Internal Wholesaler

The Opportunity

We’re growing and our clients deserve the best. We are building a dynamic team of Internal Wholesalers to drive the sales of MassMutual’s Annuity Distribution to third party distributors. We are looking for an internal annuity wholesaler to support an assigned territory. 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. You will be responsible for territory production in partnership with the external wholesaler, penetration rates, and diversity of products sold through third-party distributors. You will have a strong desire to broaden financial wellness and education to communities throughout the country.

The Team

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.

The Minimum Qualifications

• Bachelor’s Degree or 4+ years work experience in the insurance or financial services industry

• 2+ years' working experience; inclusive of at least 1+ years' experience with annuity or   investment   solutions in the insurance/financial services industry and/or within financial institutions (banks, credit unions, wires, broker dealers)

• FINRA Series 6 at time of application or must obtain within 180 days of hire

• State Securities License Series 63 license at time of application or must obtain within 180 days of hire

• State Life & Health License at time of application or must obtain within 180 days of hire

The Ideal Qualifications

• Bachelor's degree

• 3+ years’ experience of sales or sales support experience with annuity products

• FINRA Series 6 at time of application

• State Securities License Series 63 license at time of application

• State Life & Health at time of application

• Possess excellent oral and written communication skills, interpersonal and customer service skills

• Possess excellent speaking skills and presentation skills to groups of varying sizes in virtual forum

• Well-established self-management skills, e.g., territory management, time management, prioritization, managing internal & external relationships

• Extensive knowledge about annuity products (fixed, income, variable annuities), practices, trends and information affecting the business and organization

• Experience working with financial institutions (banks, credit unions, wirehouse, national/regional broker dealers, and independent broker-dealers

Compensation: $55 - 70K base salary range, plus sales-based incentive opportunity resulting in total target compensation package of $75K-100K

The Impact

As the Internal Wholesaler key responsibilities include:

• Proactively contact & consult with our financial professionals across our channel with banks, credit unions, wirehouse, national/regional broker dealers, and independent broker dealers on pre-and-post-sale annuity product support, respond to all inquiries from financial professionals and partners. 

• Proactively contact & respond to inquiries from our distribution partners and financial professionals on products, sales designs/concepts, and product positioning. 

• Execute on specific activity expectations and territory management professionals across our channel with banks, credit unions, wirehouse, national/regional broker dealers, and independent broker dealers to maximize opportunities and grow sales.

• Communicate confidently with your customer base and drive sales in partnership with your territory’s External Wholesaler, speak & present ideas effectively, communicate in person, in writing, phone, e-mail, and other methods, and effective conflict resolution.

• Build your 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.

• Develop and maintain strong business relationships with key distributors to help meet sales goals and collaborate with various internal departments to insure proper processing of business.

• Demonstrate strong people skills, inspire trust, foster open communication, and work collaboratively.

• Manage own time and time with external wholesaler partner, manage utilization and allocation of resources appropriately, daily activity planning and territory management skills, daily planning communications in concert with external wholesaler with agreed upon actions steps, understanding and ability to partner with external wholesaler on zones/rotations, directed call campaigns, and segmentation execution.

• Demonstrate ability to use software tools including Salesforce, Outlook, PowerPoint, Excel, Zoom, Illustration software, and financial planning software.

• 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 presentation skills utilizing different medium (Zoom, PowerPoint, etc.).

• Travel with external partner to observe and learn territory specifics, relationship building.

What to Expect as Part of MassMutual and the Team

• Regular meetings with the MMSD Annuity Distribution Team

• Focused one-on-one meetings with Internal Sales Desk Manager

• Access to mentorship opportunities

• Networking opportunities including access to Asian, Hispanic/Latinx, African American, women, LGBTQIA+, veteran and disability-focused Business Resource Groups

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MassMutual is an Equal Employment Opportunity employer Minority/Female/Sexual Orientation/Gender Identity/Individual with Disability/Protected Veteran. We welcome all persons to apply. Note: Veterans are welcome to apply, regardless of their discharge status.

If you need an accommodation to complete the application process, please contact us and share the specifics of the assistance you need.