consultants, and agents nationwide. Ranked on the Inc. 5000 Fastest Growing Companies and Best Workplaces, we leverage industry expertise, superior talent, data analytics, and a disruptive mindset to manufacture, underwrite, and administer agile, transparent, and cost-saving solutions. We optimize the fragmented health benefits supply chain to reduce health benefit costs and create better outcomes for employers and employees.
At Crumdale, people come first. We strive to make a positive impact on the people we serve. We believe this starts with the passion and purpose of our team. Our company culture is rooted in alignment, innovation, and integrity.
About the Role
Reporting to the Senior Vice President of Sales, the Regional Sales Director, Captives will act as Crumdale’s captive subject matter expert and sales lead responsible for generating new business revenue and growing a profitable book of business. This role will identify and develop strong broker partner relationships, work through established distribution channels of existing health plan Regional Sales Directors, and established Crumdale preferred broker partners. The focus for this sales position will be mid-sized employers (generally 25-300 enrolled employees).
The Regional Sales Director, Captive will direct and coordinate all components for the development of new business to include working across various functional areas (underwriting, marketing, operations, account management, PBM, etc.). Crumdale’s Regional Sales Director, Captives will also drive forward the orchestration and execution of captive related sales initiatives on behalf of the Senior Vice President of Sales, thereby extending the effectiveness of the organization.
Key Responsibilities
- Identify, educate, and develop strong broker partners
- Mastery of Crumdale’s cost containment programs and their application for brokers and employers
- Create a regional sales plan that will support the successful attainment of goals and quotas
- Execute sales techniques focused on the full sales lifecycle from lead generation to closing
- Communicate consistently across the sales team, leveraging internal relationships for collaborative team-selling
- Build trust and alignment across the organization
- Travel required as needed to adequately maintain relationships
Minimum Activity Expectations
- 1st month: 1 week at our home office location in PA for formal training
- Maintain 5-10 national broker relationships selling Crumdale’s captive solution
- 100 calls and 150 emails per month minimum
- Average 5 broker meetings per week
- Average 10 quotes per week
- Maintain pipeline equivalent to 5x for annual stop loss sales goal
- Clean and accurate data in Salesforce and Outreach.io
- Quarterly meeting with Executive team to review scorecards and progress to discuss activities, quotes, revenue, pipeline, etc.
Essential Qualifications & Skills
- At least three (3) years of experience in health plan captive sales
- Five (5) years’ experience in the self-insured market
- Must possess strong negotiating skills and excellent written and oral communication skills
- Bachelor’s degree preferred, or equivalent military service or work experience
Benefits
- Medical insurance
- Dental insurance
- 401(k)
- Flexible PTO
Average salary estimate
If an employer mentions a salary or salary range on their job, we display it as an "Employer Estimate". If a job has no salary data, Rise displays an estimate if available.
Crumdale Specialty is on the lookout for a passionate and experienced Regional Sales Director, Captives to join our team! We’re a dynamic insurance firm dedicated to providing custom, self-funded healthcare solutions to a selective network of brokers, consultants, and agents across the country. As the Regional Sales Director, you’ll step into an exciting role where you'll channel your expertise into fostering relationships with broker partners and growing our award-winning business. Reporting directly to the Senior Vice President of Sales, you’ll be at the forefront of Crumdale’s efforts to generate new business revenue and enhance the profitability of our offerings. You will dive into the mid-sized employer market, typically serving 25 to 300 enrolled employees, and will leverage our innovative cost containment programs to facilitate better health benefit outcomes. Your responsibilities will also include crafting a robust regional sales strategy, collaborating with various departments such as underwriting, marketing, and operations, and executing effective sales techniques throughout the full lifecycle. At Crumdale, we believe in building trust within our organization and with our clients, so effective communication and teamwork are crucial. You will travel as needed to maintain these relationships, further amplifying your impact. If you have at least three years of experience in health plan captive sales and a knack for negotiation and communication, we want to hear from you and explore how you can grow alongside us in a company culture that champions innovation and alignment.
Subscribe to Rise newsletter
🔮
Hi, I'm Risa! Your AI Career Copilot
you, just ask me below!
Sign up for our weekly
newsletter of fresh jobs
