Sales Representative - Group Benefit Solutions (50 - 5,000)


Date: May 10, 2023

Location: Charlotte, NC, US

Company: New York Life Insurance Co

Location Designation: Hybrid 



When you join New York Life, you’re joining a company that values career development, collaboration, innovation, and inclusiveness. We want employees to feel proud about being part of a company that is committed to doing the right thing. You’ll have the opportunity to grow your career while developing personally and professionally through various resources and programs. New York Life is a relationship-based company and appreciates how both virtual and in-person interactions support our culture.





The Sales Representative role is a key part of our New York Life Group Benefit Solutions distribution organization that focuses on growth of the organization by developing highly productive producer relationships, selling new business and assisting with the persistency of our in force clients. The Sales Representative role sells group insurance products, including Life, Accident, Disability (STD and LTD) and Absence Management solutions to middle market (50-5000 lives) clients. In addition, the Sales Representative is responsible for partnering with other Field Office roles to drive proactive growth (upselling and cross selling) and the profitable retention of Inforce Clients. We are seeking a candidate that is a self-starter who likes building relationships and driving profitable sales results in a fast-paced environment. This role works out of the Charlotte field office.


Qualifications: The ideal candidate should possess:


  • High energy and self-motivation with a "sense of urgency" and a "take charge" attitude to develop quality business relationships with geographically assigned brokers and consultants to drive high quote activity and new business opportunities
  • Ability to partner internally with service partners and externally with brokers looking for growth opportunities and driving quote activity from inforce book
  • Ability to quarterback routine/moderately complex issues and willing to be assertive when necessary
  • Ability to navigate and develop relationships within a matrix organization (underwriting, service, implementation partners)
  • Demonstrates active listening and exceptional written and verbal communication skills
  • Excellent presentation skills
  • Proactively identify and present New Business and Inforce Client sales/growth opportunities; work with matrix partners to guide successful implementation
  • Ability to work independently and as a team player to achieve goals and objectives
  • Well organized and able to handle multiple tasks at once while prioritizing as needed
  • Be a local market resource that has in-depth knowledge of insurance coverages, products and staying abreast on industry updates/changes
  • Be accountable to deliver an exceptional client and broker sales experience
  • Acceptable driving record


Job Responsibilities: New Business Sales/Profitable Growth/Retention


  • Drive new business pipeline from geographically assigned brokers and consultants. This includes sourcing RFPs, working with internal underwriting partners to provide quotes, delivering proposals and product presentations to client/brokers
  • Meet or exceed annual business plan as measured by New Business premium and case count
  • Maintain prescribed monthly broker call activity and new business quote activity
  • Foster and expand deep broker and consultant relationships
  • Manage the new business sales process for Life, Accident, Disability and Absence Management products
  • Partner with internal service partners to develop strategies to ensure optimum upsell penetration
  • Foster and expand deep broker and consultant relationships
  • Partner with internal service partners to deliver profitable retention in order to hit annual goals
  • Deliver and participate in all aspects of renewal process including underwriting negotiations, renewal presentations and follow up renewal acceptances
  • Attend and participate in industry events to further expand knowledge and relationships
  • Maintaining compliance tracking in all appropriate systems as needed (quotes, calls, sales)


Other Job Duties


Participate in new hire trainings and ongoing upskill training

Be a resource, mentor, subject matter expert (internally/externally)

Participate in special projects and bring forward process improvements with enthusiasm and strong work ethic




Operates in a manner that promotes team success in conjunction with individual success

Be honest and respectful in all dealings with brokers/consultants and internal partners

Communicate effectively in ways that enhance productivity and builds respectful relationships



Role Competency


Customer Focus

Organizational Agility

Problem Solving



Interpersonal Savvy

Priority Setting


Qualifications/Education Required


Excellent communication (verbal and written), presentation, and interpersonal skills

5+ years of experience in a sales or related field strongly preferred

BA/BS Degree preferred

Life/Accident/Disability/Leave experience preferred

Valid Drivers License

Life and Health Insurance License preferred

Excellent MS Office skills

Ability to use and present technology/online tools effectively

Negotiation and influencing skills


Working Conditions


Ability to travel domestically/overnight up to 60% may be required

Base Pay + Incentive Comp

Location: Field Sales office (Charlotte, NC)






Please note: During calendar year 2022, New York Life agents and employees in businesses outside of Group Benefit Solutions are not eligible to be considered for positions within Group Benefit Solutions. Applications from New York Life agents and employees for Group Benefit Solutions positions are unable to be considered.



Salary range: 47,500 

Overtime eligible: Exempt 

Discretionary bonus eligible: No 

Sales bonus eligible: Yes 


This position is eligible for health and wellness benefits including but not limited to paid vacation, health care insurance and flexible spending accounts, 401K match, and tuition assistance/student loan repayment program.


Recognized as one of Fortune’s World’s Most Admired Companies, New York Life is committed to improving local communities through a culture of employee giving and volunteerism, supported by the Foundation. We're proud that due to our mutuality, we operate in the best interests of our policy owners. We invite you to bring your talents to New York Life, so we can continue to help families and businesses “Be Good At Life.” To learn more, please visit LinkedIn, our Newsroom and the Careers page of

Job Requisition ID: 87574






Nearest Major Market: Charlotte

Job Segment: Sales Rep, Social Media, Outside Sales, HR, Sales, Marketing, Human Resources