Internal Wholesaler

At American Equity we offer leading annuity products that help empower our clients to fulfill their needs and wants in retirement. Our success comes from hiring high-energy individuals who embody the beliefs that drive our unique culture. We currently fund over half a million retirements nationwide, and have been headquartered in West Des Moines, Iowa, for over twenty-five years with satellite offices in Charlotte, NC and New York, NY.

GENERAL PURPOSE OF THE JOB:  

The Internal Wholesaler is responsible for developing, implementing and supporting Sales and Marketing strategies within established sales territory to promote and increase sales of American Equity Life (AEL) annuity products.  The incumbent manages sales territory in conjunction with the Regional Sales Manager based on the requirements established by American Equity. Work requires independent judgment and discretion in managing targeted relationships with business partners and driving sales.

ESSENTIAL DUTIES AND RESPONSIBILITIES:

• Partners with Regional Sales Manager covering the same territory to identify and develop relationships with targeted Insurance Marketing Organizations (IMO) and independent insurance agents to successfully market and sell American Equity annuity products.
• In conjunction with Sales management and Regional Sales Manager, develops sales goals and marketing plans to grow sales, marketer share and increase visibility for AEL.
• Pursues and cultivates business relationships, partnerships, and alliances internally, externally, and virtually through various networks and organizations.
• Conducts proactive telephone sales presentations to external sales partners highlighting the AEL products and values proposition. Creates talking points and agendas to utilize along with key selling points.
• Uses agent and firm intelligence to pivot, cross-sell, and open new opportunities for American Equity strategies and products.
• Identifies and executes opportunities to use American Equity strategies to help external business partners grow their business.
• Maintains a thorough working knowledge of AEL products, strategies, systems, processes, and technologies.
• Applies product expertise to efficiently win and effectively execute opportunities.
• Manages time and productivity, creates operating efficiencies, and leverages existing systems.
• Consistently expands the producer base by engaging both new and past business relationships.
• Effectively probes to uncover the business goals external business partners have and interpret how we fit in; and what we can offer to drive sales and assets and build relationships with advisors through defined territory plan and established sales process.
• Creates plans for presenting AEL products and offerings to support external business partners in meeting their business needs, remaining flexible in discovering more about their business and where our products can support their needs and determine what is appropriate to offer.
• Executes consistent follow up with external business partners to advance the sales process and deepen relationships including; follow up sales calls, problem resolutions, thank you calls and providing illustrations and necessary paperwork.
• Navigates the organization to provide problem resolution assistance to external business partners within the territory. This includes providing a high level of customer service and leveraging resources to make recommendations and guide selection of final resolution. Communicated resolution to external business partners.
• Generates ideas and helps create content of emails and messaging to external business partners.
• Trains in small and large group settings on American Equity products and value proposition through in-person and virtual meetings.
• Periodically travels to business conference where small and large audience presentations may be required.
• Performs other related work as assigned.

SUPERVISORY RESPONSIBILITIES:

Direct Reports: 0

General Description of Indirect Reports (2 and 3-downs):  0

EDUCATION AND/OR EXPERIENCE:  

• Bachelor’s degree in Business, Marketing or other related field of study; or a minimum of 4 years of related experience; or equivalent combination of education and experience.
• Experience work in the life insurance industry and/or sales experience preferred.

CERTIFICATES, LICENSES, PROFESSIONAL DESIGNATIONS:

• Must possess a valid Driver’s License and be insurable.
• Retirement Income Certified Professional (RICP) designation preferred.

KNOWLEDGE, SKILLS AND ABILITIES:

• Effective public speaking ability along with the ability to answer open ended questions in front of an audience; ability to demonstrate knowledge and successfully conduct on-on-one conversations.
• Strong interpersonal and relationship building skills to allow for collaborative work effort.
• Demonstrated success in developing and executing sales plans.
• Knowledge of retirement products.
• Ability to interact with all levels of internal and external resources, vendors as well as other departments.
• Strong problem-solving abilities.
• Professional maturity to effectively interface with financial advisors.
• Strong organizational skills with ability to multi task and manage territory.
• Strong customer service orientation.
• Effective verbal and written communication skills.
• Mathematical skills and strong attention to detail.
• Proficient in the use of Microsoft Office Suite.
• Ability to write reports, business correspondence, and procedure manuals.
• Ability to effectively present information and respond to questions.
• Ability to read, analyze, and interpret general business periodicals, professional journals and technical/operational procedures.
• Ability to define problems, collect data, establish facts, and draw valid conclusions.
• Ability to solve practical problems and deal with a variety of concrete variables in situations where only limited standardization exists.
• Ability to successfully handle pressure and meet deadlines in a fast-paced work environment.
• Must work cooperatively and successfully with employees, customers, and other outside third parties.
• Requires ability to travel up to 10% at most.
• Ability to maintain valid driver’s license.

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