External Wholesaler, MMSD Annuity Distribution - Southern California

The Opportunity

We’re growing and our clients deserve the best. We are building a dynamic team of external wholesalers to drive the sales of Mass Mutual’s Annuity Distribution to third party distributors. We are looking for a dynamic External Annuity Wholesaler. In this role you will build and grow relationships across our channel with Banks, Credit Unions, Wirehouse, National/Regional Broker Dealers, and Independent Broker Dealers in Pac Northwest.

You will possess an entrepreneurial spirit, while striving for excellence. You will be responsible for territory production in partnership with an internal wholesaler, drive financial professional annuity penetration rates, and promote diversity of products sold through third-party distributors. You will have a strong desire to broaden financial wellness in a learning environment while providing education to communities throughout the assigned territory.

We have assembled a team of industry leading professionals making up our internal sales, key account management, advanced sales, and sales enablement & marketing teams. The team has a track record of focusing on the customer, collaboration and achieving sales results. The team is entrepreneurial in spirit and doesn’t back away from a challenge. The team has built a great sense of community and desire to execute since the MMSD division was established in 2021.

As the External Wholesaler, MMSD Annuity Distribution, key responsibilities & competencies include:

• Proactively develop, maintain, and grow annuity sales relationships with financial professionals of the Territory through ongoing financial professional profiling, continual relationship-building, and refining and refreshing financial professional base. This is done via in-person and virtual meetings, while documenting activities in Salesforce.
• Execute on specific territory sales goals, activity expectations, and territory management with banks, credit unions, wirehouse, national/regional broker dealers, and independent broker dealers to maximize opportunities.
• Develop and execute a strategic territory business plan, coordinate linkage between segmentation strategy and zones/rotation execution to drive top line revenue and sales results. Complete minimum of 20 in-person meetings per week.
• Deep understanding and knowledge of annuity products, positioning, associated riders, and sales concepts while gaining industry knowledge and insights on market trends, demonstrate understanding of the annuity industry and competitive landscape. Subject Matter Expert for MMSD Annuity products and positioning, be viewed as a resource for financial professionals for competitive situations.
• Understand the selling process, including questioning techniques to discover and confirm client needs, strong listening skills, acknowledging of client questions, concerns, and overcoming objections. Demonstrate proficiency of sales presentations skills, both virtual and in person, demonstrate advanced presentation skills for variety size of audience, ability to present with a high degree of audience participation and buy-in. Possess experience with a variety of presentation medium (Zoom, PowerPoint, etc.).
• Communicate confidently with your customer base to drive sales in partnership with your territory’s internal wholesaler, speak & present ideas effectively, communicating in person, virtually, in writing, phone, e-mail, and other methods, possess effective conflict resolution.
• Optimize time management by prioritizing high-value tasks, streamlining communications with financial professionals and team members, while managing utilization and allocation of resources appropriately and efficiently.
• Be trustworthy, adhere to high ethical standards, adhere to the letter and spirit of applicable laws, rules, regulations, and company policies. Ability to be seen as trusted and valued business partner. Lead by example and inspire trust.
• Effectively partner with internal wholesaler, new business, key account manager team, and relationship management team on escalations/prioritizations in territory to achieve goals.
• Travel- up to 90% Travel required, manage travel & expense…