Retirement & Wealth Sales Leader

Company:

Description:

Summary

This position is responsible for providing sales leadership within the Retirement & Wealth business line, aligning with the overarching sales leadership framework of MMA at both regional and national levels. A comprehensive understanding of the operational dynamics within this context is essential for achieving success. Performance will be evaluated based on the overall sales growth and progress of the Retirement & Wealth business line, both regionally and nationally.

Essential Responsibilities

The Retirement & Wealth Sales Leader plays a pivotal role in supporting the business line in a dual capacity, serving both the Northeast region and the national practice across other regions. The following outlines the responsibilities associated with these two primary functions.

Responsibilities for the Northeast Region include:

Work with Northeast Regional Chief Sales Officer, National Retirement Producer Development Coordinator and the Retirement & Wealth business leader to build, train and develop Retirement & Wealth producer talent.  In this role the Retirement & Wealth Sales Leader will have the following responsibilities:

• Recruit and actively participate (as needed) in producer interviews and hiring process
• Meet with investment hires (emerging producers) to see how they are progressing
• Work with newly ‘established’ producers through their validation and continue their support as needed to build their book to the “$1 million” and “$2 million” levels. 
• Work with sales managers to improve results of under-performers
• Lead monthly sales meetings to promote and share best practices with all producers
  • One meeting broadly for all Retirement & Wealth producers
  • One additional meeting for unvalidated producers
• Deliver sales results, through Accountability meetings, in key areas such as, but not limited to:
  • Pipeline/activity
  • New business
  • Velocity
  • Retention
  • Cross-sell and referrals
  • Self-generated business
• Establish annual sales goals for the Retirement & Wealth producers.
• Collaborate with regional Business Insurance (“BI”) and Employee Health & Benefit (“EH&B”) leaders to develop and rollout cross sell programs within the Northeast region. 
• Assist producers with specific new business opportunities (as needed)
• Conduct Cross-Sell Pipeline meetings with other Sales Leaders.
• Conduct Cross-Sell Opportunities with Business Leader
• Responsible for all offerings related to sales training for all producers within the organization:
  • Accelerate
  • Sales Transformation Process Integration
  • COI Development
  • Use of Salesforce
  • Presentation and Closing Skills
  • Learning Paths – updating and accountability
  • Sales Intern Program
  • New Producer Mentoring Program
• Responsible for ensuring Retirement & Wealth producers have proper training understanding of industry products and platforms, including the following:
  • Provider platform requirements and availability (i.e. NAV, Group Annuity Contracts, etc.)
  • Investment products (i.e. Mutual Fund, CIT, general account, spread products, etc.)

Responsibilities for the National practice include:

• Collaborate with National Retirement Producer Development Coordinator and regional Retirement & Wealth leaders to ensure the processes, playbooks, and other producer resources. are designed to support producers throughout the entire business line
• Recruit and actively participate (as needed) in producer interviews and hiring process
• Meet with investment hires (unvalidated producers) to see how they are progressing
• Work with sales managers to improve results of under-performers
• Lead monthly sales meetings to promote and share best practices with all producers
  • One meeting broadly for all Retirement & Wealth producers
  • One additional meeting for unvalidated producers
• Deliver sales results in key areas such as, but not limited to:
  • Pipeline/activity
  • New business
  • Velocity
  • Retention
  • Cross-sell and referrals
  • Self-generated business

Reporting

The Retirement & Wealth Sales Leader reports directly to the Northeast Chief Sales Officer and indirectly to the Retirement & Wealth National Practice Leader. The dual reporting is designed to reflect the dual nature of this unique role.

Key qualification

• Collaborative – drive sales performance through teamwork and fostering a culture of shared success
• Communicative – must be an outstanding communicator as well as a great listener, garnering cross-regional perspectives and buy-in to the business line and organizational sales culture
• Be a trusted resource – perceived by producers as an invaluable resource that is critical to their success.
• Proven track record – building and leading a sales program, inspiring and motivating producers to achieve greatness
• Appropriately licensed – Series 65 or Series 66

Benefits

The Retirement & Wealth Sales Leader will be a Northeast regional colleague and will participate in the regional employee benefits program(s).