Regional Relationship Director

MarshBerry, a subsidiary of Lincoln International, is growing! We are seeking a Regional Relationship Director to join our team. We have a people-first, fast-paced, collaborative culture with plenty of opportunity for growth. MarshBerry has been successful in achieving growth objectives because of the trust our clients place in our talented team of professionals, and all MarshBerry colleagues play a critical role in directly or indirectly cultivating those trusted relationships. MarshBerry provides an environment where employees can learn, improve, and realize their career goals. We offer competitive benefits, hybrid work schedules, new challenges, and learning experiences.

Position Summary:

FirstChoice is currently seeking a Regional Relationship Director to join our growing team. The Regional Relationship Director is responsible for member engagement. They drive the growth and profitability of an assigned territory by developing and executing strategic sales initiatives that strengthen relationships with members, carrier partners, and strategic partners. This role is accountable for member retention, expanding membership, influencing organic growth, strategic planning, new member initiation & recruitment, onboarding new members, and driving profitable growth by identifying and developing aggregation opportunities within the territory.

This is a remote-based position. The ideal candidate will be located in either Maryland (Baltimore area preferably), Delaware, or southeastern Pennsylvania.

Serving as the primary relationship manager, the Regional Relationship Director leads member retention, cultivates strategic partnerships, and expands market presence through a consultative, team-selling approach.

Success in this role requires a proactive, relationship-driven leader who can identify growth opportunities, build trusted partnerships, and collaborate effectively with the Regional Vice President Regional Vice President and the Business Development Director and our internal teams to deliver sustainable growth.

Responsibilities:

• Proactively develops, cultivates, and maintains strong relationships with existing members to maximize retention and profitable growth.
• Serves as a trusted advisor and advocates for members by connecting them with relevant resources and solutions.
• Increases membership, revenue, and aggregated premium volume within the assigned territory.
• Owns and develops carrier relationships in the region.
• Collaborates with carrier representatives to build new relationships and strengthen partnerships while identifying joint growth opportunities, enhance member value, and consistently ask for introductions to generate qualified prospective member referrals.
• Plans and hosts regional member meetings annually.
• Builds and maintains a consistent opportunity pipeline of prospective members through prospecting, networking, referrals, and market intelligence.
• Collaborates with the Business Development Director and Regional Vice President to initiate new prospective members.
• Utilizes Salesforce to plan, log calls, meetings, and execute sales strategies.
• Assists member agents with technology, marketing, and educational opportunities and by connecting them with our Director of Technology and VP of Education.
• Provides a monthly newsletter/region update to members.
• Leads the strategic planning process for member agents in the assigned territory to include regular business reviews to identify evolving needs and uncover additional opportunities.
• Participates in team-selling environment with colleagues.
• Attends conferences, association meetings, and industry events to build brand awareness and develop relationships to generate leads and identify new partnership opportunities.
• Reports sales data & activities weekly to the Regional Vice President during 1:1’s.
• Participates in the new member onboarding process.
• Uncovers FirstChoice strategic partnership opportunities with our vendor resources and connect them with our Strategic Partnership VP.
• Stays abreast of industry trends and changes incorporating “proven practices” in the development of processes, services, and quality standards.
• Supports MarshBerry and individual branding with an active LinkedIn presence & contributing to MarshBerry and industry presentations.
• Other special projects, tasks or duties as assigned by Management.

Selection Criteria

Education & Experience:

• Bachelor's degree in Business Management, Risk Management, Finance, Marketing, Sales or another related field. MBA or master’s preferred.
• Insurance designations or licenses are a plus such as P&C license, CIC, CPCU.
• 7-10+ years of sales experience. A minimum of 5 years within the insurance industry.
• Proficient with technology including CRM, PowerBI, Word, Excel, Power Point. Salesforce experience is a plus.
• Demonstrated success growing a geographic territory through consultative sales, territory management, strategic planning, relationship management, recruiting, and business development.
• Strong relationships with agency owners within the territory.
• Experience working with associations and carrier partners with an in-depth knowledge of insurance carrier reporting.
• Self-motivated with excellent organization and time management skills.
• Strong networking, negotiation, presentation, & communication skills with demonstrated ability to develop executive-level relationships & influence decision makers.
• Experience presenting and writing content to be published is a plus.
• Ability to travel 30-40% of the time; includes overnight and weekend travel.
• Ability to work flexible and/or extended hours as needed.

Other:

• Confidentiality: Maintains confidentiality at all times with proprietary information as well as all internal and external communications.
• Team-oriented:  Positive and professional, able to show consideration for and maintain good working relations with coworkers; remains opens to others’ ideas and exhibits a willingness to try new things.
• Ability to multitask: Able to complete projects and responsibilities accurately according to required timelines and deadlines; possesses the capacity to work under pressure; demonstrates accuracy and thoroughness and monitors work to ensure quality.
• Self-motivated: Innovative self-starter with the ability to prioritize and make appropriate decisions with little guidance or instruction.
• Confident: Poised and acts in a confident manner to facilitate completion of a work assignment or to defend a position or idea.
• Open to feedback: Follows instructions, responds to management directions, and solicits feedback to improve performance.
• High ethics: Displays strong moral and ethical fortitude, prescribing to the values, standards, and policies of MarshBerry.

Working at MarshBerry

Who We Are:

MarshBerry is a global leader in investment banking and strategic consulting for the financial services industry. With over 40 years of experience, MarshBerry empowers firms in insurance brokerage & distribution, wealth advisory & retirement planning and accounting & tax practices to achieve long-term growth, maximize value, and navigate every stage of ownership. Core offerings include Investment Banking services such as Merger & Acquisition Advisory and Capital Raising, as well as Financial Consulting in Strategic Planning, Valuations, and Perpetuation Planning. MarshBerry also provides specialized support in Organic Growth Consulting, Executive Peer Exchange, Agency Network and Market Intelligence & Performance Benchmarking. For more information, visit www.MarshBerry.com.

What We Do:

MarshBerry provides consulting services in the financial services industry primarily to independent insurance agents, brokers and carriers, as well as wealth and retirement plan advisors. Our services include but are not limited to financial, operational, sales management, merger and acquisition advisory, an agency network, peer-to-peer exchange and information services. We are recognized in the financial services industry for providing innovative and customized solutions to our clients, with whom we build trusted advisor relationships. At MarshBerry, our mission is to help our clients learn, improve and realize their value. Our clients credit us for providing the vision, tools, and discipline to help them reach their strategic goals.

It’s one thing to be recognized as experts in our field, it is another to be noteworthy based on the sentiment and feedback of our team. MarshBerry has recently been awarded the following:

• North Coast 99
• Top Work Places – The Plain Dealer
• Best Companies Group - Inclusive Workplace
• Crain's Fast 50
• Healthy Business Council of Ohio Healthy Worksite

To learn more about MarshBerry, visit www.marshberry.com.

We appreciate your interest in MarshBerry. As an equal opportunity employer, your application will be considered with regard to all laws which prohibit discrimination because of race, color, sex, religion, national origin, age, disability, military status, and genetic information, and requirements to take affirmative action in the hiring of minorities, including women, veterans, and those individuals with disabilities.