Regional Vice President, Sales (Mid-Atlantic Territory)

Protective Life Insurance Company, Birmingham, AL, United States

Salary max: $72.00

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).

Targeted compensation for this position is $150,000. Actual salaries may vary depending on factors, including but not limited to, job location, skills, and experience. The range listed is just one component of the total compensation package for employees.

This position also includes compensation as a part of a sales incentive plan (SIP).

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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.

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