Senior Regional Sales Executive – Western Territory

Description

The Senior Regional Sales Executive – Western Territory is responsible for driving premium finance growth across designated Western and Pacific states through high-frequency prospecting, strategic agency development, and disciplined relationship origination.

This is a senior, field-focused growth role designed to support JJPF’s westward expansion strategy. The position is externally oriented and growth-driven, not administrative in nature.

The role functions as a dedicated JJPF growth engine — responsible for originating, qualifying, onboarding, and transitioning new agency relationships into JJPF’s structured support model while preserving prospecting capacity.

ROLE INTENT

• Expand JJPF’s geographic footprint in Western states
• Increase funded premium volume through new agency acquisition
• Strengthen JJPF’s integration within J&J’s insurance ecosystem
• Protect and scale outbound prospecting time through structured baton handoff

This position is not designed to carry a long-term servicing book. It is designed to originate growth and transition accounts appropriately.

Job Responsibilities:

1. Territory Growth & Agency Development (60–70%)

• Develop and expand agency relationships across assigned Western states
• Execute disciplined sales cadence (target: ~20 touches / ~10 visits weekly)
• Identify, prospect, and onboard new agency relationships
• Deeply qualify agencies prior to internal handoff
• Increase funded premium volume within new and developing agencies
• Represent JJPF at regional trade shows and industry events
• Conduct in-person and virtual presentations to agency principals and producers

1. JJ Integration & Co-Marketing (15–20%)

• Coordinate with J&J territory representatives to support cross-sell alignment
• Support growth of agencies acquired through J&J Western expansion initiatives
• Participate in joint visits when appropriate
• Position JJPF as a strategic financing partner within the broader J&J offering

1. Structured Handoff & Sales Architecture Discipline (10–15%)

• Transition of qualified agencies to inside sales and internal support teams
• Preserve prospecting capacity by avoiding long-term servicing entanglement
• Follow defined baton process: Regional Sales Executive ? Inside Sales ? Internal Support ? Operations
• Support assimilation of agencies into standard JJPF servicing channels

1. Competitive & Market Intelligence (5–10%)

• Contribute strategic insights on evolving market dynamics and competitive landscape to support data-driven decision making
• Share best practices from prior premium finance and insurance experience
• Identify opportunities to refine JJPF’s sales execution and positioning

PERFORMANCE METRICS

• Net new funded premium growth
• Agency acquisition targets
• Net interest contribution
• Territory penetration metrics
• Sales cadence adherence
• Successful onboarding and handoff discipline

Requirements

• 10+ years premium finance or insurance sales experience preferred
• Demonstrated multi-state territory management experience
• Proven record of revenue growth and agency development
• Strong executive-level relationship skills
• Experience working with wholesalers, retail agencies, or program administrators
• High autonomy and disciplined time management

TRAVEL REQUIREMENTS

• Significant Western U.S. travel
• Regular in-person agency visits
• Trade show attendance
• Multi-state territory coverage

Knowledge Skills & Abilities:

• CRM proficiency (Salesforce or equivalent)
• Trade show and CE presentation experience preferred