Regional Sales Director - Employee Benefits (Atlantic)

Securian Financial Group; Maryland; On-site; USD 120,000 - 180,000; Full time

Job summary

Securian Financial Group is seeking a Regional Sales Director to drive profitable growth across employee benefits, including Group Life, AD&D, and Supplemental Health/Voluntary Benefits. The role leads a territory strategy, builds channel partnerships, and manages the end-to-end sales cycle.

The position demands a consultative, multi-product approach to address employer needs and coordinate with product, underwriting, enrollment, and sales enablement teams to deliver differentiated solutions.

Qualifications

• Proven successful sales experience within employee benefits or related B2B sectors.
• Ability to secure mid-to-large employer sales and manage complex cycles.
• Broad knowledge of group benefits and insurance ecosystems, with Life/AD&D/Voluntary Benefits focus.
• Professionalism and integrity with sound judgment and credibility.

Responsibilities

• Own and execute the territory sales strategy across Group Life, AD&D, and Voluntary Benefits.
• Develop and expand channel partner relationships in the assigned territory.
• Generate new business opportunities through prospecting, partnerships, and market development.
• Manage the sales process from identification to close, including RFPs and proposals.
• Apply a consultative, multi-product approach to meet employer needs.
• Partner with the VP to develop territory priorities and deliver objectives.
• Collaborate with internal teams to craft competitive solutions and navigate complex opportunities.
• Develop and deliver compelling sales presentations articulating Securian's value proposition.
• Establish channel partner engagement strategies with measurable objectives.
• Maintain accurate Salesforce data to prioritize activity and track trends.
• Provide market intelligence to inform product strategy and business planning.
• Identify emerging customer needs and competitive trends to strengthen the value proposition.

Skills

Sales leadership

Channel partner management

Consultative selling

B2B enterprise sales

Territory growth

Job description

Overview:

The Regional Sales Director is responsible for driving profitable growth across Securian Financial's employee benefits portfolio, including Group Life, AD&D, and Supplemental Health/Voluntary Benefits, within an assigned geographic territory.

This field-focused role develops and executes a comprehensive territory sales strategy in partnership with the Regional Sales Vice President. The Regional Sales Director builds and maintains strong relationships with channel partners, strategic partners, and employers; identifies and develops new business opportunities; generates and manages RFP activity; and leads opportunities through the sales process to successful close.

The role serves employers and their channel partners with sophisticated benefits and financial needs and requires a highly consultative approach. Success requires the ability to understand client and channel partner needs, connect needs across Securian's product portfolio, and develop differentiated solutions using creativity, flexibility, business acumen, and persuasive communication.

The Regional Sales Director is expected to develop deep knowledge across Securian's employee benefits solutions and bring the appropriate product, underwriting, implementation, and service expertise into opportunities as needed.

Key Responsibilities:

• Own and execute the territory sales strategy across Group Life, AD&D, and Supplemental Health/Voluntary Benefits to achieve profitable growth, sales, and market-development objectives. This role supports a portion of our Atlantic territory, including Ohio, West Virginia, Virginia, Maryland, Rhode Island, Massachusetts, Vermont, New Hampshire and Maine.
• Develop and expand channel partner relationships within the assigned territory, identifying opportunities to deepen existing relationships and establish new relationships that increase Securian's market presence and opportunity pipeline.
• Generate new business opportunities through proactive prospecting, channel partner engagement, strategic partnerships, market development, and employer engagement.
• Manage the sales process from opportunity identification through close, including prospecting, opportunity qualification, RFP assessment and submission, proposal development, channel partner and employer discussions, finalist presentations, negotiations, and follow-up.
• Apply a consultative, multi-product approach to understand employer needs and identify opportunities to position Life and Supplemental Health solutions individually or as an integrated benefits solution.
• Partner closely with the Regional Sales Vice President to develop territory priorities, coordinate sales activity, pursue strategic opportunities, and deliver against overall territory objectives.
• Collaborate with sales enablement, product, underwriting, client relationships, strategic partnerships and enrollment, implementation, and other internal partners to develop competitive solutions and successfully navigate complex opportunities.
• Develop and deliver compelling sales presentations that clearly articulate Securian's value proposition and differentiate its products, capabilities, and service model.
• Develop annual channel partner engagement strategies and measurable objectives in partnership with Sales Enablement and Client Relationship teams; monitor progress and adjust strategies based on results and market opportunities.
• Maintain accurate and timely opportunity, pipeline, activity, and relationship information in Salesforce and use data to prioritize activity, identify trends, and improve territory performance.
• Provide competitive and market intelligence gathered through channel partner, employer, and field interactions to inform product strategy, capabilities, and business strategy.
• Serve as a voice of the market by identifying emerging customer needs, competitive trends, and opportunities to strengthen Securian's employee benefits value proposition.

Qualifications:

• Proven successful sales experience, within employee benefits, insurance, financial services, or a similarly complex business-to-business sales environment.
• Demonstrated ability to generate and secure sales within the mid-to-large employer market and successfully manage complex, consultative sales cycles.
• Broad knowledge of the group benefits and insurance ecosystem, with expertise in Life, AD&D, and Voluntary Benefits. Knowledge of Disability and Absence Solutions is preferred, particularly as it supports a consultative approach for positioning Life solutions within an employer's broader benefits strategy.
• Proven professionalism and integrity, with a consistent track record of exercising sound judgment, honoring commitments, and building credibility and