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Regional Vice President
Ameritas Life Insurance Corp
Lincoln, NE, United States
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This role will serve as a as key relationship manager/wholesaler of fixed Ameritas Life, Disability and Annuity products with the main emphasis on life insurance. The position identifies and capitalizes on valuable opportunities to drive increased sales. This position attains the assigned annual sales goals for their assigned regional offices by working through key relationships with a combination of in person visits and technology solutions such as web-ex and telephone. The incumbent develops a business and sales plan in conjunction with the NVP, Alternative Distribution, detailing various activity levels and approaches with the targeted high potential offices in the territory, pre-call planning and other activities as necessary to enhance the productivity of the assigned relationships. The focus is to enhance Ameritas' competitive position and to increase sales production through effective communication of product knowledge, case design, and sales solutions.
Essential Functions:
Producer Relations and Field Sales Support
75% Proactive Field Relationship Management
• Provide continuous communication with assigned field offices on products, sales concepts, selling skills, target markets, company sales initiatives, policies and procedures, monthly production, technology, and other strategies related to producing business with Ameritas through face to face meetings, web-conferences, telephone calls, email, conference calls, agency and regional meetings, etc.
• Maintain relationships with IMOs/IBDs/Strategic Alliances/MGAs/Principals/Producers and assigned relationships/offices to manage production and provide assistance as needed
• Prospect and identify new IMOs/IBDs/Strategic Alliances/MGAs/Principals/Producers in the territory
• Develop/generate sales ideas and training materials to use and distribute
• Communicate regularly with Internal Sales Development Consultant, Sales Development, Marketing, New Business, Underwriting and other field facing partners
• Maintain calendar, log activity and log pertinent information on a daily basis in the CRM system (SalesForce.com).
• Gather and document competitive intelligence and industry insights
• Strategically plan and manage the deployment of resources to maximize territory sales while being responsible for budgeting and expenses.
• Continuously scan competitive environment, communicating insights up, down and across the organization, and making appropriate adjustments to divisional strategy where applicable.
• Establish and maintain relationships with industry influencers and key strategic partners.
• The RVP will function as part of an overall team to develop field relationships and drive sales, mentoring and coaching less experienced team members. Role alignment and execution among all team members is essential.
25% Reactive Field Relationship Management
• Ensure incoming calls and field requests receive the appropriate response
• Provide guidance to Internal Sales Development team in phone call retrieval and sales concept delivery
• Perform other duties as needed by the department and the team, such as ongoing projects assigned by management.
• Lead or participate in weekly regional team meetings with both Product Marketing and Distribution Management
• Ensure the maintenance of regional production and pipeline reporting
• Continuously enhance skills through professional development activities. (Reading, formal/informal education, training classes, special projects/assignment)
• Perform other duties as assigned.
Marginal Functions:
Required Knowledge and Skills:
• 12+ years experience in insurance, with an emphasis on sales or marketing preferred or a Bachelor's Degree plus 5 years experience.
• 5 years experience as relationship or account manager to IMOs/IBDs/Strategic Alliances/MGAs/Principals/Producers
• Insurance designations or significant progress towards designations with an emphasis on Sales/Marketing (i.e. CLU and/or ChFC)
• Established relationships with IMOs/IBDs/Strategic Alliances/MGAs/Principals/Producers
• Expanded knowledge of Life Insurance, Disability Income and Annuity products and familiarity with Advanced Sales concepts
• The role requires a strong understanding of the life insurance market and its distribution channels, as well as a deep knowledge of products and the competitive landscape.
• The incumbent is expected to demonstrate strategic thinking and awareness in order to identify and capitalize on valuable opportunities to drive increased sales.
• Management of internal sales support personnel or team
• Strong communication (verbal & written) and relationship building skills
• Discretion, Judgment and Objectivity
• Requires a demonstrated record of initiative, leadership, problem-solving and adaptability
• Strong public speaking with the ability to plan, organize, develop and deliver effective presentations to a targeted audience
• Strong knowledge of MS Office, Illustration software, Internet
• Travel 50-75%
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