Sales Consultant - National Accounts – Life & Disability

The Standard; California; On-site; USD 67,500 - 82,500; Full time

Benefits offered by this job

Rich benefits package including medical, dental, vision

Annual incentive bonus plan

Generous paid time off including holidays and wellness days

Supportive management approach for career growth

Paid parental leave and donation matching program

Job summary

A leading insurance firm in Missouri is seeking a National Accounts Sales Consultant to acquire and retain large employer group clients, focusing on life and disability insurance. The role involves developing targeted sales strategies, managing broker relationships, and collaborating across teams for client satisfaction. Required qualifications include a bachelor's degree, 5 years of national account sales experience, and a robust broker network. This role offers competitive benefits and a base salary starting at $75,000.

Qualifications

• Minimum 5 years of national account sales experience in employee benefits.
• 8+ years of experience selling Life & Disability products to large employers.
• Must have a deep broker network in National Accounts segment.

Responsibilities

• Develop and implement targeted sales strategies for National Accounts.
• Cultivate relationships with key brokers and clients as a trusted advisor.
• Lead RFPs and renewals, negotiate terms and ensure client satisfaction.

Skills

Sales strategy development

Relationship management

Life & Disability insurance knowledge

Broker partnership cultivation

Education

Bachelor’s degree in business, marketing or related field

MBA or related advanced degree

Life & Disability licensing

Job description

Overview

The next part of your journey is right around the corner — with The Standard. A genuine desire to make a difference in the lives of others is the foundation for everything we do. With a customer-first mindset and an intentional focus on building strong teams, we’ve been able to uphold our legacy of financial stability while investing in new, innovative technologies that support the needs of our customers. Our high-performance culture focused on operational excellence thrives thanks to remarkable people united by compassion and a customer-first commitment. Are you ready to make a difference?

Job Summary

Our National Accounts team is growing! The National Accounts Sales Consultant acquires, grows, and retains large employer group clients (5,000+ lives) in the National Accounts segment, focusing on Core Life and Disability insurance. Reporting to the Senior Director, this role builds broker partnerships, executes complex sales strategies, and drives growth and profitability across assigned markets.

• Strategic Sales Development – Develop and implement targeted sales strategies for National Accounts (5,000+ lives) in group life and disability benefits. Identify prospects, manage the sales process, and maintain a strong pipeline aligned with company goals.
• Relationship Management – Cultivate and strengthen relationships with key brokers, consultants, and clients. Serve as a trusted advisor and subject matter expert, ensuring consistent communication and coordination with Client Management, Product, and Underwriting teams.
• Relationship Management – Build and maintain strong partnerships with brokers, consultants, and clients, acting as a trusted advisor and coordinating with internal teams.
• Lead RFPs and renewals, present proposals, negotiate terms, and collaborate across teams to ensure client satisfaction and competitive, profitable deals.
• Monitor market trends and competition, sharing insights to refine sales strategies and improve processes.
• Experience selling life, disability, absence management, and paid family leave is a requirement of the role*
• An established broker network is a requirement of the role*
• Must reside in the United States as a requirement of this role*
• Ability to travel 30% to 50% annually is a requirement of this role*

Skills And Background You’ll Need

Education: Bachelor’s degree in business, marketing, or related field. Preferred education: MBA or related advanced degree. Life & Disability licensing required.

Experience: Minimum 5 years of national account sales experience in employee benefits. 8+ years of experience with demonstrated success selling Life & Disability products to large employers.

• Proven experience in large-case (5,000+ lives) sales within the group benefits or insurance industry.
• Expertise in Life and Disability products, including voluntary and absence management solutions.
• Deep broker and consultant network within the National Accounts segment.
• Ability to travel 30% to 50% annually is a requirement of this role.
• Must reside in the United States.

Key Behaviors of a Successful Candidate

• Driving Success. Pursues ambitious goals and shows resilience in the face of obstacles and setbacks.
• Customer Focus. Understands and anticipates both internal and external customer needs and develops customer-inspired solutions that exceed their expectations.
• Winning Together. Actively engages colleagues to achieve shared outcomes by developing trust, inviting diverse perspectives and pushing to bring the best ideas forward.

Why Join The Standard?

We have built an enduring legacy of stability, financial strength and exceptional customer service through the contributions of the service-oriented people who choose to work at The Standard. To ensure we can attract and retain the best talent, when you join The Standard you can expect:

• A rich benefits package including medical, dental, vision and a 401(k) plan with matching company contributions
• An annual incentive bonus plan
• Generous paid time off including 11 holidays, 2 wellness days, and 8 volunteer hours annually — PTO increases with tenure
• A supportive, responsive management approach and opportunities for career growth and advancement
• Paid parental leave and adoption/surrogacy assistance
• An employee giving program that double matches your donations to eligible nonprofits and schools

In addition to the competitive salary range below, our employee-focused benefits support work-life balance. Learn more about working at The Standard.

• Eligibility to participate in an incentive program is subject to the rules governing the program and plan. Any award depends on a variety of factors including individual and organizational performance.
• Performance guarantees may be applied to roles with highly incentivized compensation plans for a specified period of time to support a new hire’s transition into the sales incentive plan.

Compensation is made up of a base salary, incentives, and/or other bonuses when applicable. This is a minimum range that can be increased based on performance and sales activity.

Salary Range:

Base salary: $75,000, plus incentive and guarantee

Positions will be posted for at least 5 days from original posting date.

Standard Insurance Company, The Standard Life Insurance Company of New York, Standard Retirement Services, Inc., StanCorp Mortgage Investors, LLC, StanCorp Investment Advisers, Inc., and American Heritage Life Insurance Company and American Heritage Service Company, marketed as The Standard, are Affirmative Action/Equal Opportunity employers. All qualified applicants will receive consideration for employment without regard to race, religion, color, sex, national origin, gender identity, sexual orientation, age, disability or veteran status or any other condition protected by federal, state or local law. Except where precluded by state or federal law, The Standard will consider for employment qualified applicants with arrest and conviction records pursuant to the San Francisco Fair Chance Ordinance. The Standard offers a drug- and alcohol-free work environment where possession, manufacture, transfer, offer, use of or being impaired by an illegal substance while on The Standard's property, or in other cases which the company believes might affect operations, safety or reputation of the company is prohibited. The Standard requires a criminal background investigation and employment, education and licensing verification as a condition of employment. After any conditional offer of employment is made, the background check will include an individualized assessment based on the applicant’s specific record and the duties and requirements of the specific job. Applicants will be provided an opportunity to explain and correct background information. All employees of The Standard must be bondable.