Sales Desk Manager - MMSD Annuity Distribution

The Opportunity

MassMutual Strategic Distributors (MMSD) is looking for an experienced and passionate Annuity Sales Desk Manager (Internal Wholesale Director of Sales Support) to drive results and outperform our competitors in the Internal Wholesaler market.  You should have a strong desire to broaden financial wellness and education to communities throughout the country.

The MMSD Annuity Sales Desk Manager leads a team of talented professionals who work with financial institution distributors (banks, wires, broker-dealers) to offer our Annuity Solutions- Fixed, Income and Variable Annuities through the financial institution’s financial professionals.

You will be recruiting, developing, coaching, and managing a team of internal wholesalers who partner with external wholesalers in achieving and exceeding their territorial sales goals. 

The Team

We’re growing and our clients deserve the best.  MMSD’s annuity strategy is to aggressively grow top line sales by expanding existing and establishing new partnerships with our channel- Banks, Credit Unions, Wirehouse, National/Regional Broker Dealers, and Independent Broker-Dealers. MMSD is making significant investments in technology, sales, operations, marketing, and product development. Our strategy will be driven by the MMSD Annuity Team to work across the enterprise where we will prioritize a dynamic, agile, and entrepreneurial culture.

The Impact

As the Sales Desk Manager, your responsibilities will include but not be limited to the following:

• Deliver sales through the development and coaching a team of internal wholesalers, focusing on sales skills, territory management and strategy execution.
• Provide strategic insight on sales desk planning, in collaboration with Head of Key Accounts and National Sales Manager.
• Keeping current on the competitive and industry landscape as related to the product line.
• Overseeing the daily operations of the team and overseeing activities in Salesforce.
• Managing staff in the development and implementation of departmental policies, procedures, and programs.  
• Ensuring compliance with both company policy and governmental regulations concerning department. 
• Partnering with MMSD Annuity Distribution Head of Key Accounts to direct campaigns and focus efforts of financial institutions (banks, wires, broker dealers).
• Partnering with MMSD Annuity Distribution National Sales Manager to direct campaigns and focus efforts with identified financial institutions and financial professionals.
• Partner with MMSD Annuity Learning and Performance Consultant to provide training on product features.
• Provides feedback and insight to managing departmental structure, employee development, training, and planning.
• May have project management responsibility.
• Attracts, develops, and retains a diverse, engaged, high performing team.
• Other duties as assigned.

A successful Sales Desk Manager will possess the following skills and competencies:

• Leadership- drive performance, provide recognition, and achieve revenue results; set the highest possible standards for individual and group performance, lead by example, inspire trust, act with integrity, live the MassMutual values, accountable and accepts responsibility for own mistakes and those of the team.
• Work Collaboratively- Foster a positive team environment, build, maintain, and grow a sales culture, partner across function and business units, promote an open, diverse exchange of ideas.
• Communication- possess effective communication skills, effective conflict resolution, foster open communication.
• Management-develop and retain top talent, effectively utilize overall budget to drive cost effectiveness and achieve top line results.
• Business Building- Partner with MMSD Annuity Leadership, Key Account Managers, External Wholesalers, and MMSD resources, hold associates accountable for execution, measure results, adjust tactics to ensure maximum sales impact.
• Business Insight- Articulate, inspire, create buy-in, and help associates understand the MMSD Annuity Team strategy and how it fits in with overall MassMutual strategy, drive business insight competencies with team members, identify trends and opportunities to drive increased sales results.
• Sales Acumen- Mastery of the sales process, ongoing assessments, and coaching of team, identify sales opportunities, drive team to strong closing ratio and results.
• Sales Presentations-mastery of sales presentation skills, ongoing assessments, and ability to coach associate skills.

The Minimum Qualifications

• 5+ years of experience in annuity wholesaling or 3+ years of experience as a Sales Desk Manager in financial services.
• Life & Health License.
• FINRA Series 6 or 7 at time of application.
• FINRA Series 24 or Series 26 at time of application.
• State Securities License Series 63 license at time of application or ability to obtain within 6 months of employment.
• 2+ years of experience with Word, Excel, PowerPoint, and Salesforce as well as various internet search tools.
• High school diploma

The Ideal Qualifications

• Bachelor’s degree
• 2+ year of experience with Annuity Sales Desk Management, Annuity Internal Wholesale Director, or people leadership experience.
• 3+ years’ experience with industry knowledge of annuities and financial institutions (banks, wires, broker-dealers).
• Possess excellent oral and written communication skills, interpersonal and customer service skills.
• Possess excellent presentation skills to groups of varying sizes in virtual forum.
• Strong relationship building skills & sense of time management.
• Must be a detailed-oriented and well-organized self-starter with high energy and creativity.
• Expert knowledge of Microsoft Office (especially Outlook, Excel & PowerPoint) and Salesforce CRM.
• Lead a team using a demonstrated ability to hire, coach, develop, retain, and evaluate a sales team on both technical and leadership skills.
• Experience with implementing process improvement opportunities with a sales team.
• Consistently model the ability to influence others and manage both internal and customer relationships.
• Proven ability to multitask and attention to detail.

Compensation: $90k - $100k base range plus sales-based incentive opportunity resulting in a total target compensation package of$140k - $150k.

What to Expect as Part of MassMutual and the Team

• Regular meetings with the MMSD Annuity team
• Focused one-on-one meetings with your manager.
• Access to mentorship opportunities
• Networking opportunities including access to Asian, Hispanic/Latinx, African American, women, LGBTQ, veteran, and disability-focused Business Resource Groups
• Access to learning content on Degreed and other informational platforms
• Your ethics and integrity will be valued by a company with a strong and stable ethical business with industry leading pay and benefits.

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MassMutual is an Equal Employment Opportunity employer Minority/Female/Sexual Orientation/Gender Identity/Individual with Disability/Protected Veteran. We welcome all persons to apply. Note: Veterans are welcome to apply, regardless of their discharge status.

If you need an accommodation to complete the application process, please contact us and share the specifics of the assistance you need.