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.2

In 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 EDUCATION

We 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 objectives to increase market share.

•Collect and submit to the SPL’s underwriting department all necessary and available plan data on a prospect in order for them to properly analyze the opportunity and secure and generate a competitive SPL proposal for consideration.

•Advanced knowledge of SPL’s business processes, including claims processing, underwriting, and system capabilities.

•Develop and utilize effective strategic sales tactics and communicate compelling reasons for prospects to purchase SPL’s group employee benefits solutions and services.

•Track and populate prospect and sales activity utilizing the CRM.

•Prepare and present spreadsheets and report summaries of bid results to management.

•Inform management of problems as well as their solutions regarding correspondences and sales processes.

•Effectively manage multiple tasks and situations for timely resolution.

•Make periodic service calls on accounts to create goodwill and determine if there are any other services needed.

•Submit all call logs, itineraries, and other administrative reports as expected.  

•Perform related duties as required.

•Maintain a leadership position in the department by achieving aggressive goals.

BEHAVIORAL COMPETENCIES REQUIRED

•Strategic agility: Sees ahead clearly, can anticipate future consequences and trends accurately; has broad knowledge and perspective; is future oriented; can articulately paint credible pictures and visions of possibilities and likelihood; can create competitive and breakthrough strategies and plans.

•Customer centric:  Dedicated to meeting the expectations and requirements of internal and external customers; gets first-hand customer information and uses it for improvements in products and services; acts with customers in mind; establishes and gains their trust and respect.

•Organizing: Superior ability to prioritize and multi-task through numerous projects.  Marshals resources to get things done; can orchestrate multiple activities at once to accomplish a goal; uses resources effectively and efficiently; arranges information and files in a useful manner.  

•Action oriented:  A doer, with a strong work ethic, enthusiastic, maintains a high energy level and positive attitude.  Takes effective action on initiatives he/she sees as challenging; not fearful of acting with a minimum of planning; seizes more opportunities than others.

•Interpersonal savvy: Relates well to all kinds of people, up, down, across, inside and outside the organization; builds appropriate rapport; establishes constructive and effective relationships; uses diplomacy and tact; can diffuse even high-tension situations comfortably.

•Comfort around top management: Deals comfortably with senior managers; can present to senior managers without undue tension and nervousness; understands how senior managers think and work; can determine the best way to get things done with them by talking their language and responding to their needs; can craft approaches likely to be seen as appropriate and positive.

CRITICAL SUCCESS FACTORS  

•Analytical Thinking – Critically assimilate and analyze data, information or issues to solve problems, draw logical conclusions and make responsive recommendations

•Change Agent – Self-starter, able to adapt to rapidly changing conditions; continually seek ways to improve process, demonstrate creative, cost effective solutions; idea generator with confidence and persuasiveness to sell ideas; doesn’t tolerate bureaucratic behavior and works to eliminate it. Anticipate problems or issues and take appropriate action.

•Collaboration/Relationship Building – Develop and maintain constructive and mutually beneficial relationships with key internal and external constituents, working with others in solving problems and achieving goals.

•Communicates Effectively – Consistently communicate with clarity and thoroughness to optimize audience learning and understanding; demonstrate effective writing, speaking and presentation skills, communicating in a clear, concise and timely manner.

•Creativity/Innovation – Develop and introduce practical new approaches or share best practices to address problems, opportunities, or emerging market trends; facilitate creative idea generation.

•Leadership – Generate excitement about the organization and a desire among people to strive for excellence. Gain respect of others and has credibility and vision. Must have strong selection, coaching and development skills. Provide timely and appropriate feedback to team. Share personal knowledge to help business unit goals and develop others. Ability to motivate and encourage positive team relationships. 

•Planning/Organizing – Set goals and objectives that support business strategy and results; measure performance against results and make necessary adjustments in a timely manner; manage multiple activities or tasks simultaneously to accomplish goals.

•Results-Oriented – Demonstrate personal accountability to meet and exceed customer expectations and individual, team, market and organizational goals; think of creative and effective ways to solve problems.

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