Regional Vice President, Sales- Employee Benefits Division (Mid-Atlantic Territory)

Open 64d

The work we do has an impact on millions of lives, and you can be a part of it.

We help protect our customers against life’s uncertainties. Regardless of where you work within the company, you’ll be helping provide protection and peace of mind when our customers need it most.

Job Summary

The Regional Vice President (RVP) is a senior field sales leader responsible for driving new Employee Benefits (EB) business growth, expanding market presence, and strengthening relationships with brokers, General Agencies (GAs), and other key trading partners across an assigned region.

Success requires a leader who is digitally fluent, operationally disciplined, and highly relationship-oriented. The RVP recruits, develops, and coaches field sales representatives while ensuring disciplined regional execution, strong pipeline management, and consistent use of CRM and market analytics to drive performance.

The RVP translates enterprise growth strategy into regional market execution, expanding the organization’s presence with brokers and distribution partners. The role accelerates adoption of EB products, service capabilities, and digital solutions across small and middle market employers and emerging markets.

Candidates must reside within the assigned Mid-Atlantic region (MD, VA, DC, PA, NC, or SC).

Responsibilities

Regional Strategy and Sales Leadership
• Own and execute the regional sales strategy to achieve production, market share, and profitability goals across target segments and products.
• Translate enterprise growth priorities into regional execution plans that drive broker engagement, market penetration, and consistent pipeline development.
• Recruit, mentor, and lead a team of field sales representatives while establishing clear expectations for activity levels, broker engagement, pipeline management, and conversion performance.
• Develop data-informed regional plans using market analytics, CRM insights, and local intelligence.
• Support expansion into emerging markets by identifying distribution opportunities and accelerating adoption of new products and programs.

Broker, GA, and Trading Partner Relationships
• Build deep, trusted relationships with national and regional brokers, GAs, and other influential market partners.
• Conduct regular field visits, strategic planning sessions, and growth reviews with key distribution partners.
• Align the organization’s value proposition—including product breadth, digital capabilities, integration readiness, and service experience—to accelerate broker adoption and sales growth.
• Identify and develop strategic distribution relationships—including brokers, GAs, aggregators, payroll providers, and benefits administrators—that expand access to employer groups and increase regional production.

Sales Execution, Pipeline Management, and CRM Discipline
• Drive disciplined pipeline management, opportunity tracking, and activity visibility within the CRM platform.
• Coach sales representatives on forecasting accuracy, pipeline construction, and win-strategy development to improve close rates and predictability.
• Leverage CRM dashboards, analytics, and regional insights to identify trends, prioritize opportunities, and focus sales activity where it will produce the highest return.
• Ensure leadership has consistent visibility into pipeline health, regional performance, and market coverage.

Digital and Tech-Forward Sales Leadership
• Champion the organization’s digital ecosystem—including broker portals, APIs, automation capabilities, and integration readiness—as a competitive advantage in the marketplace.
• Equip the sales team to confidently position digital capabilities with brokers, GAs, payroll providers, benefit administrators, and other trading partners.
• Partner with Sales Enablement and Technology teams to keep the field current on evolving tools, capabilities, and digital enhancements.

Cross-Functional Partnership and Talent Development
• Collaborate closely with Underwriting, Operations, Product, Claims, and Technology teams to ensure competitive positioning and smooth case execution.
• Partner with Client Management, Renewal, and Sales Support leadership to support a seamless client lifecycle from prospecting through implementation, renewal, and long-term relationship expansion.
• Build and sustain a high-performing sales team with strong market expertise and digital fluency.
• Establish a culture of accountability, professionalism, continuous learning, and execution excellence.

Required Qualifications

• 5+ years of leadership experience in EB sales, including managing relationships with brokers, GAs, and other complex intermediary distribution models.
• Proven ability to recruit, coach, and develop high-performing sales teams within a growing or evolving business environment.
• Strong command of EB products including Dental, Vision, Life, Short-Term Disability, Long-Term Disability, Paid Leave, and Supplemental Health.
• Experience developing and executing regional sales strategies informed by market analytics, CRM insights, and distribution intelligence.
• Demonstrated success managing pipeline development, forecasting, and sales performance using a modern CRM environment.
• Strong cross-functional leadership skills with experience partnering with Client Management, Underwriting, Product, Operations, and Technology teams to deliver successful sales outcomes.

Preferred Qualifications

• Experience expanding EB distribution in emerging or newly developing markets and during periods of rapid growth.
• Success selling through aggregator channels (GAs, PEOs, payroll providers, benefits administration platforms) and with national and large regional brokers.
• Experience leading sales teams focused on small and middle market employer segments (U500).

#LI-VD1

Employee Benefits:

We aim to protect the wellbeing of our employees and their families with a broad benefits offering. In addition to offering comprehensive health, dental and vision insurance, we support emotional wellbeing through mental health benefits and an employee assistance program. Work/life balance is important and Protective offers a variety of paid time away benefits (e.g., paid time off, paid parental leave, short-term disability, and a cultural observance day). The financial health of our employees is just as important as physical and emotional health. Some of the financial wellbeing benefits include contributions to healthcare accounts, a pension plan, and a 401(k) plan with Company matching. All employees are encouraged to protect their overall wellbeing by engaging in ProHealth Rewards, Protective’s platform to improve wellbeing while earning cash rewards.

Eligibility for certain benefits may vary by position in accordance with the terms of the Company’s benefit plans.

Accommodations for Applicants with a Disability:

If you require an accommodation to complete the application and recruitment process due to a disability, please email eric.hess@protective.com. This information will be held in confidence and used only to determine an appropriate accommodation for the application and recruitment process.

Please note that the above email is solely for individuals with disabilities requesting an accommodation. General employment questions should not be sent through this process.

We are proud to be an equal opportunity employer committed to being inclusive and attracting, retaining, and growing an inclusive workforce.

As published by lever

Resume/CV, Full name, Email, Phone, Current location, Current company, LinkedIn URL, GitHub URL, Portfolio/video resume URL, Other website

As part of any recruiting and hiring process, Protective collects and processes personal information relating to job applicants. The Company is committed to being transparent about how it collects and uses that information and to meeting its information protection obligations. In the recruitment and hiring process the “personal information” we collect includes: General Identifying and Contact Information (e.g., name, mailing address, phone number, email address), Employment History Information, Education History Information. Please be aware that the personal information you provide during the application process may be shared internally with employees of Protective as well as our designated third-party vendors for the purposes of the recruitment and hiring process, including contacting you regarding your application and assessing your qualifications for job openings with Protective. California applicants should review the state-specific notice provided in accordance with the California Privacy Rights Act. By clicking “Consent” below you understand and freely give your consent to Protective and our designated third-party vendors collecting and processing your personal information relating to your potential employment with Protective. Applicant Notice - California: As part of Protective’s commitment to transparency related to personal information, and in order to comply with the California Privacy Rights Act (“CPRA”), we are providing you with this disclosure regarding the categories of personal information we may collect from you and the purposes for which that information may be used. Information We Collect: In the recruitment and hiring process the categories of “personal information” we collect include: General Identifying and Contact Information (e.g., name, mailing address, phone number, email address), Employment History Information, Education History Information. Use of Personal Information: The personal information we collect during the application process is used to assess your qualifications for the purposes of the recruitment and hiring process, including contacting your regarding your application and assessing your qualifications for job openings with Protective. The personal information you provide will not be “sold to” or “shared with” a third-party as those terms are defined by the CPRA. The Company will not collect additional categories of personal information or use the personal information we collect for materially different, unrelated, or incompatible purposes without providing you notice. Retention of Information: Each of the categories of information you provide are subject to our internal policies on retaining employee and applicant information. These policies are based on applicable legal retention requirements for retaining personal information of applicants and/or employees. As part of our internal policies, we have a process in place to determine when this information is no longer needed and can be disposed of in a secure manner. Additional Information: For more information on your rights under the CPRA, please see the Company’s California Privacy Rights Act Policy. yes / no · optional
Are you legally authorized to work in the United States? choose one
Do you now, or will you in the future, require immigration sponsorship for work authorization (e.g., H-1B)? choose one
Have you ever been employed with Protective or one of its affiliates? choose one
What is your target compensation (salary and bonus)?
Do you have any family members who are employed with Protective? written answer
How did you hear about this opportunity? choose one · optional
Do you have at least 5 years of leadership experience specifically in Employee Benefits sales, including managing broker/GA distribution?
Have you directly led frontline sales managers AND field reps in a multi‑state or regional structure? written answer
Have you managed pipeline development, forecasting accuracy, and sales execution in a modern CRM (e.g., Salesforce) as part of your leadership responsibilities? written answer
Do you have strong working knowledge of core EB products (Life, Disability, Dental, Vision, Paid Leave, Supplemental Health)? written answer
What state do you currently reside in? written answer
Are you able to travel regularly throughout the region for broker visits, team leadership, and partner meetings? written answer
Do you have a distraction free workspace and consistent access to internet with speeds of 10 Mbps for downloads and 5-10 Mbps for uploads? (you can check it here https://www.att.com/support/speedtest/) choose one · optional

Show

Regional Vice President, Sales- Employee Benefits Division (Mid-Atlantic Territory)

Responsibilities

Required Qualifications

Preferred Qualifications

See also

Tailor your CV for this role?

A new version of freehire is available