Regional Sales Director – Employee Benefits | South Central and West Regions (2 roles)
Client Overview
Our client is one of the largest and most respected insurance brokerages in the United States, recognized for its entrepreneurial culture, decentralized operating model, and long history of sustained organic growth and strategic acquisitions. Through a combination of local decision-making and national resources, the firm provides clients with industry-leading Employee Benefits, Property & Casualty, Personal Insurance, and Specialty Risk solutions while empowering leaders to build high-performing businesses within their markets.
As a publicly traded organization with a strong acquisition strategy and consistent financial performance, our client offers executives the opportunity to participate in long-term value creation through equity ownership while leading one of the industry’s premier sales organizations.
Position Summary
Our client is seeking an accomplished Employee Benefits sales director in both the South Central & West Region’s to manage growth strategy, overseeing more than $120 million in annual Employee Benefits revenue and a team of 50+ Employee Benefits Producers across multiple markets.
These executive leadership roles are responsible for driving sustainable organic growth through disciplined sales management, producer development, recruitment of elite talent, strategic carrier partnerships, acquisition integration, and collaboration with regional and national leadership. The Regional Sales Director will establish a high-performance sales culture focused on accountability, measurable outcomes, and long-term client retention while serving as a key member of the regional leadership team.
Key Responsibilities:
Organic Growth & Regional Strategy
- Establish and execute a comprehensive plan for sustainable organic growth focused on financial performance, new business production, client retention, and talent development.
- Develop regional sales strategies aligned with national Employee Benefits practice (1.3B) and overall regional objectives.
- Identify opportunities to expand market share through new business development, cross-selling initiatives, strategic partnerships, and acquisition opportunities.
- Drive accountability for achieving budgeted revenue growth, profitability objectives, and operating margins.
Sales Leadership & Performance Management
- Lead, coach, mentor, and motivate a team of 50+ Employee Benefits Producers with an unwavering commitment to revenue growth and client success.
- Establish annual, quarterly, and monthly sales goals while implementing KPI dashboards and pipeline management processes to monitor performance.
- Analyze sales metrics, forecasting accuracy, and business results on an ongoing basis, implementing corrective strategies where necessary.
- Support producers through prospect strategy sessions, client meetings, proposal development, and closing opportunities to improve overall conversion rates.
Recruiting, Talent Development & Training
- Partner with regional and national leadership to evaluate recruiting needs and execute strategies to attract and retain top Employee Benefits talent.
- Maintain an active pipeline of prospective producer candidates in partnership with the Talent Acquisition team.
- Evaluate producer proficiency across sales methodology, insurance expertise, carrier solutions, technology utilization, and client’s capabilities.
- Design and implement learning programs for both new and experienced producers utilizing measurable performance goals and consistent coaching.
- Foster a culture of accountability, collaboration, mentorship, and continuous professional development.
Carrier & Market Relations
- Build and maintain executive relationships with carrier partners to optimize products, services, underwriting relationships, and market access.
- Leverage carrier relationships to enhance client outcomes and improve competitive positioning.
Acquisition & Integration Leadership
- Participate in acquisition due diligence and strategic review of Employee Benefits opportunities within the region.
- Identify opportunities to maximize organic growth through acquisition integration and resource alignment.
Leadership & Collaboration
- Develop and lead regular regional sales meetings focused on strategy, accountability, best practices, and producer motivation.
- Build strong relationships across national, regional, and local leadership teams to drive consistency and collaboration.
- Promote knowledge sharing, teamwork, innovation, and a culture committed to exceeding internal and external performance expectations.
- Support compliance initiatives to ensure adherence to company procedures, carrier requirements, licensing standards, and regulatory obligations.
- Remain current on industry trends, legislation, technology advancements, and emerging Employee Benefits solutions through continuous professional education.
Ideal Candidate:
- Executive-level Employee Benefits sales leadership experience within a national or regional brokerage.
- Demonstrated success leading large producer organizations and driving sustainable organic growth.
- Experience managing business units exceeding $100 million in annual revenue.
- Proven expertise in sales strategy, pipeline management, KPI development, recruiting, coaching, and producer performance management.
- Strong relationships with national insurance carriers and consulting partners.
- Experience participating in acquisition due diligence and integration initiatives preferred.
- Exceptional leadership, communication, and organizational skills with a passion for developing people and building winning sales cultures.
Compensation:
- Executive compensation package beginning at $300,000+ annually
- Significant annual performance bonus tied to regional growth and profitability
- Long-term incentive opportunity through stock ownership
- Executive benefits package including retirement, healthcare, and leadership development resources
Why This Opportunity:
This is a rare opportunity for EB leaders in both regions, within one of the nation’s premier insurance brokerages. The Regional Sales Director roles will have direct influence over more than $120 million in revenue (each region), oversee a high-performing team of producers, shape regional growth strategy, participate in acquisitions, and partner with executive leadership to drive long-term enterprise value. Coupled with executive-level compensation, performance incentives, and equity participation, this role offers exceptional earning potential, career advancement, and the opportunity to build lasting wealth while leading one of the industry’s most dynamic growth platforms.
For Additional information contact:
Dan Rogan
President
The Rogan Group, Inc.
Risk & Insurance Management Recruiting
714-225-2244