Regional Vice President, Mid-Large Segment (Pacific)

The Regional Vice President (RVP), Retirement Sales (Mid-Large Market) is a senior, outward-facing sales leader responsible for owning and growing a Mid-Large Market retirement franchise across the Pacific. This role serves as the strategic quarterback for advisor relationships, opportunity prioritization, and Manulife John Hancock’s reputation in the $50M+ retirement plan segment.

Covering a defined Pacific territory, the RVP partners with top-tier retirement plan advisors, consultants, and third-party administrators to deliver consultative, ERISA-focused solutions across defined contribution, defined benefit, and non-qualified plans. The RVP drives new business through disciplined territory management, elite advisor segmentation, consistent RFP and finalist execution, and executive-level storytelling.

This role offers meaningful impact, broad visibility, and the opportunity to build a market-leading retirement franchise while advancing Manulife John Hancock’s mission of helping people confidently save and invest for retirement.

Key Responsibilities:

Territory & Business Leadership

• Own and lead the Mid-Large Market retirement franchise across the Pacific, including Washington, Oregon, Nevada and California, with a primary focus on corporate plans $50M+ in assets.

• Develop and execute a comprehensive territory strategy aligned to new sales growth, advisor prioritization, and long-term franchise value.

Consultative & Advisor-Centric Selling

• Deliver a best-in-class consultative sales experience by deeply understanding advisor business models, growth objectives, competitive preferences, and client needs.

• Translate advisor insight and competitive intelligence into tailored retirement solutions that differentiate Manulife John Hancock’s products, people, and platform.

Elite Advisor Segmentation & Relationship Management

• Build, execute, and maintain an Elite Advisor Segmentation strategy focused on the Top retirement plan advisors in the territory

• Drive consistent recency, relevance, and relationship depth through intentional in-person meetings, virtual meetings, and live calls.

• Establish executive presence and credibility with advisors, plan sponsors, trustees, and investment committees.

Industry, Product, & Competitive Expertise

• Maintain deep, current expertise in:
  • ERISA and fiduciary considerations
  • DC, DB, and non-qualified plan design
  • Investments and pricing structures

• Act as a student of the business, staying current on industry trends, regulatory developments, and competitor positioning to proactively create opportunity.

RFP, Finalist, & Deal Execution Excellence

• Lead full sales preparation and execution for RFPs and finalist presentations, including:
  • Opportunity prioritization
  • Competitive and plan-level analysis
  • Win strategy development
  • Executive-level finalist storytelling

• Deliver consistent, high-impact finalist presentations that clearly articulate Manulife John Hancock’s differentiated value—globally, strategically, and deal-specifically.

• Negotiate effectively, holding margin and using pricing levers appropriately to arrive at a mutually beneficial decision.

Collaboration & Centers of Influence

• Partner closely with internal and external centers of influence, including retirement plan advisors, TPAs, DCIOs, internal leadership, Relationship Managers, Sales Desk, Operations, Implementation, Marketing, and Communications

Operational Discipline & Technology

• Execute with strong organization, preparation, and follow-through, leveraging Salesforce and other tools to manage pipeline, track advisor intelligence, and drive outcomes.

Required Qualifications

• Bachelor’s degree

• 10+ years of experience in retirement plans or financial services
• 10+ years of proven success in one or more of the following:
  • External retirement plan sales
  • Relationship management
  • ERISA consulting
  • Communications, operations, or implementation

• Active and maintained licenses (Life Insurance and Series 6 or equivalent)

• Ability to travel up to 80%

Preferred Qualifications

• Deep knowledge of ERISA regulations and qualified (DC/DB) and non-qualified plan design

• Strong financial acumen applied to pricing strategy and value-based selling

• Demonstrated success selling in complex, multi-decision-maker environments

• Executive-level presentation, storytelling, and finalist leadership capabilities

• Advanced analytical and problem-solving skills, including interpretation of plan documents, SPDs, and disclosures

• Proven ability to influence across advisors, consultants, plan sponsors, committees, and internal partners

• Track record of disciplined territory management and repeat advisor business

• Commitment to building a culture of trust, accountability, and elite performance

What Success Looks Like

• Consistent RFP and finalist presentation activity with top-tier advisors

• New plan wins and repeat business from elite advisors year over year

• Strong advisor loyalty and advocacy

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