Regional Vice President

Are you looking for unlimited opportunities to develop and succeed? With work that challenges and makes a difference, within a flexible and supportive environment, we can help our customers achieve their dreams and aspirations.

Job Description

Are you looking for unlimited opportunities to develop and succeed? With work that challenges and makes a difference and a flexible and supportive environment, we can help our customers achieve their dreams and aspirations.

Role Purpose

The John Hancock Insurance (JHI) Regional Vice President (RVP) is responsible for sales of John Hancock life insurance products within a defined territory. The RVP should meet or exceed the premium and growth targets by establishing new relationships, exhibiting customer centricity, and strengthening existing relationships. This position will be responsible for a territory encompassing CT, OH, and Upstate NY, so you must reside in any one of these three states.

Major Accomplishments and Representative Key Actions Associated with Role

• Strategic relationships with distribution partners, including but not limited to: Brokerage General Agents, banks, wirehouses, broker-dealers, and the JHI team.
  • Identify and prioritize key distributors, based on insight from distribution partners, National Accounts team, Sales Support and JHI data.
  • Gain insight into the business model and primary sales channels for key partners in order to understand how to appropriately support clients and allocate resources.
  • Identify and qualify new and existing production sources whose values and customer focus parallels those of JHI.
  • Support distributor business growth by weaving JHI’s story into their messaging and integrating relevant JHI products and services to provide competitive advantage.
  • Provide industry insights, competitive intelligence, and internal observations on the distributor’s business that advances the distributor’s priorities and sales opportunities.
  • Actively shares best practices with RVP colleagues and internal sales team and management.
• Exhibits an entrepreneurial business strategy and sets an annual business and territorial plan that supports premium targets.
  • Establishes a business strategy with Sales Support, National Accounts team, and extended JHI team that is based on unique characteristics of the territory and is in alignment with National Accounts strategy:
    • Segment distributors according to their size of book, growth orientation, goals, and composition of their portfolio.
    • Identify innovative approaches to help current distributors grow their books of business.
    • Develop an ongoing pipeline of potential new distributors.
  • Formally define performance goals for the following:
    • Total production by source.
    • Planned sales activities within the market.
    • Growth in the volume and quality of business generated.
  • Ensures that spending is kept within allocated expense budget.
  • Meets with targeted distributors to uncover needs, advance opportunities, provide solutions, and define next steps for life insurance plan sales, and to clarify the role JHI can play in achieving their goals.
  • Leverage National Accounts and partners to find additional opportunities.
  • Refresh annual territory plan quarterly.
  • Develop recovery plans in response to situations where improvements are needed to achieve goals.
• A clear focus on top distributors that accelerates their premium growth while maintaining or enhancing JHI’s market share within the distributor’s portfolio.
  • Identify top 100 distributors by relationship based on analysis of current production and upside potential.
  • Establish a strategic plan to move new distributors into the top tier each year.
  • Collaborate with high potential production sources to solicit and advance opportunities.
  • Leverage the JHI Partnership team and use analytics to elevate the distributor’s experience and engagement with the JHI.
  • Gain intelligence on the top distributor’s unique needs and provide insights to the Partnership team and JHI leadership.
• Sales generation that meets or exceeds target metrics.
  • Solicit opportunities from on-going interactions with business partners.
  • Obtain competitive intelligence and identify competitive differentiators.
  • Respond to unqualified and qualified opportunities, evaluating sales-specific data and competitive intelligence, to form ‘win strategy’.
    • Use ‘storytelling’ skills as a strategic business tool in order to relate to business partners.
    • Working knowledge of competitor advantage and disadvantage as it relates to JHI products and services.
    • Fluency in JHI value proposition, competitive advantages, and market differentiators.
  • Conduct meetings and deliver presentations within local markets which serve to educate production sources, employees, and customers regarding JHI’s vision, mission, values, products, and services.
  • Use consultative selling approach with distributors and other key stakeholders.
  • Create customized, innovative plans to differentiate JHI’s value proposition, while optimizing plan participant’s goals and distributor revenue.
  • Leverage internal Sales Training and Development to design presentations and collateral.
  • Report sales activity results accurately and in a timely fashion using Salesforce.
  • Submits field intelligence and sales ideas on a weekly basis to be shared with the entire sales team.
• Territory adherence to JHI’s Market Conduct and Compliance policies and procedures.
  • Communicate the Code of Conduct to distributors within the region as needed.
  • Take appropriate measures to ensure field support staff and distributors are following the policies throughout the sales process.
  • Ensure distributors meet selection criteria prior to contracting and sale of JHI products.
  • Understands and adheres to the Company’s Market Conduct and Compliance policies and procedures.
  • Carries out FINRA, state and Company mandated responsibilities as required by John Hancock Compliance and all applicable regulatory agencies.
  • Attend all sales meetings and conference calls as required by sales management.
• High performing team that provides exceptional support to distribution partners.
  • Establish a highly engaged and competent team that maximizes RVP and team performance and efficiency.
  • Create an environment of mutual trust and respect where feedback is freely shared, received, and acted upon.
  • Participate in regular (weekly) meetings with Sales Support and National Accounts team to ensure everyone is aligned on strategy and clear on accountabilities.
  • Encourage and acknowledge team accomplishments.
  • Coordinate activities of team in responding to qualified and unqualified opportunities, preparing for presentations, and advancing opportunities.
  • Capture and share best practices from within team and across JHI.
  • Leverage internal relationships and capabilities to optimize support and grow sales.

Experience

• Bachelor’s degree or higher
• Minimum five (5) years of internal or external life insurance wholesaling experience at the carrier level, broker dealer or wire house. Successful point of sale experience is highly desirable.
• Life, Health & Variable Annuities Licenses, FINRA Series 6 or 7 and state life and health licenses required.
• CLU, ChFC, and/or CFP designations highly desired.
• Extensive understanding and knowledge of the insurance industry (products/services, related sales concepts, case design, competitive landscape, distribution channels and trends).
• Ability to use data/analytics plus creativity to turn challenging insurance needs into business opportunities.
• Track record of and passion for coaching and leading a passionate, energetic, dedicated sales team throughout the sales process – meeting and/or exceeding corporate and department objectives.
• Exceptional verbal, presentation and written communication skills.
• Superior sales and relationship building skills.
• Sound technical literacy to include basic understanding of illustration software, Word, Excel, and Power Point. Experience with Salesforce is a plus.

Knowledge & Skills

• Ability to develop relationships with key personnel at Firms.
• Good understanding of competition and unique trends in the region, including the cultural environment in the firms.
• Ability to anticipate trends and present solutions that consistently meet or exceed market needs and expectations.
• Ability to develop effective and professional working relationships with other JH Life Distribution Personnel.
• Ability to lead a sales team to achieve and/or exceed extraordinary business results.
• Ability to effectively communicate, build rapport and relate well to a diverse group of people.
• Strong sales production knowledge.
• Ability to adapt and react to situations with decisiveness, quick response, and fast action.
• Ability to prioritize and rapidly shift between tasks.
• Driven by practical results, opportunities to help others with intentionality, and motivated to do what it takes with little need for individual recognition.
• Ongoing eagerness to learn and acquire knowledge.
• Exhibits assertiveness and a “will to win” in dealing with highly competitive situations.

We offer a competitive compensation package that includes a base salary, excellent corporate benefit package and a competitive incentive compensation plan.

If you are ready to unleash your potential, it’s time to start your career with Manulife/John Hancock.

About Manulife

Manulife Financial Corporation is a leading international financial services group that helps people make their decisions easier and lives better. We operate primarily as John Hancock in the United States and Manulife elsewhere. We provide financial advice, insurance, as well as wealth and asset management solutions for individuals, groups and institutions. At the end of 2018, we had more than 34,000 employees, over 82,000 agents, and thousands of distribution partners, serving almost 28 million customers. As of June 30, 2019, we had over $1.1 trillion (US$877 billion) in assets under management and administration, and in the previous 12 months we made $29.4 billion in payments to our customers. Our principal operations in Asia, Canada and the United States are where we have served customers for more than 100 years. With our global headquarters in Toronto, Canada, we trade as ‘MFC’ on the Toronto, New York, and the Philippine stock exchanges and under ‘945’ in Hong Kong.

Manulife is an equal opportunity employer. We strive to attract, develop and retain a workforce that is as diverse as the customers we serve and to foster an inclusive work environment that embraces the strength of cultures and individuals. We are committed to fair recruitment, retention and advancement and we administer all of our practices and programs based on qualification and performance and without discrimination on any protected ground. It is our priority to remove barriers to provide equal access to employment. A Human Resources representative will consult with applicants contacted to participate at any stage of the recruitment process who request any accommodation. Information received regarding the accommodation needs of applicants will be addressed confidentially.