This article was created in partnership with Co-operators.
In Canada’s competitive group benefits market, it's no longer just about having the right products. It’s about having the right people. At Co-operators, the strength of their solutions begins with the talent behind them. That’s why they launched an Account Executive (AE) Development Program, a robust internal initiative that demonstrates just how seriously Co-operators takes talent cultivation and leadership development. This program is more than just ‘employee training’, it’s a commitment to building a co-operative future rooted in integrity, inclusion, and shared purpose.
Designed to fast-track emerging talent into client-facing sales roles, the AE Development Program blends technical learning, business acumen and hands-on mentorship. Over the course of 18 months, participants are equipped with the knowledge, tools, and support to excel in group benefits underwriting, sales strategy, and client engagement. The goal? To emerge as qualified Account Executives capable of shaping meaningful partnerships.
“When we invest in our people, we’re also investing in our relationships with brokers and advisors,” says Sylvia Tran, Associate Vice President of Group Sales at Co-operators. “We know that developing knowledgeable, trusted professionals internally is key to being a reliable and effective partner in the market.”
The program is divided into two phases. In Phase one, participants build their foundation by learning the fundamentals of group benefits underwriting, quoting new business, pre-screening, product training and the dynamics of advisor segmentation.
In phase two, participants deepen their knowledge with a focus on sales strategy. They learn practical techniques like selling through insights to help win and retain business. Along the way, they gain real-world experience through field training, mentorship from senior leaders, and cross-team collaboration with underwriting, claims, and implementation.
“We’re giving them more than just technical skills,” Tran explains. “We’re helping them think critically, work collaboratively, and build lasting relationships that drive success.”
Graduates of the program emerge as capable Account Executives—professionals who not only understand the Co-operators product suite, but also know how to meet client needs, present customized benefit solutions, and build trust with partners.
According to Tran, it’s about ensuring that their sales team is equipped to deliver on Co-operators promise to advisors: consistent service, strategic support, and value-driven solutions.
“This is about raising the bar. Our brokers and advisors deserve to work with people who truly understand their world, who are proactive, and who can help them grow their business,” says Tran. “This program ensures our AEs are ready to do exactly that.”
Co-operators was founded to help Canadians build financial security. The AE Development Program continues this commitment by nurturing talent - not just for internal growth, but to better serve clients, advisors, and the communities they support.
The program is also a reflection of Co-operators broader philosophy: that people are at the heart of sustainable success. By investing in professional development from within, they are creating a pipeline of future leaders who are deeply aligned with its purpose.
“We’re building tomorrow’s leaders today,” Tran says. “And we’re doing it in a way that benefits our partners.”
In an industry where client expectations are shifting and broker partnerships are becoming more strategic, programs like this offer a clear path forward. By investing in their people, Co-operators is showing how carriers can support their clients and grow alongside them.
For brokers and advisors seeking a carrier whose investment in people mirrors their investment in clients, Co-operators stands apart—not just as a provider, but as a partner committed to growing together.
