Sr. Regional Sales Director - West Coast Territory

At Globe Life, we are committed to empowering our employees with the support and opportunities they need to succeed at every stage of their career. We take pride in fostering a caring and innovative culture that enables us to collectively grow and overcome challenges in a connected, collaborative, and mutually respectful environment that calls us to help Make Tomorrow Better.

Role Overview:

Could you be our next Sr. Regional Sales Director? Globe Life is looking for a Sr. Regional Sales Director on the West Coast to join the team!

In this role, you will be responsible for identifying high-potential markets and establishing distribution relationships that connect working families with affordable supplemental life and health coverage. You will drive revenue growth through direct sales activity, agent development, and raising awareness of Globe Life Benefits products within your region. As the Sr. Regional Sales Director, you will also provide strategic direction, performance coaching, and accountability frameworks to equip your team to execute at the highest level, amplifying Globe Life's reach and maximizing the effectiveness of the regional sales organization.

This is a remote / work-from-home position supporting our West Coast Territory (AZ, CA, OR, UT, NV).

What You Will Do:

Territory Development & Market Expansion

• Analyze geographic, demographic, and economic data to identify market opportunities across worksite, association, and direct-to-consumer channels.
• Develop and execute a structured territory development plan prioritizing market entry, account targeting, and awareness-building activities.
• Partner with home office market analytics teams to validate opportunity assessments and refine territory boundaries.
• Design multi-year regional growth strategies and recommend territory assignments.

Globe Life Brand Awareness & Product Promotion

• Raise awareness of Globe Life's supplemental life insurance, accidental death, and related benefit products through community engagement, employer outreach, and direct sales activity.
• Represent Globe Life at industry events, benefit fairs, union halls, and professional associations to build brand visibility and generate qualified leads.
• Collaborate with marketing to customize regional messaging and collateral aligned to territory demographics.
• Serve as a subject-matter resource for brokers and clients on product features, underwriting, enrollment, and claims support.

Sales Production & Revenue Achievement

• Meet or exceed individual and regional new-business production targets measured by new annualized premium (NAP), policy count, and retention rates.
• Conduct direct sales presentations to prospective individual and group clients through product selection, application, and enrollment.
• Maintain a disciplined prospect pipeline using CRM tools, tracking activity, conversion rates, and revenue forecasts.
• Monitor in-force business to identify lapse risk and implement proactive retention and re-enrollment strategies.
• Hold accountability for regional quota attainment across all agents and distribution partners.

Team Management & Development

• Recruit, onboard, and develop Regional Sales Directors with the strategic direction, product knowledge, and market intelligence needed to succeed.
• Provide ongoing performance coaching, structured feedback, and accountability frameworks to drive consistent results.
• Conduct regular one-on-one reviews with RSDs to assess pipeline health, territory progress, and development goals.
• Identify high-potential RSDs for advancement and design development pathways that build leadership depth.
• Collaborate with VP-level leadership to align RSD goals, territory assignments, and resource allocation with organizational growth objectives.

Broker Relationship Management & Performance

• Develop relationships with local, regional, and national brokers to generate new business and protect existing revenue.
• Provide structured coaching, field ride-alongs, joint sales calls, and product training to develop broker productivity.
• Set clear performance expectations with brokers and lead development programs for junior sales staff.
• Ensure all brokers maintain active, compliant licensing and adhere to Globe Life's ethical sales standards and regulatory requirements.

Employer & Group Account Development

• 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 with HR/benefits administrators and enrollment support staff.
• Negotiate access agreements and benefit communication strategies with employer decision-makers to maximize employee participation.
• Manage a portfolio of key regional accounts with multi-year enrollment and revenue growth objectives.

Compliance, Ethics & Regulatory Adherence

• 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 compliance violations, market conduct concerns, or ethical irregularities to the appropriate teams.
• Ensure agents adhere to approved sales scripts, suitability standards, and disclosure requirements.

Reporting, Analytics & Business Intelligence

• Prepare and deliver accurate weekly, monthly, and quarterly performance reports covering production results, pipeline status, and agent productivity.
• Utilize data and market intelligence tools to identify trends, competitive activity, and emerging opportunities.
• Present regional business reviews to VP-level leadership with strategic recommendations for resource allocation and distribution expansion.

What You Can Bring:

• 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 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.
• Demonstrated record of building high-performing regional distribution networks from early-stage market entry through sustained revenue growth.
• Track record of developing sales talent, building leadership pipelines, and elevating team performance through coaching and accountability.
• Experience managing multi-state operations, multi-year strategic planning, and significant revenue responsibility ($5M+ regional NAP preferred).
• Strong executive communication and stakeholder influence skills; experience presenting to C-suite and senior leadership audiences.
• Advanced data-driven decision-making skills; experience using market analytics to drive territory planning and resource allocation.
• Active Life & Health Insurance Producer license required at hire, with the ability to obtain non-resident licenses across the full assigned regional footprint within 90 days.
• Ability to work in a field-based environment with significant regional travel, potentially exceeding 50–70% of working time, including occasional visits to Globe Life's home office in McKinney, Texas; must possess a valid driver's license, maintain an insurable driving record, and have reliable personal transportation.
• Ability to maintain a dedicated, professional home office environment suitable for video conferences and administrative work.

Applicable To All Employees of Globe Life Family of Companies:

• Reliable and predictable attendance of your assigned shift.

• Ability to work full time and/or part time based on the position specifications.

How Globe Life Will Support You:

Looking to continue your career in an environment that values your contribution and invests in your growth? We've curated a benefits package that helps to ensure that you don’t just work, but thrive at Globe Life:

• 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.

Opportunity awaits! Invest in your professional legacy, realize your path, and see the direct impact you can make in a workplace that celebrates and harnesses your unique talents and perspectives to their fullest potential. At Globe Life, your voice matters.