Sales Consultant - National Accounts Disability

Overview

The next part of your journey is right around the corner — with The Standard. A genuine desire to make a difference in the lives of others is the foundation for everything we do. With a customer-first mindset and an intentional focus on building strong teams, we’ve been able to uphold our legacy of financial stability while investing in new, innovative technologies that support the needs of our customers.

Our high-performance culture focused on operational excellence thrives thanks to remarkable people united by compassion and a customer-first commitment. Are you ready to make a difference?

Job Summary

Our National Accounts team is growing! The National Accounts Sales Consultant acquires, grows, and retains large employer group clients (5,000+ lives) in the National Accounts segment, focusing on Core Life and Disability insurance. Reporting to the Senior Director, this role builds broker partnerships, executes complex sales strategies, and drives growth and profitability across assigned markets.

• Strategic Sales Development – Develop and implement targeted sales strategies for National Accounts (5,000+ lives) in group life and disability benefits. Identify prospects, manage the sales process, and maintain a strong pipeline aligned with company goals.
• Relationship Management – Cultivate and strengthen relationships with key brokers, consultants, and clients. Serve as a trusted advisor and subject matter expert, ensuring consistent communication and coordination with Client Management, Product, and Underwriting teams.
• Relationship Management – Build and maintain strong partnerships with brokers, consultants, and clients, acting as a trusted advisor and coordinating with internal teams.
• Lead RFPs and renewals, present proposals, negotiate terms, and collaborate across teams to ensure client satisfaction and competitive, profitable deals.
• Monitor market trends and competition, sharing insights to refine sales strategies and improve processes.
• Experience selling life, disability, absence management, and paid family leave is a requirement of the role*
• An established broker network is a requirement of the role*
• Must reside in the United States as a requirement of this role*
• Ability to travel 30% to 50% annually is a requirement of this role*

Skills And Background You’ll Need

Education: Bachelor’s degree in business, marketing, or related field.

Preferred education:

MBA or related advanced degree. Life & Disability licensing required.

Experience: Minimum 5 years of national account sales experience in employee benefits. 8+ years of experience with demonstrated success selling Life & Disability products to large employers.

• Proven experience in large-case (5,000+ lives) sales within the group benefits or insurance industry.
• Expertise in Life and Disability products, including voluntary and absence management solutions.
• Deep broker and consultant network within the National Accounts segment.
• Ability to travel 30% to 50% annually is a requirement of this role.
• Must reside in the United States.

Key Behaviors of a Successful Candidate

• Driving Success. Pursues ambitious goals and shows resilience in the face of obstacles and setbacks.
• Customer Focus. Understands and anticipates both internal and external customer needs and develops customer-inspired solutions that exceed their expectations.
• Winning Together. Actively engages colleagues to achieve shared outcomes by developing trust, inviting diverse perspectives and pushing to bring the best ideas forward.

We have built an enduring legacy of stability, financial strength and exceptional customer service through the contributions of the service-oriented people who choose to work at The Standard. To ensure we can attract and retain the best talent, when you join The Standard you can expect:

• A rich benefits package including medical, dental, vision and a 401(k) plan with matching company contributions
• An annual incentive bonus plan
• Generous paid time off including 11 holidays, 2 wellness days, and 8 volunteer hours annually — PTO increases with tenure
• A supportive, responsive management approach and opportunities for career growth and advancement
• Paid…