FirstChoice is currently seeking a
Regional Relationship Director to join our growing team. The
Regional Relationship Director is responsible for member engagement. They drive the growth and profitability of an assigned territory by developing and executing strategic sales initiatives that strengthen relationships with members, carrier partners, and strategic partners. This role is accountable for member retention, expanding membership, influencing organic growth, strategic planning, new member initiation & recruitment, onboarding new members, and driving profitable growth by identifying and developing aggregation opportunities within the territory.
This is a remote-based position. The ideal candidate will be located in either Maryland (Baltimore area preferably), Delaware, or southeastern Pennsylvania.Serving as the primary relationship manager, the Regional Relationship Director leads member retention, cultivates strategic partnerships, and expands market presence through a consultative, team-selling approach.
Success in this role requires a proactive, relationship-driven leader who can identify growth opportunities, build trusted partnerships, and collaborate effectively with the Regional Vice President Regional Vice President and the Business Development Director and our internal teams to deliver sustainable growth.
Responsibilities:
- Proactively develops, cultivates, and maintains strong relationships with existing members to maximize retention and profitable growth.
- Serves as a trusted advisor and advocates for members by connecting them with relevant resources and solutions.
- Increases membership, revenue, and aggregated premium volume within the assigned territory.
- Owns and develops carrier relationships in the region.
- Collaborates with carrier representatives to build new relationships and strengthen partnerships while identifying joint growth opportunities, enhance member value, and consistently ask for introductions to generate qualified prospective member referrals.
- Plans and hosts regional member meetings annually.
- Builds and maintains a consistent opportunity pipeline of prospective members through prospecting, networking, referrals, and market intelligence.
- Collaborates with the Business Development Director and Regional Vice President to initiate new prospective members.
- Utilizes Salesforce to plan, log calls, meetings, and execute sales strategies.
- Assists member agents with technology, marketing, and educational opportunities and by connecting them with our Director of Technology and VP of Education.
- Provides a monthly newsletter/region update to members.
- Leads the strategic planning process for member agents in the assigned territory to include regular business reviews to identify evolving needs and uncover additional opportunities.
- Participates in team-selling environment with colleagues.
- Attends conferences, association meetings, and industry events to build brand awareness and develop relationships to generate leads and identify new partnership opportunities.
- Reports sales data & activities weekly to the Regional Vice President during 1:1's.
- Participates in the new member onboarding process.
- Uncovers FirstChoice strategic partnership opportunities with our vendor resources and connect them with our Strategic Partnership VP.
- Stays abreast of industry trends and changes incorporating "proven practices" in the development of processes, services, and quality standards.
- Supports MarshBerry and individual branding with an active LinkedIn presence & contributing to MarshBerry and industry presentations.
- Other special projects, tasks or duties as assigned by Management.
Selection CriteriaEducation & Experience:
- Bachelor's degree in Business Management, Risk Management, Finance, Marketing, Sales or another related field. MBA or master's preferred.
- Insurance designations or licenses are a plus such as P&C license, CIC, CPCU.
- 7-10+ years of sales experience. A minimum of 5 years within the insurance industry.
- Proficient with technology including CRM, PowerBI, Word, Excel, Power Point. Salesforce experience is a plus.
- Demonstrated success growing a geographic territory through consultative sales, territory management, strategic planning, relationship management, recruiting, and business development.
- Strong relationships with agency owners within the territory.
- Experience working with associations and carrier partners with an in-depth knowledge of insurance carrier reporting.
- Self-motivated with excellent organization and time management skills.
- Strong networking, negotiation, presentation, & communication skills with demonstrated ability to develop executive-level relationships & influence decision makers.
- Experience presenting and writing content to be published is a plus.
- Ability to travel 30-40% of the time; includes overnight and weekend travel.
- Ability to work flexible and/or extended hours as needed.
Other:- Confidentiality: Maintains confidentiality at all times with proprietary information as well as all internal and external communications.
- Team-oriented: Positive and professional, able to show consideration for and maintain good working relations with coworkers; remains opens to others' ideas and exhibits a willingness to try new things.
- Ability to multitask: Able to complete projects and responsibilities accurately according to required timelines and deadlines; possesses the capacity to work under pressure; demonstrates accuracy and thoroughness and monitors work to ensure quality.
- Self-motivated: Innovative self-starter with the ability to prioritize and make appropriate decisions with little guidance or instruction.
- Confident: Poised and acts in a confident manner to facilitate completion of a work assignment or to defend a position or idea.
- Open to feedback: Follows instructions, responds to management directions, and solicits feedback to improve performance.
- High ethics: Displays strong moral and ethical fortitude, prescribing to the values, standards, and policies of MarshBerry.
