Mutual Opportunities
Key Account Manager, Life & DI
Springfield, Massachusetts
Thank you to our employees for voting us one of the top places to work in Massachusetts for seven consecutive years!
Overview
A career with us means you’ll work alongside exceptional people and be empowered to reach your professional and personal goals. Our employees are at the foundation of what enables MassMutual to deliver on our purpose to help people secure their futures and protect the ones they love.
We embrace the idea that we all are stronger and better through our support for one another. We strive to create a culture where employees feel valued and are celebrated for who they are.
“Since our founding in 1851, mutuality has put our policyowners at the center of everything we do. At our core, we’re a company of people helping people in their time of need, and that spirit extends to the culture we’ve built at our company. Our employees support and rely on each other each day, collaborating to deliver the best solutions for our customers and help millions more secure their future and protect the ones they love.”
Job Description
The Opportunity
MassMutual Strategic Distributors (MMSD) is seeking an experienced Key Account Manager to manage and expand strategic relationships across financial institutions, including broker-dealers, wirehouses, banks, RIAs, and other institutional platforms. Reporting to the Head of Key Accounts, Life & DI, this role will help develop and execute MMSD’s institutional strategy while driving growth across life insurance and disability income insurance.
This role goes beyond traditional account management. The Key Account Manager will serve as a strategic relationship leader responsible for deepening institutional partnerships, identifying growth opportunities, securing product approvals, expanding distribution capabilities, and bringing the voice of institutional partners into key business decisions.
The ideal candidate brings significant experience in institutional distribution and point-of-sale insurance programs, a strong understanding of broker-dealer business models and product approval processes, and established relationships with key industry decisionmakers.
The Team
The Key Account Manager is part of MassMutual Strategic Distributors (MMSD) and will report to the Head of Key Accounts, Life & DI.
This role works closely with internal distribution leaders, wholesalers, Advanced Sales, Product, Marketing, Operations, Underwriting, Technology, Compliance, and Sales Enablement to support strategic institutional relationships and expand access to MassMutual’s Life and DI solutions.
The team is focused on strengthening institutional partnerships, expanding distribution capabilities, and creating opportunities for financial professionals and institutions to deliver insurance solutions to their clients.
The Impact
As a Key Account Manager, you will help shape and execute MMSD’s institutional growth strategy while serving as a key connection between MassMutual and assigned financial institutions. Your responsibilities will include:
- 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 internal 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 distribution leaders, wholesalers, Advanced Sales, Product, Marketing, Operations, Underwriting, Technology, Compliance, and other business partners to execute strategic growth initiatives.
- Provide institutional market feedback, competitive intelligence, and partner insights to help 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.
The Minimum Qualifications
- Bachelor’s degree or 5+ years of additional financial services experience
- 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 the must obtain within 60 days.
- Ability to travel 30-40%
The Ideal Qualifications
- 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.
- 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.
Compensation: $110 - $125k base salary range, plus sales-based compensation resulting in a total target compensation package of $175K - $250K.
What You Can Expect at MassMutual
MassMutual offers the opportunity to do meaningful work within a purpose-driven organization that values long-term impact over short-term outcomes. In this role, you can expect:
Clear areas of ownership and accountability, with work that connects directly to company and customer outcomes
A collaborative environment where perspectives are welcomed
Access to learning, development, and internal networks that support continuous growth and skill-building over time
Employee-led communities and forums that foster connection, learning, and inclusion across the organization
A culture grounded in integrity, responsibility, and stewardship—supported by a company with a strong legacy and a future-focused mindset.
#LI-RS1
MassMutual is an equal employment opportunity employer. We welcome all persons to apply.If you need an accommodation to complete the application process, please contact us and share the specifics of the assistance you need.
California residents: For detailed information about your rights under the California Consumer Privacy Act (CCPA), please visit our California Consumer Privacy Act Disclosures page.
MassMutual will accept applications on an ongoing basis until such time as a candidate has been offered employment. The job description includes the main duties of this position, which may evolve over time. You may be required to perform other duties not listed.
It is unlawful in Massachusetts to require or administer a lie detector test as a condition of employment or continued employment.
Hiring Process
Explore
Explore our open jobs by clicking 'search jobs' to find a position that aligns with your experience and skills. You may also consider joining our Talent Network.
Apply
Click the “apply” button on that job posting to complete and submit your application. Your application will be reviewed by a recruiter, which, due to the volume of applications received, may take some time as we carefully consider each application.
Screen
After your application has been reviewed, if you meet the qualifications for the role, a recruiter will reach out to you to start a conversation.
Interview
If you are invited for an interview, you will be scheduled to meet with the hiring manager and hiring team.
Offer
If you are extended an offer to join MassMutual and accept, your start will be contingent upon a satisfactory background check.
Hire
If you accept the offer, we will be so excited to welcome you to the MassMutual community!
If you need an accommodation to complete the application process, please contact us and share the specifics of the assistance you need.
By the numbers*
- 85% of employee respondents say they are proud to work at MassMutual
-
90
% of employee respondents say the work they do at MassMutual is meaningful - 85% of employee respondents say they feel encouraged to come up with new and better ways of doing things
*Source: 2025 MassMutual employee engagement survey
Award-Winning Culture
MassMutual is guided by a single purpose: We help people secure their future and protect the ones they love. As a company operated for the benefit of our members and participating policyowners, we are defined by mutuality and our vision to provide financial well-being for all Americans. It’s more than our company structure — it’s our way of life. We are a company of people protecting people. Our company exists because people are willing to share risk and resources and rely on each other when it counts.
We strive to build a thriving community where everyone is valued, included, and feels that they belong.
At MassMutual, we Live Mutual.
How We Work
MassMutual’s flexible workplace approach combines the importance of connecting in person and the flexibility of working remotely. Our hybrid model puts collaboration first with employees coming in at least three days per week to our spectacular campus settings and also enjoying the flexibility of remote Fridays, company-wide remote weeks, and a bank of flexible remote weeks to use throughout the year.
Benefits for the whole you (and your loved ones)
There’s more to your life than your job and there’s more to your aspirations than a paycheck. We take a holistic view of compensation and benefits that provides the flexibility to create a healthy balance in your life for work, family, and community. We offer the benefits you’d expect, like medical, dental, 401(k), and generous vacation time, but we also offer ones you might not expect, like three paid days for volunteering, a $1,250 annual Well-Being Wallet, and up to 320 hours of caregiver leave.
Explore some of our offerings below. Benefit details can be found here.
Why MassMutual?
Candy
Marketing Consultant
Atsam
Head of Advisor/Client Experience & Business Excellence
Erica
Head of Procurement
where we work
Springfield Office
1295 State Street, Springfield, MA
Boston Office
10 Fan Pier Blvd, Boston, MA
New York Office
2 Park Ave,
New York, NY
Virtual
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