Territory Sales Manager

Unum Group • Union, NJ • 5h ago

For more than 75 years, Colonial Life & Accident Insurance Company has had one mission: to help America's workers preserve and protect the vitally important things they work so hard to build.

Headquartered in Columbia, South Carolina, we offer a wide range of financial protection options, helping more than 3.7 million people in over 86,000 companies. In addition to our personal benefits counseling expertise, we're a pioneer of payroll deduction and innovator of enrollment technology. Our end-to-end capabilities and commitment to going above and beyond enable us to provide unmatched customer service. With more than 10,000 sales representatives and more than 1,000 home office professionals, we're here to help during life's most challenging times.

General Summary:

The Territory Sales Manager (TSM) is a key strategic leader responsible for driving sustained sales growth across a large, complex territory. This role focuses on expanding market penetration by strengthening sales and broker relationships and developing high performing sales teams. Success requires a relationship driven leader who can build trust and credibility across the organization, influence diverse stakeholders, and execute a comprehensive territory business plan aligned with aggressive growth objectives.

The TSM oversees the recruitment, development, and performance of Sales Managers and DGA leaders, ensuring strong operational execution and consistent sales results. This position demands a proactive, collaborative leader with deep experience in voluntary benefits and a proven ability to elevate sales performance across multiple channels.

Territory Strategy & Growth

Develop and execute a comprehensive business plan outlining marketing, recruiting, and sales strategies to achieve territory growth goals.

Identify new market opportunities and expand penetration within existing accounts and producer relationships.

Create and implement marketing approaches that enhance sales opportunities for DGAs, PSMs, and field teams.

Leadership, Recruiting & Development

Source, recruit, contract, and develop Sales Manager candidates to fill new and replacement roles throughout the territory.

Lead the onboarding and induction of new DGAs in alignment with company training and development programs.

Provide ongoing coaching, mentorship, and performance management for District Managers and Sales Managers.

Conduct periodic performance reviews and implement corrective action plans when necessary.

Operational & Field Leadership

Manage new and existing DGAs throughout the year, ensuring alignment with territory goals and company standards.

Schedule and lead regular conference calls, field meetings, and collaborative sessions with managers and representatives.

Maintain accurate reporting of activities, results, and forecasts to field leadership and the Home Office.

Oversee the effective management of the Sales Office, including staff oversight and budget administration.

Ensure compliance with company policies, operational standards, and regulatory requirements.

Professional Development

Commit to ongoing professional growth through participation in company training programs, industry coursework, and advanced voluntary benefits education.

Leverage deep industry knowledge to support field teams and strengthen overall territory performance.

Job Specifications

Demonstrated success in a similar leadership role within Colonial Life or a comparable insurance organization.

Proven leadership capability with experience coaching and developing sales teams.

Ability to obtain required insurance licenses within assigned states (within 45 days if not currently licensed).

Strong relationship-building skills with the ability to influence and collaborate across all levels of the organization.

Ability to travel extensively based on territory needs.

Bachelor's degree.

Public speaking and presentation skills.

Strong planning, organizational, and strategic thinking abilities.

Established network of potential Sales Managers, Representatives, and Broker partners.

Experience in voluntary benefits, worksite marketing, or multi-channel insurance distribution.

LI-MF1

~IN1

Colonial Life is an equal opportunity employer, considering all qualified applicants and employees for hiring, placement, and advancement, without regard to a person's race, color, religion, national origin, age, genetic information, military status, gender, sexual orientation, gender identity or expression, disability, or protected veteran status.

Fully and partially leveraged roles are paid pursuant to a uniformly applied sales compensation plan. For partially leveraged roles, a starting salary or salary range will be listed in the above job description. If salary information is not listed in the job description above, compensation is based solely on commissions.

Additionally, Colonial Life offers a portfolio of benefits and rewards that are competitive and comprehensive including healthcare benefits (health, vision, dental), insurance benefits (short & long-term disability), paid time off, and a 401(k) retirement plan with an employer match up to 5% and an additional 4.5% contribution whether you contribute to the plan or not. All benefits are subject to the terms and conditions of individual Plans.

Company:

Colonial Life

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