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
Reputation as a best-in-class finalist presenter and consultative partner
Long-term franchise growth and market credibility in the Midwest
When You Join Our Team
We’ll empower you to learn and grow the career you want.
We’ll support flexibility, well-being, and inclusion—backed by action.
As part of our global team, you’ll help shape the future of retirement.
This posting supports an ongoing hiring initiative for existing and/or future vacancies.
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 [email protected].
Referenced Salary Location
USA, California - Full Time RemoteWorking Arrangement
Salary range is expected to be between
$100,000.00 USD - $175,000.00 USDEmployees 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 [email protected] 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.
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Company: John Hancock Life Insurance Company (U.S.A.)Originally posted on