The Executive Benefits Regional Vice President (EB RVP) is accountable for driving premium growth and expanding market presence for John Hancock’s Executive Benefits solutions across our Western US territory. This role leads the development and execution of a disciplined business plan focused on cultivating new distribution relationships, deepening existing partnerships, and advancing complex, high-value sales opportunities.
Acting as a strategic partner to advisors, firms, and internal stakeholders, the EB RVP delivers consultative sales leadership and positions differentiated solutions—including Corporate-Owned Life Insurance (COLI), non-qualified benefit strategies, and Vitality-enabled Corporate Sponsored, Individually Owned (CSIO) offerings—to meet client and business objectives. The role is both a market builder and growth driver, requiring strong business development capabilities, customer-centricity, and the ability to scale a sustainable Executive Benefits franchise.
The position offers a sales based incentive with base salary and opportunities for performance bonuses bringing the all in target compensation to a range competitive in the industry.
Key Accountabilities
- Sales growth, pipeline management, and territory performance - Achieve or exceed premium, pipeline, and territory performance targets; manage and advance a robust sales pipeline; balance near-term production with long-term opportunity development.
- Business development and distribution relationship management - Build, expand, and deepen relationships with Executive Benefits advisors, firms, and key distribution partners; identify, source, and cultivate new distribution channels and production opportunities.
- Consultative solution positioning and advisor support - Position and differentiate John Hancock’s Executive Benefits solutions, including COLI, deferred compensation, and Vitality-enabled CSIO offerings; partner with advisors to design and advance sophisticated solutions for executive retention, wealth accumulation, and supplemental retirement strategies.
- Market education, insights, and thought leadership - Deliver in-market presentations and thought leadership to increase awareness, education, and adoption of Executive Benefits solutions; leverage competitive intelligence and market insights to strengthen sales positioning and win rates.
- Cross-functional partnership, feedback, and governance - Partner cross-functionally with Advanced Markets, National Accounts, Product, and Underwriting to deliver tailored solutions and enhance client outcomes; establish feedback loops to inform product development, pricing, and in-force management improvements; ensure all sales activities comply with regulatory requirements and internal policies.
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- Maintain and grow business with existing distribution partners through consistent engagement, service, and value delivery.
- Proactively identify and develop new sources of Executive Benefits production within the territory.
- Represent John Hancock in the marketplace as a subject matter expert and trusted Executive Benefits partner.
- Drive awareness and adoption of Vitality-enabled offerings within Executive Benefits strategies.
- Lead consultative sales conversations, supporting advisors in complex case development and closing strategies.
- Actively manage sales activity, pipeline, and performance metrics using CRM tools (e.g., Salesforce).
- Collaborate with peers to share market intelligence, client insights, and best practices across regions.
- Travel within the assigned territory to support advisor engagement and business development activities.
- Manage territory expenses in alignment with budget expectations.
Job Requirements
- Bachelor’s degree or equivalent experience.
- Minimum 5+ years of life insurance wholesaling, advanced sales, or Executive Benefits experience OR Demonstrated experience supporting or selling Executive Benefits solutions (e.g., COLI, non-qualified plans, employer-sponsored strategies).
- Proven track record of building relationships, advancing complex cases, and achieving sales targets.
- Strong understanding of accumulation-focused life insurance products (e.g., IUL, VUL) and advanced case design (preferred).
- FINRA Series 6 & 63 or Series 7, and appropriate state life and health licenses (or ability to obtain within required timeframes).
- Experience working with carriers, BGAs, or Executive Benefits consulting firms is an asset.
Competencies
- Customer Focus: Deep commitment to understanding client needs and delivering tailored, value-driven solutions.
- Business Development & Sales Acumen: Strong ability to generate opportunities, influence outcomes, and win in competitive environments.
- Consultative Selling: Applies strategic thinking to design and position sophisticated Executive Benefits solutions.
- Relationship Management: Builds trust and credibility with advisors, firms, and internal stakeholders.
- Strategic Thinking: Translates market insights into actionable territory strategies.
- Results Orientation: Demonstrates a strong drive to achieve goals and deliver measurable outcomes.
- Collaboration: Shares insights and partners effectively across teams and regions.
- Adaptability & Agility: Thrives in evolving environments, balancing build and scale priorities.
- Integrity & Compliance: Operates with professionalism and adheres to regulatory and organizational standards.
When you join our team:
- We’ll empower you to learn and grow the career you want.
- We’ll recognize and support you in a flexible environment where well-being and inclusion are more than just words.
- As part of our global team, we’ll support you in shaping the future you want to see.
LI-JH
The position offers a sales based incentive with base salary and opportunities for performance bonuses bringing the all in target compensation to a range competitive in the industry.
The role being advertised is an existing vacancy.
About Manulife and John Hancock
Manulife Financial Corporation is a leading international financial services provider, helping people make their decisions easier and lives better. To learn more about us, visit https://www.manulife.com/en/about/our-story.html.
Manulife is an Equal Opportunity Employer
At Manulife/John Hancock, we embrace our diversity. We strive to attract, develop and retain a workforce that is as diverse as the customers we serve and to foster an inclusive work environment that embraces the strength of cultures and individuals. We are committed to fair recruitment, retention, advancement and compensation, and we administer all of our practices and programs without discrimination on the basis of race, ancestry, place of origin, colour, ethnic origin, citizenship, religion or religious beliefs, creed, sex (including pregnancy and pregnancy-related conditions), sexual orientation, genetic characteristics, veteran status, gender identity, gender expression, age, marital status, family status, disability, or any other ground protected by applicable law.
It is our priority to remove barriers to provide equal access to employment. A Human Resources representative will work with applicants who request a reasonable accommodation during the application process. All information shared during the accommodation request process will be stored and used in a manner that is consistent with applicable laws and Manulife/John Hancock policies. To request a reasonable accommodation in the application process, contact hr@manulife.com.
Referenced Salary Location USA, California - Full Time Remote
Working Arrangement
Remote
Salary range is expected to be between $70,000.00 USD - $121,300.00 USD
Employees also have the opportunity to participate in incentive programs and earn incentive compensation tied to business and individual performance. The actual salary will vary depending on local market conditions, geography and relevant job-related factors such as knowledge, skills, qualifications, experience, and education/training. If you are applying for this role outside of the primary location, please contact hr@manulife.com for the salary range for your location.
Manulife/John Hancock offers eligible employees a wide array of customizable benefits, including health, dental, mental health, vision, short- and long-term disability, life and AD&D insurance coverage, adoption/surrogacy and wellness benefits, and employee/family assistance plans. We also offer eligible employees various retirement savings plans (including pension/401(k) savings plans and a global share ownership plan with employer matching contributions) and financial education and counseling resources. Our generous paid time off program in the U.S. includes up to 11 paid holidays, 3 personal days, 150 hours of vacation, and 40 hours of sick time (or more where required by law) each year, and we offer the full range of statutory leaves of absence.
We use data and analytics technologies, such as artificial intelligence (AI), and automated processing tools, to analyze and process the information you provide to us or third parties in the application process. For more information, please refer to our personal information collection statement.
Know Your Rights I Family & Medical Leave I Employee Polygraph Protection I Right to Work I E-Verify
Company: John Hancock Life Insurance Company (U.S.A.)
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