Retirement & Wealth Sales Leader

Retirement & Wealth Sales Leader

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.

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).