Keystone Advisors Overview

At Keystone Advisors (Keystone) we partner with top insurers to help clients find essential health coverage in 48 states. We provide individuals, families, and businesses with health, dental, vision options, and Medicare options including Medicare Advantage, Medicare Supplement Insurance, and Prescription Drug Part D plans.

We are experts in the health insurance market and relentlessly pursue and define our standards of performance. Our team gives their best to match our clients’ needs. We are proud of helping thousands of Americans to find peace of mind and economic stability. Even though many things have changed throughout the decades, one thing remains the same: We are the key to finding the right health plan for you.

Job Purpose

The Vice President of Sales is an integral member of the Keystone Executive Leadership Team (ELT). Reporting directly to the President, this position is responsible for the strategic leadership of sales, marketing, and business development functions. The VP of Sales position is accountable for achievement of annual sales and retention goals and maintaining & developing key carrier and external partner relationships. In concert with the President, this position will be the external face of the organization in the tactical and strategic management of key relationships for purposes of achieving top-line revenue growth & retention.

Duties and Responsibilities

  • Participates as a member of the ELT in establishing vision, strategic direction, and operational and financial performance goals
  • Supports the organization’s mission, vision, and values by exhibiting the following behaviors: entrepreneurial spirit, innovation, responsiveness, challenging the status quo, effective collaboration, evidence-based decision-making, and resilience
  • Superior performance includes at a minimum, demonstration of the following competencies: leadership, persuasion, analyze relevant data sets, client focus, results-driven, and quality decision making
  • Develops and successfully implements a sales distribution, agency engagement, and marketing strategy that drives long-term growth and profitability
  • Hire, develop and maintain a high-performing team through mentorship, coaching, and training
  • Effectively leverage data & analytics-driven decision-making to grow business and capitalize on market opportunities
  • Oversee and lead sales, marketing, and business development team, implement enhanced policies and procedures in day-to-day operations, and continuously improve efficiencies and effectiveness in sales system to increase revenue
  • Instruct, train, lead and measure results of key agencies’ performance to mirror that of Keystone’s performance and standards of excellence and effectiveness
  • Implements effective measurement and tracking of all agency compensation campaigns
  • Establish and nurture meaningful relationships with key agency personnel, driving mutually beneficial results
  • Identifies and participates in key industry events to promote our brand and develop key relationships
  • Takes an innovative and entrepreneurial approach to identifying and developing new business opportunities, sales strategies, customer service, and engagement strategies
  • Identify and track competitor offerings, emerging issues, and market trends impacting profitability and strategies
  • Conducts market needs analyses among potential new business sectors to identify strategies for long-term growth and development
  • Effectively communicate key metrics and strategic information to leaders and staff in a timely and efficient manner

Skills and Qualifications

  • Demonstrated track record in the insurance industry, preferably including first-hand knowledge of Medicare Advantage and Individual Marketplace. Non-standard experience is not required but is a plus
  • 10+ years of directly related progressively responsible, sales & marketing experience
  • Successful management of a sales staff of 5+ over a period of 3+ years
  • Experience with agency CRM systems for effective lead management required
  • Position requires superior sales, communication, collaboration, influence management and analytical skills
  • Dynamic and engaging critical thinking, ability to see “the art of the possible” and think out of the box
  • Strong work ethic and drive to excel
  • Rallies when facing changes in the marketplace and helps the team capitalize on the opportunities
  • Proven experience in recruiting and managing outside agencies and external partners
  • Experience working effectively with independent agents, industry leaders, associates, and senior leaders
  • Strong interpersonal skills, business acumen, and sound business judgment and be capable of effectively communicating with a diverse range of individuals and teams
  • Time management skills to organize tasks and finish them on time
  • Strong aptitude for analyzing and translating data
  • Successful experience in areas of strategic planning and marketing, business and market development, market research, and planning in lines of insurance
  • A strong grasp on technology trends in the insurance industry to capitalize on trends is required

Qualifications

    • Bachelor’s degree required.
    • MBA and/or advanced degree and/or insurance designation are preferred