Senior Regional Sales Director

This is a fully remote position, open to applicants in Texas.

📋 Description

• Identify key markets with high potential and establish distribution partnerships that connect working families to affordable supplemental life and health coverage.

• Propel revenue growth through direct sales initiatives, agent development, and enhancing awareness of Globe Life Benefits products.

• Provide strategic guidance, performance coaching, and accountability frameworks for the regional sales organization.

• Analyze geographic, demographic, and economic data to pinpoint market opportunities.

• Create territory plans focusing on market entry, account targeting, and activities to raise awareness.

• Collaborate with market analytics teams to validate opportunity assessments and refine territory boundaries.

• Design comprehensive multi-year regional growth strategies and recommend territory assignments.

• Promote supplemental life insurance, accidental death, and related benefit products through community engagement, employer outreach, and direct sales efforts.

• Represent Globe Life at industry events, benefit fairs, union halls, and professional associations.

• Work with marketing teams on regional messaging and promotional materials.

• Advise brokers and clients on product features, underwriting processes, enrollment, and claims assistance.

• Achieve or surpass individual and regional targets for new business production.

• Conduct direct sales presentations to individual and group clients, guiding them through product selection, application, and enrollment.

• Maintain CRM prospect pipelines and monitor activity, conversion rates, and revenue forecasts.

• Oversee in-force business, identify lapse risks, and implement strategies for retention and re-enrollment.

• Ensure accountability for regional quota achievement across agents and distribution partners.

• Recruit, onboard, and nurture Regional Sales Directors.

• Provide ongoing coaching, feedback, and accountability structures.

• Conduct one-on-one reviews with Regional Sales Directors.

• Identify high-potential directors and create leadership development pathways.

• Collaborate with VP-level leadership on goals, territory assignments, and resource allocation.

• Develop broker relationships and generate new business while safeguarding existing revenue.

• Provide coaching for brokers, conduct field ride-alongs, joint sales calls, and product training sessions.

• Establish broker performance expectations and lead development programs for junior sales staff.

• Ensure compliance with broker licensing, ethical sales standards, and internal policies.

• Build relationships with employers, associations, unions, and affinity organizations.

• Design and implement worksite enrollment programs with HR, benefits administrators, and enrollment support staff.

• Negotiate access agreements and strategies for benefit communication.

• Manage key regional accounts with multi-year enrollment and revenue goals.

• Ensure compliance with insurance regulations, DOI requirements, and internal policies.

• Complete ongoing education, product training, and compliance certifications.

• Report compliance violations, market conduct issues, and ethical concerns.

• Ensure agents adhere to approved scripts, suitability standards, and disclosure requirements.

• Prepare weekly, monthly, and quarterly performance reports.

• Utilize data and market intelligence tools to identify trends, competitive activities, and opportunities.

• Present regional business reviews and resource allocation recommendations to VP-level leadership.

⛳️ Requirements

• Preferred Bachelor's degree in Business, Finance, Marketing, Communications, or a related field.

• Consideration will be given to an equivalent combination of education and relevant professional experience.

• An advanced degree (MBA or equivalent) or executive-level professional development is advantageous.

• Over 6 years of insurance sales experience, particularly in life, supplemental life, or worksite benefits.

• At least 3 years in a role as a regional director, territory manager, or similar field leadership position managing a distributed team.

• Proven track record of building high-performing regional distribution networks from initial market entry to sustained revenue growth.

• Experience in developing sales talent, creating leadership pipelines, and enhancing team performance through coaching and accountability.

• Experience managing multi-state operations, strategic planning over multiple years, and substantial revenue responsibility; $5M+ regional NAP preferred.

• Strong executive communication and stakeholder influence abilities; proficient in presenting to C-suite and senior leadership audiences.

• Advanced data-driven decision-making skills; skilled in using market analytics for territory planning and resource allocation.

• Active Life & Health Insurance Producer license required upon hire.

• Ability to obtain non-resident licenses across the entire assigned regional area within 90 days.

• Capability to work in a field-based environment with considerable regional travel, potentially exceeding 50–70% of work time.

• Occasional visits to Globe Life's home office in McKinney, Texas.

• Valid driver's license, insurable driving record, and reliable personal transportation are necessary.

• Dedicated and professional home office setup suitable for video conferencing and administrative tasks.

• Reliable and consistent attendance for the assigned shift.

• Capability to work full time and/or part time as per position specifications.

🏝️ Benefits

• Competitive compensation designed to recognize your expertise and contributions.

• Comprehensive health, dental, and vision insurance plans.

• Robust life insurance benefits.

• Retirement plans, including a company-matched 401k and pension plan.

• Paid holidays and time off.

• Parental leave.

• Subsidized all-in-one subscriptions for fitness, mindfulness, nutrition, and sleep support.

• Company-paid counseling services for mental health, stress management, and work-life balance.

• Eligibility for continued education reimbursement.

• Company-funded FLMI and ICA courses.

• Discounted tickets for Texas Rangers games.