Senior Sales Representative


Posting Date: May 29, 2024

Location: Walnut Creek, CA, US

Company: New York Life Insurance Co

Location Designation: Hybrid - 3 days per week 



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 Senior 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 Senior 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 Senior 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.

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 & 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
  • Informing
  • Perseverance
  • 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 (Walnut Creek, CA)

#LI - EM1




Salary range: $150,000 - $190,000 (Base + Sales Incentive) 

Overtime eligible: Exempt 

Discretionary bonus eligible: No 

Sales bonus eligible: Yes 


Click here to learn more about our benefits. Starting salary is dependent upon several factors including previous work experience, specific industry experience, and/or skills required.


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: 89678






Nearest Major Market: San Francisco
Nearest Secondary Market: Oakland

Job Segment: Sales Rep, Social Media, Pre-Sales, RFP, Sales, Marketing