Group Benefits Market Leader, Central Region

The Guardian Life Insurance Company of America; Chicago (IL); On-site; USD 145,000 - 540,000; Full time

Job summary

Guardian Life is seeking a Group Benefits Market Leader for the Central Region to drive profitable growth by leading a dynamic sales team and strengthening relationships with brokers and distribution partners across 2 to 2,000 lives.

You will collaborate across Underwriting, Client Management, Product, Finance, and Marketing, leveraging data and AI tools to surface insights, shape strategies, and deliver top- and bottom-line results in a fast-paced, matrixed environment.

Qualifications

• 8+ years of Group Benefits industry experience, including leadership in sales or distribution.
• Strong knowledge of Group Benefits distribution, underwriting, finance and pricing, product development and marketing, operations, risk management, and administration.
• Proven ability to develop and execute market sales and retention strategies for profitable growth, market share and financial performance.
• Experience leading, coaching, and developing sales professionals, including setting expectations and accountability.
• Demonstrated ability to build influential relationships with brokers, distribution partners, clients, and cross-functional stakeholders.
• Comfort using data, analytics, and AI-enabled tools to prepare for broker and client interactions, identify trends and opportunities, and improve productivity.
• Ability to use AI responsibly by protecting confidential information and applying human judgment.
• Persuasive communication and presentation skills, integrity, and ability to operate in a fast-paced environment.
• Must obtain industry licensing within 90 days of hire and maintain it through continuing education.
• Must be based in the Chicago, IL area.

Responsibilities

• Develop and execute an integrated market sales and retention plan to maximize growth, retention, and market share.
• Lead, coach, and develop a high-performing sales team with hands-on support and accountability for results.
• Strengthen Guardian’s market presence by cultivating relationships with high-value brokers and distribution partners.
• Partner across Underwriting, Client Management, Product, Finance, Marketing, and Operations to improve broker and client experience.
• Use data, analytics, and AI-enabled tools to surface insights, prioritize opportunities, monitor performance, and enhance team effectiveness.
• Serve as a market expert and guardian representative by providing competitive intelligence and identifying customer needs and trends.

Skills

Group Benefits knowledge

Sales leadership

Data analytics

AI tools usage

Communication skills

Education

Advanced degree

Tools

CRMs

Business intelligence

Generative AI

Job description

Position Summary

Guardian is seeking a Group Benefits Market Leader for our Central Region to develop and execute a profitable growth strategy across the assigned market, with responsibility for new sales, retention, and broker relationships supporting groups of 2 to 2,000 lives and a primary focus on the 100 to 1,999 segments. You will lead, coach, and develop a high-performing sales team while building strong relationships with Guardian’s highest-value and fastest-growing brokers and distribution partners. Working across Underwriting, Client Management, Product, Finance, and other partners, you will use market intelligence, data, analytics, and AI-enabled tools to identify opportunities, improve decisions, and deliver top- and bottom-line results. Success requires disciplined execution, inclusive people leadership, sound judgment, and the ability to strengthen Guardian’s presence and value in the market. You are: a strategic, hands‑on sales leader who translates enterprise priorities and local market insight into focused action. You build followership across a matrixed organization, coach teams to raise performance, and create durable broker and partner relationships. You are curious and analytically minded, comfortable using data and AI tools to generate insights, improve productivity, challenge assumptions, and make informed decisions while applying sound judgment, protecting confidential information, and validating outputs. You have:

Requirements

• 8+ years of Group Benefits industry experience, including demonstrated leadership experience within Group Benefits sales or distribution.
• Strong knowledge of Group Benefits distribution, underwriting, finance and pricing, product development and marketing, operations, risk management, and administration.
• Proven ability to develop and execute market sales and retention strategies that support profitable growth, increased market share, and strong financial performance.
• Experience leading, coaching, and developing sales professionals, including setting expectations, building capability, and holding teams accountable for results.
• Demonstrated ability to build influential relationships with brokers, distribution partners, clients, and cross-functional stakeholders, including those outside direct reporting lines.
• Comfort and proficiency using data, analytics, and AI-enabled tools to prepare for broker and client interactions, identify trends and opportunities, improve productivity, and support business decisions.
• Ability to use AI responsibly by protecting confidential information, applying human judgment, and validating outputs for accuracy and relevance.
• Persuasive communication and presentation skills, sound judgment, integrity, and the ability to operate effectively in a fast‑paced, changing, matrixed environment.
• Required industry licensing within 90 days of hire and ongoing maintenance of the license through completion of continuing education requirements.
• Must be based in the Chicago, IL area.

Preferred

• Advanced degree or equivalent combination of education and experience.
• Broad familiarity with Guardian’s Group Benefits product portfolio and the needs of employers, brokers, and distribution partners across the 2 to 2,000 lives market.
• Experience using customer relationship management platforms, business intelligence tools, or generative AI solutions in a sales leadership environment.
• Experience supporting integrated absence management solutions in a carrier, insurance, or employee benefits environment.

Responsibilities

• Develop and execute an integrated market sales and retention plan that aligns corporate, financial, and local market priorities to maximize profitable growth, retention, and market share across new and existing products.
• Lead, coach, and develop a high-performing sales team through hands‑on deal support, disciplined performance management, selling‑strategy guidance, skill building, succession planning, and clear accountability for results.
• Strengthen Guardian’s market presence by cultivating relationships with high‑value and high‑growth brokers and distribution partners; support the overall health of broker and client relationships to advance sales and retention.
• Partner across Underwriting, Client Management, Product, Finance, Marketing, and Operations to solve business challenges, improve the broker and client experience, and deliver corporate and market objectives.
• Use data, analytics, and AI‑enabled tools to surface insights, prioritize opportunities, monitor performance, and enhance team effectiveness.
• Serve as a visible market expert and Guardian representative by providing competitive intelligence and insight into customer needs and emerging trends; champion process improvements and organizational initiatives; share thought leadership; and maintain strong community relationships.

Reporting Relationships

As our Group Benefits Market Leader, Central Region, you will report to the Regional Vice President, Central Region who reports to our Head of Field Sales, Group Benefits.

Location

The primary location for this position is Chicago, Illinois.

Travel

Up to 50% travel within the region and nationally is required for this position.

Salary Range

Base Pay: $145,000

The salary reflected above is a good faith estimate of base pay for the primary location of the position, which is to be based in Chicago, Illinois. The salary for this position ultimately will be determined based on the education, experience, knowledge, and abilities of the successful candidate, as well as market factors and business need. This position is also covered by a Guardian sales incentive compensation plan, making the successful candidate eligible to receive sales incentives subject to the terms and conditions of the applicable plan, in addition to base pay. The anticipated total annual compensation range inclusive of base pay and sales target incentive compensation is $460,840 to $539,800.

Our Promise

At Guardian, you’ll have the support and flexibility to achieve your professional and personal goals. Through skill-building, leadership development and philanthropic opportunities, we provide opportunities to build communities and grow your career, surrounded by diverse colleagues with high ethical standards.

Inspire Well‑Being As part of Guardian’s Purpose – to inspire well‑being – we are committed to offering contemporary, supportive, flexible, and inclusive benefits and resources to our colleagues.

Explore our company benefits at www.guardianlife.com/careers/corporate/benefits.

Benefits

Benefits apply to full‑time eligible employees. Interns are not eligible for most Company benefits.

Equal Employment Opportunity

Guardian is an equal opportunity employer. All qualified applicants will be considered for employment without regard to age, race, color, creed, religion, sex, affectional or sexual orientation, national origin, ancestry, marital status, disability, military or veteran status, or any other classification protected by applicable law.

Accommodations

Guardian is committed to providing access, equal opportunity and reasonable accommodation for individuals with disabilities in employment, its services, programs, and activities. Guardian also provides reasonable accommodations to qualified job applicants (and employees) to accommodate the individual's known limitations related to pregnancy, childbirth, or related medical conditions, unless doing so would create an undue hardship. If reasonable accommodation is needed to participate in the job application or interview process, to perform essential job functions, and/or to receive other benefits and privileges of employment, please contact [e-mail]. Please note: this resource is for accommodation requests only. For all other inquires related to your application and careers at Guardian, refer to the Guardian Careers site.

Visa Sponsorship

Guardian Life is not currently or in the foreseeable future sponsoring employment‑based visas (e.g., such as an H‑1B). In order to be a successful applicant, you must be legally authorized to work in the United States, without the need for employer sponsorship/support now or at any time in the future.

Use of Artificial Intelligence in Recruitment

As part of Guardian’s job application process, Guardian may use artificial intelligence tools (“AI Tools") to automate the sorting and filtering of information provided by applicants as part of its preliminary screening. This preliminary screening may be used to help identify applicant materials and resumes relative to their indication that the applicant meets the requirements for the specific job for which they are applying, as specified in the listing posted on Guardian’s jobs website (Careers at Guardian at https://www.guardianlife.com/careers). At Guardian, we do not use AI Tools to substantially assist or replace human judgment or discretionary decision making in our hiring process. All hiring decisions will be made by Guardian colleagues. Please be aware that if you apply for a specific position with Guardian, you will have the choice of opting out of Guardian’s use of AI Tools during the job application process. If you would like to request an alternative process that does not utilize AI Tools, within ten business days of your position application, you must email your request to [e-mail], making sure to provide your name and job requisition identification number. Guardian will retain your applicant materials and resume and all information therefrom in accordance with Guardian’s document retention policy, a copy of which you may request via [e-mail]. Additionally, at applicable times, Guardian will make public the most recent bias audit results for such AI tools, which may be found here.