Regional Vice-President, Group Sales

Regional Vice President, Group Sales

Location: Hybrid, Toronto - York Mills

Empire Life is looking to hire a Regional Vice President, Group Sales to join our Group Distribution team!

The Regional Vice President, Group Sales & Service drives profitable net sales within a defined territory by establishing, developing and nurturing solid, long-term relationships to the mutual benefit of the Distribution Partners and Empire Life. The incumbent is guided by defined goals and objectives and works under the broad supervision of the Vice President, Distribution.

Why pursue this opportunity

Join a transforming business - we are a medium-sized Canadian company in a stable industry which is rapidly transforming.

Play an integral role - this is an opportunity that allows for you to grow your skills, while directly contributing to the business unit you are a part of.

Diversity, equity, and inclusion - we are committed to creating a diverse, equitable, and inclusive workplace and welcome candidates who share this commitment.

What you’ll be working on

• Build and enhance long-term relationships with select high performing Distribution Partners and uncovers mutually beneficial business opportunities that drive sales and persistency

• Drive net sales to ensure profitable growth through the development of new business and renewal of the inforce block of business in the defined territory

• Acts as a key contributor by demonstrating an in-depth knowledge of strategic and activity based account management principles and extensive experience in the group insurance market to drive the annual business planning process

• Establish sales targets, in collaboration with the Vice President; drive sales, persistency and profit to achieve defined sales targets

• Proactively develop and enhance long-term relationships with Distribution Partners, who have demonstrated significant production and potential for future growth; conduct regular meetings, using a consultative sales approach to uncover needs and mutually beneficial business opportunities, promote features and benefits of relevant group insurance products, and utilize defined tools and processes to identify mutually beneficial business opportunities that drive sales, profit and persistency

• Monitor sales results and activity and address opportunities accordingly; engage in the development of new markets and expansion of existing ones

• Participate in strategic objective setting and annual capacity planning exercises with Senior Management

• Collaborate and support members of the sales team on regular territory planning sessions

• Promote cross-channel sales opportunities by fostering a strong referral culture

• Implements strategic and activity based account management

• Collaborate with peers and Senior Management to define and evolve strategic account management principles

• As a member of the sales management team collaborate on the development of a sales vision to maximize sales and persistency and strategic direction

• Monitor adherence to compliance and risk management guidelines

• Contribute to the evaluation of new Distribution Partner firms

• Solicit market intelligence from sales team members and distribution partners and collaborate with Senior Management to identify meaningful data for marketing strategy and product development

• Identify and report potential compliance risk issues that may become apparent through regular contact with Distribution Partners

• Attend industry events, represent and promote the Empire Life brand and uphold the brand within the community at large

• Build and maintain exceptional knowledge and understanding of current market trends and competitive landscape, competitor product lines, and Empire Life’s defined sales process and practices for group insurance

• Manage personal growth and development by leveraging strengths and identifying and acting on development opportunities

What we’re looking for you to have

• 10+ years face-to-face sales experience with 5+ years in the group insurance industry

• 5+ years sales management, coaching and leadership experience

• Solid understanding of strategic account management principles

• Extensive knowledge and understanding of group insurance industry and insurance related products, and distribution channels

• Good understanding of regulatory and compliance issues

• Established network in the financial services industry, specifically in the group insurance, MGA and TPA channels

• LLQP and one of the following beneficial : GBA or CEBS

• Undergraduate degree with a business major or equivalent experience

• Proven ability to lead through change

• Proven people leader and developer of talent

• Excellent communication and presentation skills

• Exceptional relationship building skills

• Excellent organization, prioritization and time management skills

• Exceptional business planning and management skills

• In-depth knowledge of underwriting principles, technical pricing capabilities and group insurance product and policy provisions

• Knowledge of word processing, spreadsheet, CRM, email, internet and database software

• Knowledge of the group insurance products and sales activities of competitors

• Knowledge of employment legislation as it relates to employee benefits

• If you are applying for a position which is open to applicants across Canada, unless otherwise indicated in the position, language proficiency in English is required for communicating with customers, advisors, or employees across Canada.

Beyond the salary

For regular full-time positions, Empire Life offers a comprehensive total rewards package that includes:

• Competitive salaries with annual pay increases

• Annual bonus program, which recognizes both strong company performance and individual contributions, for non sales positions

• Competitive uncapped commission, for sales positions

• A comprehensive employer-funded benefits package starting from day one of employment, that includes life insurance, disability, health and dental and a generous health account

• Flexible work arrangements and an annual allotment of personal health days.

• Four weeks annual vacation from hire date

• A defined contribution pension plan with generous employer matching

• Top up programs for parental leave and compassionate leave

• Employer-sponsored wellness and recognition programs

• A cash employee referral program