Overview
Initiates, develops and maintains annuity, investment and life insurance product sales offered through Western & Southern Financial Group Distributors (W&SFGD) within assigned territory. Implements the approved business plan and budget. Progresses client through segmentation process from prospect to producer, resulting in sales results and retention. Works directly with bank investment program managers, program marketing/training staff, sales staff and producing agents and brokers on a daily basis. Develops in-depth product and industry knowledge as it relates to financial institutions and financial services industry. Demonstrates the attributes of a successful wholesaler to include coachability and sound business ethics; shows consistency among principles, values and behavior; builds trust with others through own authenticity and follow-through on commitments. Works with minimal supervision and is responsible to independently make a broad range of critical decisions, escalating to VPs and executive-level associates as appropriate.
Responsibilities
What you will do:
Prepares business plans and schedules as well as conduct outside and inside sales calls to financial professionals in order to influence them to sell and promote fixed, income and variable annuities, life insurance and mutual funds within an assigned territory.
Conducts one-on-one meetings, seminars, and training sessions to both financial professionals and retail clients; generally uses W&SFGD prepared materials and may collaborate with RTDM/RSM and/or VP, Business Development and/or VP, Wholesaler Development for materials and approach.
Partners with RTDM/RSM and/or VP, Business Development and/or VP, Wholesaler Development to assess product knowledge, selling and referral-building capabilities, then determining needs in order to provide appropriate training.
Coaches individual sales personnel on selling techniques.
Conducts product and non-product specific educational seminars to bank and non-bank customers.
Monitors training sessions conducted by bank sales management.
Reviews periodicals on the market, fund performance, economy and product position strategy and manager philosophy to engage in topical conversations in the financial institutions environment.
Manages territory to maximize sales with the efficient use of agreed upon expenses.
Budgets estimated sales and client support expenses on an annual basis.
Submit expense reports weekly.
Calls on reps with associated broker-dealers and financial institutions in addition to attending/conducting seminars and conferences.
Works to retain existing assets and clients.
Works with the Home Office to follow up on significant surrenders.
Conducts meetings utilizing the Challenger Sale approach utilizing consult, challenge, and educate financial professionals on our value add and business building resources, value proposition, and promotion our product lines
Responsible for adding new producers as an important component to your territory growth and quarterly bonus eligibility.
Effectively partners and collaborates with Internal Wholesaler to manage territory and generate sales
Performs other duties as assigned.
Complies with all policies and standards.
Qualifications
Bachelor''''s Degree Or commensurate selection criteria experience. - Required
Typically minimum 2 years internal wholesaler experience - Required
Demonstrated successful experience wholesaling in the financial services industry. - Required
Proven work experience influencing others to initiate a recommended course of action to solve a problem or increase efficiency. - Required
Demonstrated experience working independently. Experience must include anticipating, identifying and resolving problems where independent decision-making and initiative are clearly evident. - Required
Proven experience handling multiple duties and completing assigned tasks accurately and on a timely basis. - Required
Displays a minimum of five to seven attributes of successful wholesalers to include coachability, organization, relationship skills, modeling service, communication skills, personable, chameleon-like adaptability, technologically literate, goals-oriented and is a student of the industry - Required
Proven, quantitative success meeting or exceeding territory production requirements. - Required
Possesses and displays excellent verbal and written communication skills with ability to convey information in a clear, focused and concise manner. Ability to prepare correspondence, reports, and forms using a prescribed format. - Required
Possesses superb presentation skills. Must be able to provide examples of effectively presenting information to individuals at all levels. - Required
Proven track record of building excellent relationships with customers. Must be able to provide examples of successfully negotiating with external and internal customers. - Required
Proven ability to grasp new products, concepts and procedures. - Required
Demonstrated strong attention to detail with excellent organization skills. Cite examples of organization and time management/methods used to manage or prioritize workload demands. - Required
Working knowledge of Microsoft Office Products. - Required
FINRA Licenses FINRA Series 6 or 7 license. Upon Hire - Required
FINRA Licenses FINRA Series 63 license. Upon Hire - Required
Appropriate state insurance licenses. Upon Hire - Required
Work Setting/Position Demands:
This position travels and works in various office settings and requires being in a stationary position for long periods of time frequently while working at a desk, on a computer or with other standard office equipment, or while in meetings.
Position requires frequent movement of wrist, hands and fingers for continuous computer work.
Requires the ability to verbally communicate and exchange accurate information to customers and associates on a regular basis.
Requires visual acuity to read and interpret a variety of correspondence, procedures, reports and forms via paper and electronic documents, visual inspection involving small defects; Visual acuity is required to determine accuracy, neatness, and thoroughness of work.
Requires the ability to prepare written correspondence, reports and forms using prescribed formats and conforming to rules of punctuation, grammar, diction, and style on a regular basis.
Requires the ability to apply principles of logical thinking to define problems, collect data, establish facts, and draw valid conclusions
Extended hours required during peak workloads or special projects/events.
Valid Driver''''s License with a safe driving record
Valid Driver''''s License with a safe driving record
Travel Requirements:
85% travel required.