Regional Sales Director - Northern CA

Trustmark’s mission is to improve wellbeing – for everyone. It is a mission grounded in a belief in equality and born from our caring culture. It is a culture we can only realize by building trust. Trust established by ensuring associates feel respected, valued and heard. At Trustmark, you’ll work collaboratively to transform lives and help people, communities and businesses thrive. Flourish in a culture of diversity and inclusion where appreciation, mutual respect and trust are constants, not just for our customers but for ourselves. At Trustmark, we have a commitment to welcoming people, no matter their background, identity or experience, to a workplace where they feel safe being their whole, authentic selves. A workplace made up of diverse, empowered individuals that allows ideas to thrive and enables us to bring the best to our colleagues, clients and communities.

About the role:

Increases new business sales through establishing strong, consultative partnerships with major worksite and voluntary benefit distributors to include brokers, agents, financial planners, consultants, and employees within Trustmark. Customers typically include hospitals, medical centers, manufacturing, public entities, services, warehousing, and wholesale trade who want to offer their stable workforce a comprehensive benefit solution. Activities will include learning and staying informed on health care trends, market intelligence and product information for all product solutions within voluntary benefits; establishing, updating and managing target account lists and pipeline management; following a comprehensive sales process that will include marketing programs, educational seminars, customer needs analysis meetings, presentations to develop new and expand existing accounts; managing both external and internal stakeholders throughout the sales process and contributing to sales planning, forecasting and product development.

Key Accountabilities

• Achieve annual new business sales, net growth & reenrollment objectives as assigned:

• Demonstrate the value proposition to distribution partners.

• Direct and manage the acquisition process by establishing priorities with sales support team and serving as a liaison between producers and customers to maximize sales efforts.

• Proactively develop and maintain an effective relationship with Sales Implementation, Key Account Managers, Case Underwriting & Marketing. 

• Prospecting:

• Generate new business opportunities by leveraging existing relationships, prospecting new relationships, conducting market analysis and cold calling channel distributors.

• Partner with marketing and product development in developing programs to educate the network channel on Trustmark value proposition to create demand in the marketplace.

• Partner with distribution channel to identify new sales opportunities, influence the RFP design, and develop solutions that will secure new business.

• Reporting & Analytics

• Monitor and report on competition to evaluate Trustmark’s position in the marketplace.

• Actively utilize Salesforce.com for activity reporting, forecasting, business requests, workflow management, travel bookings and expense reporting.

• Provide monthly reports of pipeline, forecasts and metrics using Salesforce automation tool.

• Other duties as needed/assigned.

Minimum Requirements

• 5 years of Voluntary product sales or equivalent work experience

• Consultative sales experience required. 

• Experience generating and analyzing reports to enhance sales or customer experience.

• Excellent oral & written communication skills; persistent and patient in endeavoring to fully understand customer/producer needs and offer valuable information and solutions.

• Ability to work independently, make good decisions consistent with divisional objectives and in a timely manner, and handle conflict with minimal oversight.

• Exceptional organizational skills, adept at handling multiple tasks simultaneously, committed to follow through and completing assignments in a timely & professional manner.

• Interpersonal effectiveness with proven ability to establish/maintain mutually respectful relationships with managers, peers, support staff, agents/brokers and customers; handle conflict, resolve complex issues, negotiate, achieve consensus and promote team spirit.

• Capable of operating the complete MS Office Suite

The total compensation range for this role is $225,000 - $350,000 plus per year.

Brand: Trustmark

We offer a comprehensive benefits package that includes: Health/dental/vision, life insurance, FSA and HSA, 401(k) plan, Employee Assistant Program, Back-up Care for Children, Adults and Elders and many health and wellness initiatives. We also offer a Wellness program that enables employees to participate in health initiatives to reduce their insurance premiums.  For questions about compensation and benefits, please speak to the Recruiter if you decide to apply and are selected for an interview.

Trustmark is committed to leveraging the talent of a diverse workforce to create great opportunities for our people and our business.  We are an equal opportunity employer, including disability and protected veteran status.