Key Account Manager, Life & DI

MassMutual • Springfield, MA

8d

About The Position

MassMutual Strategic Distributors (MMSD) is seeking an experienced Key Account Manager to manage and expand strategic relationships with financial institutions, including broker-dealers, wirehouses, banks, RIAs, and other institutional platforms. Reporting to the Head of Key Accounts, Life & DI, this role helps develop and execute MMSD’s institutional strategy and drive growth in life and disability income insurance. The position serves as a strategic relationship leader, deepening institutional partnerships, identifying growth opportunities, securing product approvals, expanding distribution capabilities, and bringing institutional partners’ perspectives into business decisions.

The Key Account Manager is part of MMSD and works with internal distribution leaders, wholesalers, Advanced Sales, Product, Marketing, Operations, Underwriting, Technology, Compliance, and Sales Enablement. The role supports strategic institutional relationships and expands access to MassMutual’s Life and DI solutions. It includes developing account strategies, coordinating product approvals and launches, informing business decisions with market insights, and supporting partner education and engagement. Travel is required as needed to support relationships, meetings, conferences, and business development.

Requirements

• Bachelor’s degree or at least 5 additional years of financial services experience.
• At least 8 years of experience in insurance, wealth management, institutional distribution, national accounts, key account management, or related financial services roles.
• FINRA Series 6 or 7 and Life and Health licenses required, or must be obtained within 60 days.
• Ability to travel 30–40%.
• Ability to work autonomously, manage shifting priorities, and consistently follow through on commitments.
• Proficiency with Microsoft Office applications and experience using data, reporting, and customer relationship management tools to inform account strategy.

Nice To Haves

• At least 10 years of institutional distribution, institutional relationship management, or national account experience.
• Direct experience building or expanding institutional life insurance or disability income distribution capabilities.
• Established relationships with home-office executives, product committees, due diligence teams, platform leaders, and other institutional decisionmakers.
• Deep understanding of broker-dealer organizational structures, economics, governance, compliance requirements, and centers of influence.
• Demonstrated ability to influence without authority and coordinate cross-functional initiatives within a complex, matrixed organization.

Responsibilities

• Develop and execute strategic account plans with clear objectives, priorities, actions, and measures of success.
• Build and deepen relationships with home-office executives, product leaders, due diligence teams, platform decisionmakers, sales leaders, and other centers of influence.
• Lead product approval and shelf-placement efforts, coordinating stakeholders through due diligence, contracting, implementation, launch, and ongoing review.
• Identify opportunities to expand MassMutual’s presence through additional products, point-of-sale programs, advisor engagement strategies, distribution capabilities, and strategic partnerships.
• Maintain a comprehensive understanding of assigned firms, including their business models, organizational structures, product sales, target markets, platforms, strategic initiatives, competitive environments, and emerging risks.
• Partner with internal distribution and business teams to execute strategic growth initiatives.
• Provide institutional market feedback, competitive intelligence, and partner insights to inform business priorities and decisions.
• Develop institution-specific value propositions, presentations, business reviews, education programs, and advisor engagement initiatives.
• Coordinate product and concept training for key centers of influence, including sales desks, insurance specialists, case managers, wholesalers, financial professionals, and home-office stakeholders.
• Drive strategy for partner meetings, conferences, due diligence sessions, and executive engagements with clear objectives and measurable outcomes.
• Monitor regulatory, competitive, and industry developments and communicate potential implications for assigned partners and MMSD.
• Communicate account progress, opportunities, risks, partner feedback, and recommended actions to the Head of Key Accounts and other senior stakeholders.
• Travel as needed to support partner relationships, strategic meetings, conferences, and business development activities.

Benefits

• Access to learning, development, and internal networks that support continuous growth and skill-building.
• Employee-led communities and forums that foster connection, learning, and inclusion.
• Competitive salaries and incentive and bonus opportunities; sales-focused roles may include Variable Incentive Compensation.
• Industry-leading pay and benefits (specific benefits are not itemized in the posting).

What This Job Offers

• Job Type: Full-time
• Career Level: Senior