Regional Sales Director - Employee Benefits (Midwest)

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 Midwest territory, including Illinois, Indiana, Kentucky and Michigan.
• •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, process improvements, and broader 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 trust in all internal and external interactions.
• •Demonstrated ability to develop, maintain, and expand productive channel partner and client relationships.
• •Strong business and financial acumen and ability to understand employer benefit needs and position solutions across multiple products and capabilities.
• •Excellent verbal and written communication skills, including demonstrated ability to deliver effective presentations and communicate with channel partners, employers, senior decision-makers, and internal stakeholders.
• •Strong persuasion, negotiation, and influencing skills with the ability to overcome objections and navigate complex sales situations.
• •Strong problem-solving and decision-making capabilities, including the ability to assess opportunities, analyze information and data, identify trends, and determine appropriate courses of action.
• •Demonstrated initiative, creativity, and persistence in developing sales strategies, prospecting for new opportunities, and advancing opportunities through the sales cycle.
• •Ability to manage multiple priorities and time-sensitive opportunities with a strong sense of urgency, attention to detail, and accountability for results.
• •Ability to collaborate effectively across Sales, Client Relationship, Product, Underwriting, Implementation, and other internal teams.
• •Comfortably operating in an evolving environment and adapting to changing market conditions, priorities, products, and strategies.
• •Proactive and self-directed, with the ability to act with limited supervision and a strong orientation toward achieving established goals and performance metrics.
• •Ability to travel approximately 50% of the time.

Preferred Qualifications:

• •Bachelor’s degree or equivalent experience.
• •Active Life and health insurance license.

*The internal job title for this position is Sales Sr. Consultant - Group Benefits.

Securian Financial believes in hybrid work as an integral part of our culture. Associates get the benefit of working both virtually and in our offices. If you’re in a commutable distance (90 minutes), you’ll join us 3 days each week in our offices to collaborate and build relationships. Our policy allows flexibility for the reality of business and personal schedules.

**We are open to considering both local and remote talent for this opportunity. If you live within a commutable distance of our St. Paul Home Office, this position follows a hybrid work schedule. If you live outside of a commutable distance, you may be eligible to work as a virtual employee.

Preferred Skills:

Business Acumen, Business Development, Channel Partnership, Consultative Approach, Executive Communications, Life Insurance Sales, Negotiation, Sales, Territory Development

The estimated base pay range for this job is $70,000 - $125,000.

Base pay may vary depending on job-related factors and individual experience, skills, knowledge, etc. This job includes sales-based incentive opportunity resulting in target total cash compensation of $310,000 - $365,000. Actual total cash compensation earned will be based on sales results. More information on base pay and sales-based incentive pay can be discussed with a member of the Securian Financial Talent Acquisition team.

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