Western ESOP Regional Sales Director

Job Description

Job Description

Description:

Where Technical Expertise Meets Purpose-Driven Impact  

Build your career while helping people build a stronger financial future.

At Blue Ridge Associates, the work we do has a meaningful impact. We help companies provide retirement and employee ownership benefits that give people the opportunity to build wealth, plan for the future, and take greater ownership of their financial lives.

Through Employee Stock Ownership Plan (ESOP) Administration and Retirement Plan Services (RPS), we combine deep technical expertise with a genuine commitment to our clients and the people they serve. Our team supports companies across the country with complex retirement plan administration, compliance, and consulting services—helping make these important benefits work better for employers and their employees.

What makes Blue Ridge special is our people. We’re a team of professionals who value collaboration, expertise, continuous improvement, and doing work that matters. Whether working remotely or from one of our offices, our employees work together to solve complex problems, support our clients, and make a difference in the financial futures of millions of participants.

About Blue Ridge Associates

Blue Ridge Associates is a leading professional services firm specializing in third-party administration of Employee Stock Ownership Plans (ESOPs) and retirement plans, including 401(k), 403(b), cash balance, pension, and other qualified retirement plans.

Our client base spans the country, while our teams are located internationally across seven offices in the United States and two offices abroad, including Charlottesville, VA; Columbia, MD; Columbus, OH; Monrovia, CA; Riverside, CA; Maple Grove, MN; and Baxter, MN , as well as remote locations.

At Blue Ridge, you’ll have the opportunity to build your expertise, collaborate with talented professionals, and be part of a growing organization whose work helps people build financial security and share in the success of the companies they work for.

Join us in doing work that matters.

That’s Where You Come in as a Western ESOP Regional Sales Director 

The Regional Sales Director is responsible for driving new business sales of ESOP consulting and administration services. This role focuses on developing and expanding relationships with advisors, intermediaries, and key centers of influence including attorneys and accountants. The position requires educating prospective clients, presenting service offerings, and effectively selling the organization’s capabilities. The ideal candidate must reside in the Western U.S. and have strong familiarity with the West Coast market.

Essential Functions

Business Development & Sales Execution

• Develop and expand relationships with advisors, intermediaries, attorneys, and accountant centers of influence within the West Coast region.

• Build and maintain a strong network to generate new sales leads and opportunities specific to the Western U.S. market.

• Identify client needs and recommend appropriate ESOP consulting and administration solutions.
• Deliver presentations and demonstrations highlighting the value and functionality of services.
• Execute sales strategies to meet or exceed revenue and territory targets.

Client Relationship Management

· Maintain ongoing communication with customers to ensure satisfaction and long-term engagement.

· Resolve post-sale issues and ensure a smooth client experience.

· Re-engage existing and past clients by sharing new services, enhancements, and opportunities.

Sales Operations & Reporting

· Maintain detailed records of sales activities including calls, opportunities, wins, and losses.

· Track and document customer interactions and relationship developments.

· Provide regular territory forecasts and pipeline updates to leadership.

· Perform additional duties as assigned to support sales objectives.

Requirements:

Skills & Abilities

• Excellent interpersonal and customer relationship skills.
• Strong sales, negotiation, and closing capabilities.
• High level of organization with strong attention to detail.
• Analytical and problem-solving skills.
• Ability to work effectively in a fast-paced and sometimes high-pressure environment.
• Proficiency in Microsoft Office Suite or similar tools.

Education & Experience

• Bachelor’s degree in Business or related field preferred.
• Required : Direct ESOP (Employee Stock Ownership Plan) sales, consulting, administration, or related industry experience with a strong understanding of ESOP plan design, implementation, and ongoing services.
• Preferred: Minimum of 3 years of outside sales experience, including business development, prospecting, and relationship management.

• Demonstrated success in cold calling HR and Finance executives.
• Experience working with advisors, intermediaries, attorneys, and accountants as referral sources. 

· Strong familiarity with and established network within the West Coast market preferred.

· Strong presentation and communication skills.

· Willingness and ability to learn new systems and tools as needed.

Work Environment

• Remote work environment within the Western U.S. with frequent external client engagement.
• Fast-paced, sales-driven environment requiring proactive outreach and relationship management.

Travel

• Regular travel is required to support client meetings, relationship development, and business growth initiatives.

Why You’ll Love Working Here as a Regional Sales Director - West Coast

You’ll join a company that values hard work, supports each other, and believes in doing work that matters.

We offer:

• Competitive salary & comprehensive benefits (medical, dental, vision, life, disability)
• 401(k) with company match + HSA with company contribution
• Generous PTO for parental leave, vacation, and holiday time
• Support for certifications, association dues, and professional development
• A collaborative and inclusive company culture: happy hours, social events, employee-led committees, and volunteer opportunities

Join Us as We Build Wealth for Generations

Everything we do is driven by our vision. We see a future where more people achieve financial independence, enjoy meaningful retirement, and leave a legacy.

We live by our values every day:

• Precision – Accurate records, timely and error-free service
• Efficacy – Ensuring compliance and guiding clients toward retirement readiness
• Advocacy – Supporting regulatory changes that benefit employers and employees
• Collaboration – Trusted partners to clients, advisors, and teammates
• Excellence – Proactive, personalized, high-touch service in all we do

This is more than a job. It’s your chance to create lasting impact — for your career, for your clients, and for the people whose futures you work to shape every day.

Compensation

Blue Ridge is committed to equal pay and pay transparency. The anticipated base salary hiring range for this position is $75,000–$90,000 annually . This position is also eligible for commission earnings pursuant to the terms of the Company's sales incentive plan, with anticipated on-target earnings (OTE) of $180,000 + annually . Compensation may vary based on geographic location, relevant experience, education and training, key skills, internal equity, and business needs.

Equal Opportunity Employer

Must be authorized to work in the US.