The Standard
Captive Sales Strategist - American Heritage
The Standard, Trenton, New Jersey, United States
Overview
Captive Sales Strategist - Employee Benefits role at The Standard. The next part of your journey is right around the corner — with The Standard. A genuine desire to make a difference in the lives of others is the foundation for everything we do. We have a customer-first mindset and a focus on building strong teams, operating with excellence, and delivering innovative solutions for our customers. The Standard is hiring and we’re looking for a Captive Sales Strategist. This position is accountable for establishing, leading, and scaling the company’s captive practice as a strategic growth engine within the voluntary benefits portfolio. You will define market strategy, build internal and external expertise, and drive the integration of captive solutions across distribution, underwriting, and client engagement. You will partner with executives, consultants, brokers, and internal stakeholders to influence adoption of captive solutions and position the organization as a market leader. Responsibilities
Market & Practice Strategy. Define and execute the overall business strategy for captive, ensuring alignment with corporate objectives. Establish the roadmap for scaling the captive portfolio into a material revenue stream ($10M+). Monitor market trends, competitor activity, and regulatory changes to refine practice positioning. Product & Pricing Leadership. Lead the design and implementation of pricing strategies and profitability measures for large and complex risks. Collaborate with actuarial, underwriting, and finance to ensure products remain competitive while meeting margin targets. Guide innovation and evolution of captive product offerings. Thought Leadership & Stakeholder Influence. Serve as the internal and external subject matter expert on captive solutions. Represent the company at industry events, with brokers, consultants, and thought leadership forums. Partner with sales leadership and National Account teams to embed practice expertise into market pursuits. Client & Distribution Consultation. Provide consultative expertise to top-tier clients, brokers, and consultants on when and how to leverage captive models. Influence distribution strategy by integrating captive into broader voluntary sales channels. Ability to work remotely within the United States. Ability to travel throughout the US several times per month as a requirement of the role. Prior sales or relationship management experience, with a focus on employee benefits, is a requirement. Life & health licensing is a requirement. Qualifications
EDUCATION: Bachelor’s degree in Business, Finance, Risk Management, or related field. Master’s degree preferred. EXPERIENCE: Minimum 8–10 years of experience in sales or relationship management, with a focus on life insurance, employee benefits, or financial risk management. Proven track record in thought leadership, product development, or strategic business management. Prefer experience building or managing captive insurance programs. Consulting with large and complex employer groups or national accounts. LICENSING: Active life & health license. PREFERRED LICENSING: FLMI, CPCU, or CEBS. TRAVEL: Must be able to travel throughout the United States several times per month. Why Join The Standard?
A rich benefits package including medical, dental, vision and a 401(k) plan with matching company contributions An annual incentive bonus plan Generous paid time off including 11 holidays, 2 wellness days, and 8 volunteer hours annually — PTO increases with tenure A supportive, responsive management approach and opportunities for career growth and advancement Paid parental leave and adoption/surrogacy assistance An employee giving program that double matches your donations to eligible nonprofits and schools Compensation
Salary Range: Total compensation range: $200k - $300k+ Equal Opportunity
Standard Insurance Company, The Standard Life Insurance Company of New York, Standard Retirement Services, Inc., StanCorp Mortgage Investors, LLC, StanCorp Investment Advisers, Inc., and American Heritage Life Insurance Company and American Heritage Service Company, marketed as The Standard, are Affirmative Action/Equal Opportunity employers. All qualified applicants will receive consideration for employment without regard to race, religion, color, sex, national origin, gender identity, sexual orientation, age, disability or veteran status or any other condition protected by federal, state or local law. The Standard requires a criminal background investigation and employment, education and licensing verification as a condition of employment. All employees of The Standard must be bondable.
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Captive Sales Strategist - Employee Benefits role at The Standard. The next part of your journey is right around the corner — with The Standard. A genuine desire to make a difference in the lives of others is the foundation for everything we do. We have a customer-first mindset and a focus on building strong teams, operating with excellence, and delivering innovative solutions for our customers. The Standard is hiring and we’re looking for a Captive Sales Strategist. This position is accountable for establishing, leading, and scaling the company’s captive practice as a strategic growth engine within the voluntary benefits portfolio. You will define market strategy, build internal and external expertise, and drive the integration of captive solutions across distribution, underwriting, and client engagement. You will partner with executives, consultants, brokers, and internal stakeholders to influence adoption of captive solutions and position the organization as a market leader. Responsibilities
Market & Practice Strategy. Define and execute the overall business strategy for captive, ensuring alignment with corporate objectives. Establish the roadmap for scaling the captive portfolio into a material revenue stream ($10M+). Monitor market trends, competitor activity, and regulatory changes to refine practice positioning. Product & Pricing Leadership. Lead the design and implementation of pricing strategies and profitability measures for large and complex risks. Collaborate with actuarial, underwriting, and finance to ensure products remain competitive while meeting margin targets. Guide innovation and evolution of captive product offerings. Thought Leadership & Stakeholder Influence. Serve as the internal and external subject matter expert on captive solutions. Represent the company at industry events, with brokers, consultants, and thought leadership forums. Partner with sales leadership and National Account teams to embed practice expertise into market pursuits. Client & Distribution Consultation. Provide consultative expertise to top-tier clients, brokers, and consultants on when and how to leverage captive models. Influence distribution strategy by integrating captive into broader voluntary sales channels. Ability to work remotely within the United States. Ability to travel throughout the US several times per month as a requirement of the role. Prior sales or relationship management experience, with a focus on employee benefits, is a requirement. Life & health licensing is a requirement. Qualifications
EDUCATION: Bachelor’s degree in Business, Finance, Risk Management, or related field. Master’s degree preferred. EXPERIENCE: Minimum 8–10 years of experience in sales or relationship management, with a focus on life insurance, employee benefits, or financial risk management. Proven track record in thought leadership, product development, or strategic business management. Prefer experience building or managing captive insurance programs. Consulting with large and complex employer groups or national accounts. LICENSING: Active life & health license. PREFERRED LICENSING: FLMI, CPCU, or CEBS. TRAVEL: Must be able to travel throughout the United States several times per month. Why Join The Standard?
A rich benefits package including medical, dental, vision and a 401(k) plan with matching company contributions An annual incentive bonus plan Generous paid time off including 11 holidays, 2 wellness days, and 8 volunteer hours annually — PTO increases with tenure A supportive, responsive management approach and opportunities for career growth and advancement Paid parental leave and adoption/surrogacy assistance An employee giving program that double matches your donations to eligible nonprofits and schools Compensation
Salary Range: Total compensation range: $200k - $300k+ Equal Opportunity
Standard Insurance Company, The Standard Life Insurance Company of New York, Standard Retirement Services, Inc., StanCorp Mortgage Investors, LLC, StanCorp Investment Advisers, Inc., and American Heritage Life Insurance Company and American Heritage Service Company, marketed as The Standard, are Affirmative Action/Equal Opportunity employers. All qualified applicants will receive consideration for employment without regard to race, religion, color, sex, national origin, gender identity, sexual orientation, age, disability or veteran status or any other condition protected by federal, state or local law. The Standard requires a criminal background investigation and employment, education and licensing verification as a condition of employment. All employees of The Standard must be bondable.
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