Senior Southeast Regional Sales Director

Role Overview

• Analyze geographic, demographic, and economic data to identify markets presenting significant opportunities for Globe Life benefits products, including worksite, association, and direct-to-consumer channels.
• Develop and execute a structured territory development plan that prioritizes market entry sequencing, account targeting, and awareness-building activities within the assigned region.
• Partner with home office market analytics teams to validate opportunity assessments and refine territory boundaries as market conditions evolve.
• Significant travel within the assigned region is required; travel may exceed 50–70% of working time depending on region size and market development phase.
• Spend the majority of time within the assigned territory conducting in-person sales, agent development, and market-building activities.
• Occasionally travel to Globe Life's home office in McKinney, Texas for training, national sales conferences, and leadership meetings.
• Independently design multi-year regional growth strategies; recommend territory assignments.
• Raise awareness of Globe Life's portfolio of supplemental life insurance, accidental death, and related benefit products through community engagement, employer outreach, association partnerships, and direct sales activity.
• Represent Globe Life at industry events, community organizations, employer benefit fairs, union halls, and professional associations to build brand visibility and generate qualified lead flow.
• Collaborate with marketing to customize regional messaging and collateral that resonates with the demographic and employer profiles most prevalent in the territory.
• Serve as a subject-matter resource for agents and clients on Globe Life product features, underwriting guidelines, enrollment processes, and claims support.
• Meet or exceed individual and regional new-business production targets, measured by new annualized premium (NAP), policy count, and active policyholder retention rates.
• Conduct direct sales presentations to prospective individual and group clients, guiding them through product selection, application, and enrollment processes.
• Maintain a disciplined pipeline of qualified prospects using CRM tools, tracking activity, conversion rates, and revenue forecasts for reporting to leadership.
• Monitor in-force business within the territory to identify lapse risk and implement proactive retention and re-enrollment strategies.
• Hold accountability for regional quota attainment across all agents and distribution partners; conduct regular performance reviews and implement corrective action plans as needed.
• Identify, recruit, and onboard licensed life and health insurance agents and independent producers to expand distribution capacity within the territory.
• Provide structured coaching, field ride-alongs, joint sales calls, and product training to develop agent competency and productivity.
• Set clear performance expectations with agents; track production metrics and provide regular feedback and development planning.
• Lead development programs for junior sales staff.
• Ensure all agents operating in the territory maintain active and compliant licensing in applicable states and adhere to Globe Life's ethical sales standards and regulatory requirements.
• Prospect and develop relationships with employer groups, associations, unions, and affinity organizations to establish Globe Life as a preferred voluntary benefits provider.
• Design and deliver worksite enrollment programs, coordinating logistics with HR/benefits administrators and enrollment support staff.
• Negotiate access agreements and benefit communication strategies with employer decision-makers to maximize employee participation rates.
• Manage a portfolio of key regional accounts; develop strategic account plans with multi-year enrollment and revenue growth objectives.
• Conduct all sales and distribution activities in strict compliance with state and federal insurance regulations, DOI requirements, and Globe Life's internal policies.
• Complete all required continuing education, product training, and compliance certifications on schedule.
• Promptly escalate any observed or suspected compliance violations, market conduct concerns, or ethical irregularities to the compliance and legal teams.
• Ensure agents in the territory adhere to approved sales scripts, suitability standards, and disclosure requirements.
• Prepare and deliver accurate weekly, monthly, and quarterly performance reports detailing production results, pipeline status, market penetration progress, and agent productivity.
• Utilize data and market intelligence tools to identify trends, competitive activity, and emerging opportunities within the region.
• Present regional business reviews to VP-level leadership with strategic recommendations for resource allocation, market prioritization, and distribution expansion.

Requirements

• Bachelor's degree in Business, Finance, Marketing, Communications, or a related field preferred.
• Equivalent combination of education and directly relevant professional experience will be considered.
• Advanced degree (MBA or equivalent) or equivalent executive-level professional development is a plus.
• 6+ years of insurance sales experience with a significant portion in life, supplemental life, or worksite benefits.
• 3+ years in a regional director, territory manager, or equivalent field leadership role managing a distributed team or agency force.
• Active Life & Health Insurance Producer license in the state of residence at time of hire.
• Ability and willingness to obtain non-resident licenses in all states within the assigned territory within 90 days of hire.
• Active licensure across the full assigned regional footprint at the time of application.
• Demonstrated record of building high-performing regional distribution networks from early-stage market entry through sustained revenue growth.
• Experience managing multi-state operations, multi-year strategic planning, and significant revenue responsibility ($5M+ regional NAP preferred).
• Advanced data-driven decision-making skills; experience using market analytics to drive territory planning and resource allocation.
• Strong executive communication and stakeholder influence skills; experience presenting to C-suite and senior leadership audiences.
• Track record of developing sales talent, building leadership pipelines, and elevating team performance through coaching and accountability.
• Must maintain a dedicated, professional home office environment suitable for video conferences and administrative work.
• Must possess a valid driver's license and maintain an insurable driving record; reliable personal transportation required.

Benefits

• Competitive compensation designed to reflect your expertise and contribution.
• Comprehensive health, dental, and vision insurance plans because your well-being is fundamental to your performance.
• Robust life insurance benefits and retirement plans, including company-matched 401k and pension plan.
• Paid holidays and time off to support a healthy work-life balance.
• Parental leave to help our employees welcome their new additions.
• Subsidized all-in-one subscriptions to support your fitness, mindfulness, nutrition, and sleep goals.
• Company-paid counseling for assistance with mental health, stress management, and work-life balance.
• Continued education reimbursement eligibility and company-paid FLMI and ICA courses to grow your career.
• Discounted Texas Rangers tickets for a proud visit to Globe Life Field.