National Sales Director

Job Posting End Date: December 05

When you join the team at Unum, you become part of an organization committed to helping you thrive.

Here, we work to provide the employee benefits and service solutions that enable employees at our client companies to thrive throughout life’s moments. And this starts with ensuring that every one of our team members enjoys opportunities to succeed both professionally and personally. To enable this, we provide:

• Award-winning culture

• Inclusion and diversity as a priority

• Competitive benefits package that includes: Health, Vision, Dental, Short & Long-Term Disability

• Generous PTO (including paid time to volunteer!)

• Up to 9.5% 401(k) employer contribution

• Mental health support

• Career advancement opportunities

• Student loan repayment options

• Tuition reimbursement

• Flexible work environments

• All the benefits listed above are subject to the terms of their individual Plans.

And that’s just the beginning…

With 10,000 employees helping more than 39 million people worldwide, every role at Unum is meaningful and impacts the lives of our customers. Whether you’re directly supporting a growing family, or developing online tools to help navigate a difficult loss, customers are counting on the combined talents of our entire team. Help us help others, and join Team Unum today!

General Summary:

The Unum National Sales Director is responsible for stewardship of key National Partner relationships contributing to large case sales goals, through building relationships with consultants at National Partner practices. The National Sales Director will operate in the 5,000+ life space with assigned National Partner and they are responsible for achieving profitable revenue growth.

The National Sales Director will serve as an extension of the Partner team as Unum’s key strategic representative, in partnership with the NMO team, educating and strategizing with Partners to sell our products and services to their clients with particular focus on selling the full portfolio, where new and inforce customer needs align with Unum capabilities. While their specific focus is on 5,000+ customers, the National Sales Director is expected to utilize their deep knowledge of Partner strategy and customer base to help fellow field colleagues drive growth across all products <5,000 segment.

Existing field-based employees are eligible to apply.

This will be a leveraged comp role.

Principal Duties and Responsibilities

Key characteristics and expectations of leaders in this senior distribution position include:

• Relationship driven – Prioritizes cultivation of distribution partner relationships that drive mutual business growth, serving as an extension of the Partner team as the key strategic Unum contact; capacity will be 25% local/75% Practice
• Opportunity oriented – Exhibits the mindset/motivation of continually hunting for bundled sales where customer needs align with Unum capabilities, always looking ahead to anticipate new and inforce profitable growth opportunities
• Connector – Ability to collaborate with and leverage acumen of internal partners to achieve results together for the Partner/client
• Change champion – Embracer of transformation and developer of external partner followership for the change, including ability to help drive internal and external adoption of new tools
• Thought leadership– Ability to proactively translate industry trends and Partner strategic goals into meaningful Unum growth opportunities; develops expertise within Unum and with Partners by facilitating regular partnership discussions
• Financial and risk acumen – Understands macro considerations for achieving effective ROI, and can apply the lens to case level decision-making process with distribution and internal partners

Responsibilities include:

• Build, maintain and enhance strong National Partner relationships through superior relationship cultivation, breadth of product and services knowledge, territory management practices, and excellent customer service.
• Achieve National sales goal/ individual sales goals through assigned Distribution Partner, 5,000 lives and above, via effective strategic sales consultation, negotiations and positioning of Unum offerings within profit and product design guidelines.
• Execute on the annual renewal strategy, working directly with our National Partners to achieve our renewal goals.
• In close collaboration with Unum partners in local office(s), including Specialists where the situation applies, manage the inforce block of business to build bundled sales opportunities as lead point with the Partner
• Operating within reliable business acquisition and retention processes, effectively utilize technology, financial analysis practices, marketing tools, and the support infrastructure, including full knowledge of the enrollment process to generate successful product and service solutions for our customers.
• Facilitate thought leadership discussions with assigned National Partner and collaborate internally, with Specialists and Core Sales Reps below 5,000 lives.
• Effectively understand and collaborate with Field and Home Office partners in the acquisition and retention of business, including collaborating closely with field partners to foster growth with assigned National Partner across all products and segments
• Partner with assigned Underwriting team to grow National Accounts business with assigned National Partner.
• Build strong field sales/service team partnership across all field office(s) for the National Partner assignment. Energize all colleagues supporting the Partner by engaging them in the broader purpose and mission of their work including Partner priorities.
• Model and encourage high standards of performance.

Job Specifications

• Bachelors degree required
• Minimum 10 years of market experience in group and/or voluntary insurance with deep understanding of industry and distribution model
• Licensed to solicit insurance in the states within assigned territory (use Field Comp Policy & Practice document for specific details on licensing requirements)
• Able to articulate Unum’s value proposition as it relates to employee benefits, exhibits a thorough, deep understanding of Unum’s products and services including our bundled offering value story
• Proven agility, can operate strategically in a manner that supports serving as an extension of the National Partner team
• Ability to demonstrate a leadership presence with internal and external partners with strong ability to create relationships and be a team player
• Superior interpersonal, communication and presentation skills
• Ability to quickly analyze, adapt, incorporate and apply new information and concepts
• Strength in applying accurate logic and common sense in making decisions
• Ability to excel in a highly charged, fast paced environment, handling multiple, often competing priorities
• Excellent time management, organization and project management abilities
• Ability to aggregate a variety of statistical data and draw accurate conclusions
• Demonstrate a willingness to experiment with new ideas, within acceptable boundaries
• Full understanding of underwriting and risk concepts.
• Demonstrate a "can-do" spirit, a sense of optimism, ownership and commitment
• Ability to travel nationally
• Preference for certification as LG Case GR, LG case VB or successful completion of the Management Development Program
• Prior qualification for Sales Conference
• Consistent production in all products consistent with goal attainment across multiple years
• Demonstrated leadership, internally and externally

#LI-JQ1

~IN1

Unum and Colonial Life are part of Unum Group, a Fortune 500 company and leading provider of employee benefits to companies worldwide. Headquartered in Chattanooga, TN, with international offices in Ireland, Poland and the UK, Unum also has significant operations in Portland, ME, and Baton Rouge, LA - plus over 35 US field offices. Colonial Life is headquartered in Columbia, SC, with over 40 field offices nationwide.

Fully and partially leveraged roles are paid pursuant to a uniformly applied sales compensation plan. For partially leveraged roles, a starting salary or salary range will be listed in the above job description. If salary information is not listed in the job description above, compensation is based solely on commissions.

Additionally, Unum offers a portfolio of benefits and rewards that are competitive and comprehensive including healthcare benefits (health, vision, dental), insurance benefits (short & long-term disability), paid time off, and a 401(k) retirement plan with an employer match up to 5% and an additional 4.5% contribution whether you contribute to the plan or not. All benefits are subject to the terms and conditions of individual Plans.

Company:

Unum