Virginia - Remote
Date Posted

Director of Group Benefits Sales - Virginia

Director of EB Sales: Large Group
Total Compensation: Uncapped up to $245k+

The successful candidate will be the sales team leader focused on large group and new business (151+ eligible people) and oversight of an elite team of three sales executives building out the State of Virginia territory.

My carrier client with operations in Virginia offers a full suite of group health products including employee-owned and employer-sponsored group health plans, as well as Individual and Family health plans.

This role is remote, but the successful candidate must reside in Virginia and be able to cover the entire Virginia territory for large group sales.

The Opportunity:

  • Established & Growing Insurance Carrier building out their State of Virginia territory
  • Opportunity to lead/mentor a sales team
  • Large segment from 151 - 15,000 employee lives
  • This role requires leadership and mentorship over three sales executives
  • Salary is negotiable from $125k to $175k
  • Sales Bonuses targeted to $70k and above (uncapped)
  • Management bonus of up to 15% of salary
  • Candidate residing in Richmond or Virginia Beach would be preferred

Job Summary:

  • Cultivate and manage relationships with assigned brokers and territories to achieve profitable new business growth objectives in the State of Virginia.
  • Lead, mentor, and develop a sales force of three sales executives.
  • Sales focus will be on those public and private organizations greater than 150 lives.
  • Subject matter expert in Self-Funded and similar complex products.
  • Understand and innovate large deal structures used in the large group benefits segment of the market.
  • Achieve estimated Growth, Profitability & Strategy Engagement objective.
  • Utilize leading & lagging indicators to measure performance to goal, identifying opportunities to affect performance & manage membership forecasting, projection & budget processes.
  • Cultivate relationships with key influencers & decision makers affecting large group business segment results.
  • Demonstrate ability to effectively communicate & engage targeted audience including executives, brokers, consultants & benefit professionals.
  • Create opportunities to connect my client's senior leaders as appropriate.
  • Develop & manage strategic growth plan to include segment & territory specific opportunity profiles, segment value proposition & benchmarking of competitor capabilities.
  • Provide competitive information & voice of the customer input to business leads as appropriate for enhancements to current strategies & offerings.
  • Effectively articulate how my client's capabilities can contribute to constituent's long-term strategies.
  • Manage complex negotiations while positioning the value that my client offers.
  • Establish & introduce best practices for broker engagement.
  • Open doors to the large client segment for large sales opportunities in Virginia.
  • Develop and effectively execute business plan with each assigned Primary Broker, General Agent (GA) and Direct Write Producer channel, in support of strategic profitable growth initiatives, conducting periodic review meetings with Producer and Sales Executives.
  • Responsible for overseeing the entire sales process with assigned brokers, direct prospects and sales leads as assigned by Sales Manager.
  • Present to and communicate with decision makers and key influencers.
  • Conduct member education sessions as requested and Serve as Subject Matter Expert on Sales Strategies in the mid to large-market segment, contributing to Best Practice development and Sales training events.

Required Qualifications/Experience:

  • Bachelor's Level Degree Required and five years related experience or High School Diploma and ten + years of related experience.
  • Working knowledge of at least ten years with group health insurance in the 151 - 15,000 lives segment.
  • Ten years of Leadership, Health Insurance, Employee Benefits and Sales experience
  • Must obtain a L-HIL or L-LIFEHI within 90 days of hire.

Preferred Experience:


  • Leadership and Management
  • Consultative Sales
  • Client relations
  • Learning Strategies
  • Management of Financial, Material and Staff Resources