The Retention Sales Director (RSD) is a senior, client-facing sales leader responsible for protecting and growing Manulife John Hancock's Mid-Large retirement plan business through proactive retention strategies, risk management, and high-impact renewal execution. This role serves as the strategic quarterback for retention efforts-partnering closely with Relationship Management and internal stakeholders to strengthen client loyalty, address retention risk, and lead complex due diligence processes.
This position offers meaningful visibility and influence across the organization, with the opportunity to shape client experience, preserve assets, and lead high-stakes engagements across corporate plans $50m+ and Taft-Hartley plans.
Position Responsibilities:- Own and execute the retention strategy for Mid-Large Corporate and Taft-Hartley clients, directly impacting asset retention, revenue durability, and long-term franchise value.
- Proactively identify, quantify, and manage retention risk by managing a forward-looking pipeline of at-risk and due diligence relationships.
- Develop and execute sponsor-level action plans in partnership with Relationship Management to protect assets, strengthen relationships, and uncover growth opportunities.
- Lead all aspects of due diligence events, including RFI/RFP strategy, response execution, finalist presentations, and contract negotiations.
- Design and implement loyalty and engagement programs that enhance client experience and reduce systemic retention risk.
Required Qualifications:- Bachelor's degree
- 10+ years of experience in the retirement plan industry (Defined Contribution, Defined Benefit, and Non-Qualified plans)
- Demonstrated success in retention, sales, or relationship management within the Mid-Large retirement market
- Proven ability to lead complex, multi-stakeholder negotiations and renewal cycles.
- Strong analytical and strategic decision-making capabilities, including pricing and competitive positioning
- Active and maintained licenses (Life Insurance and Series 6 or equivalent)
- Ability to travel up to 40%
Preferred Qualifications:- Deep knowledge of ERISA regulations and plan design across DC, DB, and non-qualified plans
- Strong financial acumen applied to pricing strategy and value-based decision making
- Executive-level presentation, storytelling, and consultative selling capabilities
- Proven ability to influence advisors, consultants, plan sponsors, and internal stakeholders
- Experience driving cross-functional collaboration in complex, fast-paced environments
What Success Looks Like:- Proactively identifies and mitigates retention risk, maintaining clear visibility into at-risk and due diligence relationships
- Delivers high-impact RFPs, finalist presentations, and renewal strategies that win and retain business
- Strengthens client loyalty through effective partnership with Relationship Management and consistent, value-driven engagement
- Achieves asset retention and revenue goals through disciplined strategy, pricing rigor, and strong negotiation execution
- Establishes credibility as a trusted, executive-level advisor across clients, consultants, and internal partners
When You Join Our Team:- We'll empower you to learn and grow the career you want.
- We'll recognize and support you in a flexible environment where well-being and inclusion are more than just words.
- As part of our global team, we'll support you in shaping the future you want to see.
The role being advertised is an existing vacancy.
Referenced Salary LocationUSA, Massachusetts - Full Time Remote
Working ArrangementRemote
Salary range is expected to be between$110,000.00 USD - $190,700.00 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.
