Regional Sales Manager

Description

Join our team of dedicated professionals who are committed to ensuring our clients can provide affordable health plan benefit solutions for their employees.

Pinnacle Claims Management provides health benefits administration and related services to companies with 100+ lives that self‑fund their insurance. Pinnacle also provides a full suite of complementary solutions, including health management and wellness services, pharmacy benefit management, general underwriting and stop‑loss insurance, and print and transaction solutions.

Pinnacle is independently owned and has been serving clients for nearly 25 years. We are also part of the Western Growers Family of Companies.

$117,369 - $ with a rich benefits package that includes profit‑sharing.

This position reports to the Director of Sales for Pinnacle Claims Management, Inc. (PCMI). The Regional Sales Manager (RSM) is responsible for new business sales of third party administration (TPA), stop loss, pharmacy benefit management, print and transaction solutions, and health management services. Specifically, this position cultivates, identifies, qualifies, pursues, and closes new sales opportunities in the marketplace.

• BS/BA degree preferred and five (5) years of prior successful health insurance new sales and/or third‑party administration sales experience preferred.
• Knowledge of stop‑loss markets preferred.
• Comprehensive understanding of how employee benefits and other insurance products are presented, described, financed (funded), purchased and delivered.
• Proficient in end‑user MS Office software (Word, Excel, PowerPoint).
• Excellent verbal, written and presentation skills; strong ability to communicate complex concepts to staff members and customers.
• Ability to present and facilitate the discussion of complex issues to staff members of all levels (line staff to senior management and board members).
• Ability to deliver results and generate new business opportunities.
• Active Department of Insurance license(s) from the appropriate state required.
• Highly motivated self‑starter and possess a positive, solutions‑oriented attitude.
• Verifiable, clean DMV record and the ability to travel to various locations throughout the U.S. (mainly California and Arizona) up to 70% of the time.
• Familiarity with Salesforce is a plus.
• Ability to work independently with minimal supervision and still achieve sales goals and objectives.

• Manage an unlimited territory, primarily in California and Arizona.
• Produce sales leads for all PCMI product lines to include TPA services, Pinnacle Rx Solution (PRxS), Pinnacle Health Management (PHM), Stop Loss and Pinnacle Print and Transaction Solutions (PPTS).
• Develop a detailed Business Plan to outline specific strategies on how to achieve sales targets and objectives.
• Develop and maintain distribution channel and also utilize internal and external resources to hit sales goals and objectives.
• Prepare for prospect meetings by pre‑planning, developing agendas and creating presentations to demonstrate the PCMI value proposition.
• Maintain a keen understanding of the competitive marketplace in order to position PCMI as a viable option for prospects.

• Develop & maintain relationships with brokers, consultants, and employers to promote the quoting of PCMI products.
• Leverage existing relationships within PCMI’s book of business to drive new business opportunities.
• Attend trade shows, broker “roadshows,” and other industry events to establish traction in the marketplace.
• Prospect for opportunities outside of California to promote the PRxS, PHM, and PPTS product lines.

• Track and report on all sales/prospect activity to the Director, Sales and on a weekly basis.
• Update pipeline weekly to monitor and qualify prospect activity.
• Meet minimum calls/meeting standards as set by the Director, Sales.

• Maintain a regular course of self‑improvement to satisfy licensing, continuing education requirements and increase professional job knowledge.
• Utilize all capabilities to satisfy one mission — to enhance the competitiveness and profitability of our…