Mid-Atlantic Regional Manager, National Accounts

Date: Mar 15, 2019

Location: Radnor, PA, US

Company: Lincoln Financial

Alternate Locations: Baltimore, MD (Maryland); Cincinnati, OH (Ohio); Cleveland, OH (Ohio); Columbus, OH (Ohio); Detroit, MI (Michigan); Fort Wayne, IN (Indiana); Indianapolis, IN (Indiana); Lexington, KY (Kentucky); Louisville, KY (Kentucky); Lutherville, MD (Maryland); Norwood, OH (Ohio); Pittsburgh, PA (Pennsylvania); Radnor, PA (Pennsylvania); Richmond, VA (Virginia); Southfield, MI (Michigan); Vienna, VA (Virginia); Virginia Beach, VA (Virginia)

Relocation assistance will be considered/provided for this opportunity within our company guidelines.

Requisition #57940

About the Company

Lincoln Financial Group, a Fortune 250 company with over 10,000 employees, provides advice and solutions that help empower Americans to take charge of their financial lives with confidence. Our core business areas — Life Insurance, Annuities, Retirement Plan Services and Group Protection — focus on supporting, preserving and enhancing over 17 million customer’s lifestyles and retirement outcomes.

Headquartered in Radnor, Pennsylvania, Lincoln Financial Group is the marketing name for Lincoln National Corporation (NYSE: LNC) and its affiliates. The company had $253 billion in assets under management as of December 31, 2017.

Ranked one of the Best Large Employers in America by Forbes magazine, Lincoln Financial Group makes a serious investment in our employees’ futures through a broad range of wealth accumulation and protection plans, health and wellness programs, and career development resources designed to help each individual reach their personal and professional goals.


The Role

Identify and solicit quality prospects within the target market (5K+ life accounts) by developing, directing, implementing, and maintaining a complex business plan to achieve sales and growth goals for Group Disability, Life, Integrated Disability Management & Family Medical Leave of Administration(FMLA) coverage for national accounts. This individual will cover the Mid-Atlantic region consisting of Michigan, Indiana, Delaware, Kentucky, Virginia, West Virginia, Ohio, Maryland and Washington, DC.



Sales Leadership & Strategy

  • Develop and successfully implement territory business plans to generate necessary prospect activity and reach sales goals. Identify and develop deep intermediary relationships with key producers that generate significant, high quality prospect activity. Identify cross-selling opportunities for additional product lines (i.e., voluntary)
  • Propose and sell new business.  Negotiate with Underwriting and Claims for authority to propose at a competitive price, plan design and services offered.  Prepare and present proposals that leverage the Company's competencies in Absence Management and Life Insurance.
  • Develops/drives complex sales strategy to increase sales/market share in territory
  • Supports growth in all segments of Lincoln’s products/services to maximize/capitalize on opportunities to penetrate firms/institutions
  • Develops business on behalf of the Lincoln Financial Group (LFG) in a manner that supports a positive company image, in compliance with all required rules and regulations and ethical in all considerations.
  • Meets/exceeds department &/or sales goals/targets for his/her territory


Relationship Management

  • Act as a consultative partner with clients to identify their true needs in order to build a strategy/proposal on how to best address those needs internally
  • Manage relationships and prospect new clients for customers with 5k+ lives while working with brokers, internal and external customers
  • Builds/maintains long-term relationships with Brokers and Consultants ensuring satisfaction/increased revenues
  • Looks for opportunities to cross sell/cross partner with internal stakeholders
  • Actively participates in financial services &/or insurance industry organization meetings as a subject matter expert
  • Conducts Broker and Consultant meetings to achieve sales targets
  • Develops/maintains collaborative relationships w/ internal stakeholders to achieve sales goals


Operational Excellence

  • Maintain high level of proficiency in product knowledge, underwriting and claims practices and overall corporate objectives. Actively participate in industry events and forums to expand knowledge of evolving trends and marketplace offerings. Share feedback as appropriately with marketing to ensure product offerings are meeting the needs of the market.
  • Serves as a subject matter expert to internal/external stakeholders by developing and maintaining an advanced understanding of LFG's products, services and operational structure.
  • Able to effectively speak about Absence Management (STD, FMLA, Paid Family Leave) with brokers and clients
  • Collaborates with internal stakeholders to ensure the proper processing of all sold products from time of sale to issuance.
  • Increases/gains awareness of Lincoln offerings with Brokers and Consultants
  • Serves as a subject matter expert, leveraging an advanced understanding of LFG products, services & operational structure in territory
  • Provides feedback/intelligence to internal partners on existing/targeted firms/institutions
  • Ensures conflicts regarding Lincoln’s products/services are resolved





  • 4 Year/Bachelor's degree or equivalent work experience (4 years of experience in lieu of Bachelor's) in   (Minimum Required)
  • 7+ years of experience  in sales roles that directly aligns with the specific responsibilities for this position (Required)


Travel Requirements

  • Travel Type: Regional Domestic
  • Travel Amount: 50%



  • Upon Hire Certifications/Licensures: (Dependent upon Product Being Sold)



This position may be subject to Lincoln’s Political Contribution Policy.  An offer of employment may be contingent upon disclosing to Lincoln the details of certain political contributions. Lincoln may decline to extend an offer or terminate employment for this role if it determines political contributions made could have an adverse impact on Lincoln’s current or future business interests, misrepresentations were made, or for failure to fully disclose applicable political contributions and or fundraising activities.

Any unsolicited resumes/candidate profiles submitted through our web site or to personal e-mail accounts of employees of Lincoln Financial Group are considered property of Lincoln Financial Group and are not subject to payment of agency fees.

Lincoln Financial Group (“LFG”) is an Equal Opportunity employer and, as such, is committed in policy and practice to recruit, hire, compensate, train and promote, in all job classifications, without regard to race, color, religion, sex (including pregnancy), age, national origin, disability, sexual orientation, gender identity and expression, veterans status, or genetic information.  Applicants are evaluated on the basis of job qualifications.  If you are a person with a disability that impedes your ability to express your interest for a position through our online application process, or require TTY/TDD assistance, contact us by calling 260-455-2558.


Nearest Major Market: Philadelphia

Job Segment: Underwriter, Claims, Regional Manager, Marketing Manager, Manager, Insurance, Management, Marketing