The Regional Vice President (RVP), Retirement Sales (Mid-Large Market) is a senior, outward-facing sales leader responsible for owning and growing a Mid-Large Market retirement franchise across the Pacific. This role serves as the strategic quarterback for advisor relationships, opportunity prioritization, and Manulife John Hancock's reputation in the $50M+ retirement plan segment.
Covering a defined Pacific territory, the RVP partners with top-tier retirement plan advisors, consultants, and third-party administrators to deliver consultative, ERISA-focused solutions across defined contribution, defined benefit, and non-qualified plans. The RVP drives new business through disciplined territory management, elite advisor segmentation, consistent RFP and finalist execution, and executive-level storytelling.
Key Responsibilities:Territory & Business Leadership- Own and lead the Mid-Large Market retirement franchise across the Pacific, including Washington, Oregon, Nevada and California, with a primary focus on corporate plans $50M+ in assets.
- Develop and execute a comprehensive territory strategy aligned to new sales growth, advisor prioritization, and long-term franchise value.
Consultative & Advisor-Centric Selling- Deliver a best-in-class consultative sales experience by deeply understanding advisor business models, growth objectives, competitive preferences, and client needs.
- Translate advisor insight and competitive intelligence into tailored retirement solutions that differentiate Manulife John Hancock's products, people, and platform.
Elite Advisor Segmentation & Relationship Management- Build, execute, and maintain an Elite Advisor Segmentation strategy focused on the Top retirement plan advisors in the territory
- Drive consistent recency, relevance, and relationship depth through intentional in-person meetings, virtual meetings, and live calls.
- Establish executive presence and credibility with advisors, plan sponsors, trustees, and investment committees.
Industry, Product, & Competitive Expertise- Maintain deep, current expertise in:
- ERISA and fiduciary considerations
- DC, DB, and non-qualified plan design
- Investments and pricing structures
- Act as a student of the business, staying current on industry trends, regulatory developments, and competitor positioning to proactively create opportunity.
RFP, Finalist, & Deal Execution Excellence- Lead full sales preparation and execution for RFPs and finalist presentations, including:
- Opportunity prioritization
- Competitive and plan-level analysis
- Win strategy development
- Executive-level finalist storytelling
- Deliver consistent, high-impact finalist presentations that clearly articulate Manulife John Hancock's differentiated value-globally, strategically, and deal-specifically.
- Negotiate effectively, holding margin and using pricing levers appropriately to arrive at a mutually beneficial decision.
Collaboration & Centers of Influence- Partner closely with internal and external centers of influence, including retirement plan advisors, TPAs, DCIOs, internal leadership, Relationship Managers, Sales Desk, Operations, Implementation, Marketing, and Communications
Operational Discipline & Technology- Execute with strong organization, preparation, and follow-through, leveraging Salesforce and other tools to manage pipeline, track advisor intelligence, and drive outcomes.
Required Qualifications- Bachelor's degree
- 10+ years of experience in retirement plans or financial services
- 10+ years of proven success in one or more of the following:
- External retirement plan sales
- Relationship management
- ERISA consulting
- Communications, operations, or implementation
- Active and maintained licenses (Life Insurance and Series 6 or equivalent)
- Ability to travel up to 80%
Preferred Qualifications- Deep knowledge of ERISA regulations and qualified (DC/DB) and non-qualified plan design
- Strong financial acumen applied to pricing strategy and value-based selling
- Demonstrated success selling in complex, multi-decision-maker environments
- Executive-level presentation, storytelling, and finalist leadership capabilities
- Advanced analytical and problem-solving skills, including interpretation of plan documents, SPDs, and disclosures
- Proven ability to influence across advisors, consultants, plan sponsors, committees, and internal partners
- Track record of disciplined territory management and repeat advisor business
- Commitment to building a culture of trust, accountability, and elite performance
What Success Looks Like- Consistent RFP and finalist presentation activity with top-tier advisors
- New plan wins and repeat business from elite advisors year over year
- Strong advisor loyalty and advocacy
- Reputation as a best-in-class finalist presenter and consultative partner
- Long-term franchise growth and market credibility in the Midwest
When You Join Our Team- We'll empower you to learn and grow the career you want.
- We'll support flexibility, well-being, and inclusion-backed by action.
- As part of our global team, you'll help shape the future of retirement.
This posting supports an ongoing hiring initiative for existing and/or future vacancies.
Referenced Salary LocationUSA, California - Full Time Remote
Working ArrangementRemote
Salary range is expected to be between$100,000.00 USD - $175,000.00 USD
Employees also have the opportunity to participate in incentive programs and earn incentive compensation tied to business and individual performance. The actual salary will vary depending on local market conditions, geography and relevant job-related factors such as knowledge, skills, qualifications, experience, and education/training. If you are applying for this role outside of the primary location, please contact [redacted] for the salary range for your location.
Manulife/John Hancock offers eligible employees a wide array of customizable benefits, including health, dental, mental health, vision, short- and long-term disability, life and AD&D insurance coverage, adoption/surrogacy and wellness benefits, and employee/family assistance plans. We also offer eligible employees various retirement savings plans (including pension/401(k) savings plans and a global share ownership plan with employer matching contributions) and financial education and counseling resources. Our generous paid time off program in the U.S. includes up to 11 paid holidays, 3 personal days, 150 hours of vacation, and 40 hours of sick time (or more where required by law) each year, and we offer the full range of statutory leaves of absence.
We use data and analytics technologies, such as artificial intelligence (AI), and automated processing tools, to analyze and process the information you provide to us or third parties in the application process. For more information, please refer to our personal information collection statement.
Company: John Hancock Life Insurance Company (U.S.A.)
