SVP, Head of Sales Regional Business

　　General Information

　　City/Cities

　　New York

　　State(s)

　　New York

　　Country

　　United States

　　Working Schedule

　　Full-Time

　　Work Arrangement

　　Hybrid

　　Travel Required

　　50%

　　Relocation Assistance Available

　　Yes

　　Posted Date

　　23-Jan-2024

　　Job ID

　　1367

　　Description and Requirements

　　SVP, Head of Sales Regional Business

　　Job Location: New York, NY

　　Setting: Hybrid

　　Reports to: SVP, Head of Regional Business

　　Travel: 50%

　　MetLife, through its subsidiaries and affiliates, is one of the world’s leading financial services companies, providing insurance, annuities, employee benefits and asset management to individual and institutional customers. We’re united by our purpose to help our customers and each other create a confident future; we’re guided by empathy; and we’re inspired by each other to make a difference in the lives of our coworkers, customers, communities, and the world at large. At MetLife, it’s #AllTogetherPossible. Join us!

　　The Team You Will Join :

　　The Group Benefits organization is responsible for the strategic direction, growth and management of MetLife's industry-leading U.S. employee benefits business. Our sales force works directly with customers or through brokers, exchanges, and other third parties to distribute our comprehensive range of solutions, second to none in terms of breadth.

　　With approximately 4,200 associates delivering value to 50,000 U.S. customers and more than 40 million U.S. employees, Group Benefits serves as a key growth engine for MetLife. Strategically aligned to three foundational pillars - Focus, Simplify, and Differentiate, Group Benefits is committed to helping employers unlock the greatest value from their benefit programs, brokers build long-term relationships with their clients, and employees achieve financial wellness.

　　Group Benefits is organized into two primary markets to best serve different customer needs within each segment: National Accounts (over 5000 lives), and Regional Business (2-4999 lives, PEOs and Associations). Market leadership is responsible for defining and executing strategic priorities for segment strategy, sales, distribution, underwriting and account management to accelerate responsible and sustainable growth.

　　Regional Business:

　　MetLife’s Regional Business segment provides global benefits sales and solutions to both Small and Regional U.S.- based employers, encompassing the full under 5,000 employee market as well as PEOs and Associations.

　　We serve more than 48,000 U.S. customers, generating approximately $1.3B in annual sales and more than $6B in revenue. Within a $80 billion market that typically grows 3-4%, MetLife’s business has historically grown more than 2x the market. Supported by new and expanded employee benefits products and capabilities, we are positioned to continue to outpace the market with heightened focus on developing and driving the execution of profitable sales strategies, enhancing relationships with our brokers, and continuing to drive initiatives that will help us to reach our Regional Business aspirations. Regional business is seen as a growth engine within MetLife and represents a critical part of our overall growth strategy.

　　The Role:

　　Reporting directly to the Head of Regional Business , the Senior Vice President, Head of RegionalBusiness Sales, is responsible for accelerating profitable growth (e.g., sales, revenue, earnings, and market share) and managing underlying business drivers (e.g. quotes, closing ratio, products per customer, persistency, unit cost, etc.) for U.S. companies with up to 5000 employees nationwide including PEOs and Associations. You will lead a high-performing team of Regional Vice Presidents, a National Voluntary Sales Director, and 240 sales professionals across six geographic regions. You will set a clear vision and strategy to grow the employee benefits marketplace in the segment. You will partner with our Distribution Development organization to strengthen relationships with distribution partners and third-party entities across the country. In addition to accountability for sales across both markets, this leader will also be accountable for premium and fees, persistency, and operating earnings within the segment.

　　As the SVP, Head of Regional Business Sales, you will identify industry trends, capitalize on MetLife’s expansive portfolio of solutions, cultivate and strengthen relationships with brokers, consultants, PEOs, and general agents to accelerate growth. You must be both strategic and analytical, applying a data driven approach to both broker and customer stewardship. Collaborating effectively with underwriting, product, channel development, National Accounts, operations, finance, and other internal constituents to optimize broker and customer experience will be crucial to success.

　　How You’ll Help Us Build a Confident Future (Key Responsibilities):

　　Drive profitable sales growth.

　　Lead and support the strategy and vision to accelerate profitable growth.

　　Drive focus to execute to support new business, renewing existing business and re-enrollment of existing for existing customers with voluntary products.

　　Identify and ensure focus on driving value levering data and analytics to ensure we are growing with the appropriate mix of products and services.

　　Take a GM leadership approach to managing the 24 sales offices (6 regions)

　　Lead dedicated business reviews with to senior leadership in Group Benefits

　　Manage annual sales while maintaining persistency in line with plan expectations.

　　Provides strategic relationship management with top brokerage firms and customers.

　　Develop and lead sales talent.

　　Lead a high-performing national team of sales professionals to set and exceed industry-beating growth targets.

　　Lead by example to reinforce an inclusive culture that motivates and inspires the sales leaders and sales professionals on the team to effectively collaborate across the business functions to drive outcomes.

　　Develop a talent strategy that allows us to attract and retain top industry talent through robust onboarding, training, and personal development.

　　Segment the market and sales resources to ensure talent is appropriately aligned to market opportunity to increase sales productivity and effectiveness across multiple channels and 25+ products and solutions.

　　Strategic Focus

　　Support the development of local market business plans aligned the unique needs of brokers and customers in the 24 markets (6 regions) we serve across the country.

　　Design simplified solutions to complex challenges, provide customer & broker value.

　　In partnership with the Head of Regional Business, develop top down and bottoms up sales plans aligned to key business objectives.

　　Set strategic focus on developing new distribution channels/approaches and innovation.

　　Identify industry trends, understand the competitive landscape and recommend products/ solutions to address customers’ current and future needs by translating insights into strategy that positively impacts top and bottom line.

　　Lead as an active, respected voice and presence in the external market; represent MetLife as a visible, influential thought-leader at industry events and in high-level client meetings.

　　Partner to maximize relevant existing and emergent technology platforms and tools to improve business and distribution dynamics and differentiate MetLife.

　　Partner internally and externally

　　Manage and influence external decision makers and internal stakeholders across the MetLife enterprise, e.g., Customer Service, Operations, National Accounts, Marketing, Strategy, Finance, and Product

　　Prioritize and grow strong partnerships with brokers and other third parties serving target customers at the global, national, regional, and local levels.

　　Collaborate and partner with peers in the Regional Business organization, including underwriting, strategy, distribution development and sales enablement.

　　Key Relationships:

　　Reports to: SVP, Head of Regional Business

　　Direct reports/team: 6 Regional Vice Presidents, National Voluntary Sales Director, team of 250

　　Key Stakeholders: Group Benefits Market and Product Leaders, Regional Markets CFO, Regional Markets Underwriting, Service, Proposals, Sales Enablement, Legal, Global Technology & Operations, Brokers And other third-party entities.

　　Salary Range:

　　The wage range for applicants for this position is $200,000 to $240,000. This role is also eligible for annual short-term incentive compensation and stock-based long-term incentives. MetLife offers a comprehensive benefits program, including healthcare benefits, life insurance, retirement benefits, parental leave, legal plan services and paid time off. All incentives and benefits are subject to the applicable plan terms.

　　What You Need to Succeed (Required Qualifications):

　　Proven business leader with 15+ years’ experience in Employee Benefits or related industry sector with a focus on sales leadership/management, customer acquisition, marketing, and distribution.

　　Proven track record building and growing businesses with top and bottom-line accountability.

　　Broad managerial and sales leadership experience in a large-scale, fast-paced, complex business environment; proven ability to create followership.

　　Strong business and financial acumen; budget management, underwriting, and financial performance analysis.

　　Proven ability to act strategically, make decisions, and build partnerships; understands the economics of the evolving employee benefits ecosystem and the key drivers of growth and profitability.

　　Strong relationship management capabilities in support of Customers and Brokers/ Consultants.

　　Broad understanding of the Employee Benefit landscape in the lower & upper ends of the market.

　　Presence with external network as industry expert and thought leader.

　　Ability and enthusiasm to embrace complexity, client solutions orientation.

　　Strong skills and solid background in leading change in an evolving environment.

　　Proven ability to use data to drive decisions and competitive insights.

　　Ability to influence and work collaboratively within a matrixed organization across all levels.

　　Broad and deep knowledge of relevant products, competitive trends, and regulatory environment for regional and small market segments.

　　BA degree and Series 6, 63 & 26 licenses.

　　Benefits We Offer:

　　Our U.S. benefit programs are geared toward health and wellness, financial protection, and retirement savings. In addition to comprehensive health coverage including medical/prescription drug, dental, vision, and no-cost short- and long-term disability benefits also include:

　　Retirement plan (cash balance pension) with a minimum monthly contribution regardless of an employee’s pay and 401(k) with employer matching.

　　Company-paid life insurance and legal services, and discounts on voluntary insurance products including auto and home, pet, critical illness, hospital indemnity, and accident insurance.

　　Employee Assistance Program (EAP) and digital mental health programs

　　Expert support for medical second opinions, cancer care navigation, diabetes and hypertension, weight loss/fitness, joint and spine health, caregiving, and more.

　　Generous paid time off, including a floating cultural heritage day.

　　Paid volunteer time off and charitable contribution match.

　　Tuition assistance.

　　Family benefits including paid parental leave, adoption and surrogacy assistance, child and eldercare support, college advising program.

　　Equal Employment Opportunity/Disability/Veterans

　　If you need an accommodation due to a disability, please email us at [email protected]. This information will be held in confidence and used only to determine an appropriate accommodation for the application process.

　　MetLife maintains a drug-free workplace.

　　Equal Employment Opportunity/Disability/Veterans

　　If you need an accommodation due to a disability, please email us at [email protected]. This information will be held in confidence and used only to determine an appropriate accommodation for the application process.

　　MetLife maintains a drug-free workplace.