Sales Strategist - American Heritage

About the position 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 The Standard is hiring and we’re looking for a Captive Sales Strategist ! This position is accountable for establishing, leading, and scaling the company’s captive practice as a strategic growth engine within the voluntary benefits portfolio. In this role, you will define market strategy, build internal and external expertise, and drive the integration of captive solutions across distribution, underwriting, and client engagement. Unlike account or partnership management roles, this position serves as a strategist, responsible for thought leadership, revenue growth strategy, pricing and profitability frameworks, and the development of best practices that position the organization as a market leader. You will partner with executives, consultants, brokers, and internal stakeholders to influence adoption of captive solutions, transforming these offerings into a material, sustainable line of business.

Responsibilities

• Market & Practice Strategy. Define and execute the overall business strategy for captive, ensuring alignment with corporate objectives. Establish the roadmap for scaling the captive portfolio into a material revenue stream ($10M+). Monitor market trends, competitor activity, and regulatory changes to refine practice positioning.
• Product & Pricing Leadership. Lead the design and implementation of pricing strategies and profitability measures for large and complex risks. Collaborate with actuarial, underwriting, and finance to ensure products remain competitive while meeting margin targets. Guide innovation and evolution of captive product offerings.
• Thought Leadership & Stakeholder Influence. Serve as the internal and external subject matter expert on captive solutions.Represent the company at industry events, with brokers, consultants, and thought leadership forums. Partner with sales leadership and National Account teams to embed practice expertise into market pursuits.
• Client & Distribution Consultation. Provide consultative expertise to top-tier clients, brokers, and consultants on when and how to leverage captive models. Influence distribution strategy by integrating captive into broader voluntary sales channels.

Requirements

• Ability to work remotely within the United States.
• Ability to travel throughout the US several times per month is a requirement of the role.
• Prior sales or relationship management experience, with a focus on employee benefits, is a requirement of the role.
• Life & health licensing is a requirement of the role.
• EDUCATION: Bachelor’s degree in Business, Finance, Risk Management, or related field.
• EXPERIENCE: Minimum 8–10 years of experience in sales or relationship management, with a focus on life insurance, employee benefits, or financial risk management.
• Proven track record in thought leadership, product development, or strategic business management.
• LICENSING: Active life & health license.
• Strategic Visioning: Considers different future scenarios, opportunities and risks to generate operational plans that align with the business unit/function’s strategic vision.
• Adaptability - Demonstrates willingness to try new and innovative processes and approaches.
• Winning Together : Work as a collaborative member on the Employee Benefits team strategizing and driving sales success.

Nice-to-haves

• Master’s degree preferred.
• Prefer experience building or managing captive insurance programs.
• Consulting with large and complex employer groups or national accounts.
• PREFERRED LICENSING: FLMI, CPCU, or CEBS.

Benefits

• 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 parental leave and adoption/surrogacy assistance
• An employee giving program that double matches your donations to eligible nonprofits and schools
• In addition to the competitive salary range below, our employee-focused benefits support work-life balance.

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