External Wholesaler, Annuity Distribution

MassMutual•San Jose, CA

2d•Remote

About The Position

MassMutual is seeking a dynamic External Annuity Wholesaler to drive the sales of its Annuity Distribution products to third-party distributors. This role involves building and growing relationships with financial professionals across various channels including Banks, Credit Unions, Wirehouses, National/Regional Broker Dealers, and Independent Broker Dealers in Northern California, Washington, Oregon, Idaho, and Montana. The ideal candidate will possess an entrepreneurial spirit, a drive for excellence, and a commitment to broadening financial wellness through education. You will be responsible for territory production in partnership with an internal wholesaler, increasing financial professional annuity penetration rates, and promoting product diversity. The role is part of a dynamic team with a track record of customer focus, collaboration, and sales achievement.

Requirements

3+ years of experience in annuity or investment solutions sales experience.
2+ years of experience with Word, Excel, PowerPoint, and Salesforce as well as various internet search tools.
State Life and Health License.
FINRA Series Licenses 6 or 7 at time of application.
State Securities License Series 63 license at time of application.
High School Diploma.
Ability to travel upwards of 90% within territory typically using personal vehicle.
Reside in territory - Northern CA, Washington, Oregon, Idaho, Montana.

Nice To Haves

Bachelor’s degree.
Experience in all channels of annuity distribution, especially variable annuity distribution.
5+ years of experience in annuity wholesale distribution.
2+ years of experience in an external wholesaling position.
Excellent oral and written communication skills, interpersonal and customer service skills.
Excellent public speaking skills and presentation skills to groups of varying sizes in person and virtually.
Strong relationship building skills & sense of time management.
Detailed-oriented and well-organized self-starter with high energy and creativity.
Proven ability to multitask and attention to detail.

Responsibilities

Proactively develop, maintain, and grow annuity sales relationships with financial professionals in the assigned territory through ongoing profiling, relationship-building, and refining the financial professional base via in-person and virtual meetings.
Document all activities in Salesforce.
Execute on specific territory sales goals, activity expectations, and territory management with various financial institutions to maximize opportunities.
Develop and execute a strategic territory business plan, coordinating segmentation strategy and execution to drive revenue and sales results.
Complete a minimum of 20 in-person meetings per week.
Demonstrate a deep understanding of annuity products, positioning, riders, and sales concepts, while staying informed about industry knowledge and market trends.
Serve as a Subject Matter Expert for MMSD Annuity products and positioning, acting as a resource for financial professionals in competitive situations.
Understand the selling process, including questioning techniques, active listening, addressing concerns, and overcoming objections.
Demonstrate proficiency in sales presentations, both virtual and in-person, for various audience sizes, encouraging high audience participation and buy-in.
Utilize a variety of presentation mediums such as Zoom and PowerPoint.
Communicate confidently with the customer base to drive sales in partnership with the territory's internal wholesaler.
Speak and present ideas effectively through various communication channels (in-person, virtual, written, phone, email).
Possess effective conflict resolution skills.
Optimize time management by prioritizing high-value tasks, streamlining communications, and managing utilization and allocation of resources efficiently.
Adhere to high ethical standards, applicable laws, rules, regulations, and company policies.
Act as a trusted and valued business partner, leading by example and inspiring trust.
Effectively partner with internal wholesaler, new business, key account management, and relationship management teams on escalations and prioritizations within the territory to achieve goals.
Travel up to 90% within the territory, typically involving regular driving, and manage travel & expense budget effectively.
Perform other duties as assigned.