Regional Sales Director, Captives

Who We Are

Crumdale Specialty is a diversified insurance firm providing custom, self-funded healthcare solutions to a limited distribution network of brokers, consultants, and agents nationwide. Ranked on the Inc. 5000 Fastest Growing Companies and Best Workplaces, we leverage industry expertise, superior talent, data analytics, and a disruptive mindset to manufacture, underwrite, and administer agile, transparent, and cost-saving solutions. We optimize the fragmented health benefits supply chain to reduce health benefit costs and create better outcomes for employers and employees.

At Crumdale,people come first. We strive to make a positive impact on the people we serve. We believe this starts with the passion and purpose of our team. Our company culture is rooted inalignment, innovation, and integrity.

About the Role

Reporting to the SVP of Sales, the Regional Sales Director (RSD), Captives will be responsible for generating new Captive business revenue and growing a profitable book of business. The RSD, Captives, will be the go-to salesperson in their territory for our Captives. You'll identify preferred broker partners by leveraging your existing broker network, prospect for new relationships, and partner with other RSD's to gain access to their current network of preferred broker partners. The focus for this role will be small to mid-sized employers (generally 25-500 enrolled employees).

Successful RSD's collaborate across departments to secure new partnerships and win deals. Our teams are strategically aligned to foster mutual support and collaboration, allowing our employees to meet and exceed their goals. On a daily basis, Regional Sales Directors partner closely with Business Development Reps, Underwriting & Pricing Consultants, and Account Managers to win and retain business. Working specifically as a Captive RSD, your expertise in Captives will also be instrumental for the creation and execution of Captive related sales initiatives.

Key Responsibilities

• Identify, educate, and develop strong broker partners through Crumdale's sales process, by positioning yourself as a true-value partner and expert in your field
• Become a master in Crumdale's cost containment programs and solutions - develop a sound understanding of what they are and how they make an impact for both our broker partners & employers
• Work with your SVP to create a regional sales plan that will lead to goal achievement(hint - see activity expectations below)
• Capitalize on your expertise in selling across the full sales lifecycle, from lead generation to closing
• Communicate effectively across the sales team, leveraging internal relationships for collaborative team-selling
• Build trust and alignment across the organization (you won't be successful without it!)
• Travel required as needed to adequately maintain relationships

How Will You Measure Success? Minimum Activity Expectations:

• 1st month: 1 week at our home office location in PA for formal training
• Maintain 5-10 national broker relationships selling Crumdale's captive solution
• 100 calls and 150 emails per month minimum
• Average 5 broker meetings per week
• Average 10 quotes per week
• Maintain pipeline equivalent to 5x for annual stop loss sales goal
• Clean and accurate data in Salesforce and Outreach.io
• Quarterly meeting with Executive team to review scorecards and progress to discuss activities, quotes, revenue, pipeline, etc.

Requirements

Essential Qualifications & Skills

• Hunter mentality (please, no "lone wolfs")
• Established broker / consultant partnerships in your territory
• At least three (3) years of experience in employer group stop loss captive sales
• Five (5) years' experience in the self-insured market
• Sound understanding of the health insurance marketplace and the different types of funding arrangements
• Skills & Abilities: Negotiating, written & oral communication, the ability to say no, professional presence, prospecting, relationship development & management, resourcefulness, be coachable, team-player
• Bachelor's degree preferred, or equivalent military service or work experience

Benefits

At Crumdale, we strive to provide a comprehensive and supportive benefits package to ensure the well-being of our employees. Our benefits include:

• Medical
• Telemedicine
• Dental
• Vision
• Life, AD&D, Disability
• 401(k)
• Flexible Time-off