Flourish Annuities Wholesaling Lead

Annuities Wholesaling Lead, Flourish

Full-Time, Jersey City

The Opportunity

You are an experienced sales leader, and have extensive expertise with annuities and in working with RIAs. In this role you’ll be delivering an exceptional client experience as well as implementing infrastructure and scaling a team. You are an operationally-minded problem solver who thinks strategically about client growth; you are always eager to hop on calls with clients, and then look to implement repeatable learnings across other clients. You have successfully developed new territories or markets, and have experience developing messaging, crafting a sales pitch, and refining sales strategy to achieve results. You have experience managing other sellers, and are excited to both manage a team and work within the trenches as a “player-coach.”

You have excellent communication skills, both written and verbal. You are an organized, strategic thinker, as comfortable reviewing business metrics as you are pitching a client. You are excited by the prospect — and the challenge — of doing something new, combining established products with novel technology to achieve results. While you are highly self-motivated, you are also deeply team oriented and look to work collaboratively to achieve results. You have experience working with clients, sales teams, marketing organizations, data and product teams, thinking cross-functionally about driving client success.

The Team

Since 2017, Flourish has been on a mission to help financial advisors better secure the financial futures of their clients. We focus on independent Registered Investment Advisors (RIAs), delivering financial products that advisors can’t easily access today through beautiful, scalable, and easy-to-use technology. 

Today, we work with over 900 RIAs that collectively represent more than $1.6T in assets under management across two products: Flourish Annuities and Flourish Cash. Headquartered in New York City, we are an independently-operating, wholly-owned subsidiary of MassMutual Life Insurance Company.

Read on if you are interested in joining a small, highly-collaborative, rapidly-growing startup—backed by the support and stability of a Fortune 500 company.

The Impact

Hundreds of billions of dollars in annuities are sold in the United States each year, yet adoption in the RIA space is almost zero. We recently launched Flourish Annuities, leveraging a technology-driven insurance desk to bring annuities to the independent RIA space. As the Flourish Annuities Wholesaling Lead, you will report to the Head of Flourish Insurance Agency, manage a team of annuities sales specialists, and partner closely with Flourish’s existing sales and relationship management teams to drive results. 

In this role, you will lead the Annuities Sales Specialist function for Flourish Annuities, setting overall team strategy and managing execution. Whether through your own efforts or those of your team, you will set sales strategy, hire, train and mentor junior sales specialists, and develop repeatable processes for driving adoption of Flourish Annuities. You will help create and test messaging, define our approach to outreach and follow-up, drive outbound campaigns, attend conferences and events, and more. You will serve as the voice of the client internally, help manage product rollouts and client communications. 

In addition to overseeing the division, you will personally work with a set of RIAs, ranging from existing strategic accounts to new firms.  As a seller, you’ll work at all levels of the sales cycle, from delivering CIO-level presentations to building relationships with individual advisors to working with individual end-clients, as necessary. You’ll serve as a subject matter expert on all things Flourish Annuities, from insurance products (MYGAs, FIAs, RILAs) to technology, serving both clients and internal audiences as we work to deliver insights, improve the product offering, and drive commercial success for the business as a whole.

Principal Responsibilities

• Lead the Annuities Sales Specialist function for Flourish Annuities, setting team strategy and owning execution

• Partner with Flourish’s existing sales team to sell Flourish Annuities to and through RIAs, joining and leading sales calls, answering client questions, and generally serving as a sales-focused subject-matter expert on the team

• Manage a small but growing team of Annuities Sales Specialists, including hiring, training, coaching, and oversight

• Both through your team’s efforts and in partnership with Flourish’s sales team, generate pipeline for Flourish Annuities through warm outreach to Flourish’s existing RIAs and cold outreach (email, cold calls, conferences, networking etc.) to new RIAs

• Educate and drive adoption amongst individual advisors, whether through group trainings, 1-1 phone calls, email outreach, or in person meetings

• Partner with the Marketing team on the creation of sales and marketing materials in support of overall go-to-market initiatives, including pitch decks, one-pagers, email marketing, and web copy

• Serve as an escalation path for Insurance Agency staff for detailed client or advisor questions, assisting end-clients in completion of applications if needed

• Manage sales pipeline, goal setting and track client conversations using CRM

• Partner with the Product and Design organization on collecting and sharing client feedback, providing feedback on new products and features, and assisting in rollout of new features to existing clients

• Partner with the Data team to define key metrics, analytics and reporting needed to measure and drive Activation success

• Willingness to travel for sales pitches and conferences (<20% travel)

• Stay current on general trends in the financial industry, and specifically within wealth management and annuities

• Maintain excellent communication with internal Flourish leadership and stakeholders

• Exercise considerable judgment and analysis to arrive at recommendations and/or conclusions

The Minimum Qualifications

• Bachelor’s degree or equivalent practical experience

• 8+ total years of relevant insurance industry sales, inclusive of at least 2+ years of annuities sales experience and at least 2+ years of experience working with wealth-management focused financial advisors

• Experience in people management and team leadership

• Life insurance license or willingness to get licensed within 60 days of hire

• Series 7 licensed or willingness to get a Series 7 within 90 days of joining

The Ideal Qualifications

• Background in financial services generally, and financial technology or financial innovation more specifically. Experience working within wealth management is highly preferred.

• Ability to sift “signal from noise,” applying analytical skills to identify client challenges and scalable solutions

• Experience with project management and general operational rigor

• Experience working as part of a fast-moving team with minimal guidance

• Highly comfortable with technology, both personally and professionally

• Excellent written and verbal communications, both internally and externally

• Strong problem solver and creative, independent thinker 

• Energetic, positive and charismatic 

What to Expect as Part of MassMutual and the Team

• Regular collaboration with the Flourish team

• Focused one-on-one time 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

Disclosure: 

Flourish is an online platform through which investors can access financial services and products. Flourish’s offerings are provided by different entities and are subject to different terms, investor protections, and risks. Flourish Cash is offered by Flourish Financial LLC, a registered broker-dealer and FINRA member. Flourish Financial LLC is not a bank. Check the background of Flourish Financial LLC and its personnel on FINRA's BrokerCheck. Flourish Crypto is offered by Paxos Trust Company, LLC, a New York limited purpose trust company regulated by the New York Department of Financial Services that provides custody and execution services for the Flourish Crypto accounts, and Flourish Digital Assets LLC, registered in New York as a commodity broker-dealer and provides website and other services and support for Flourish Crypto accounts. Paxos is not an affiliate of Flourish. Flourish Annuities refers generally to the annuity platform operated by Flourish Technologies LLC, where applicable, and to Flourish Insurance Agency LLC in its capacity as a licensed insurance producer providing insurance services related to such platform. Flourish Insurance Agency LLC does business in California under the name Flourish Digital Insurance Agency. An annuity is an insurance contract. Annuities shown on the platform are sold through Flourish Insurance Agency LLC, a licensed insurance producer, with offices in Jersey City, New Jersey, and are issued by one or more approved licensed life insurance companies. The Flourish entities mentioned above are affiliates. Flourish Cash, Flourish Crypto, and Flourish Annuities accounts are separate accounts and only assets in Flourish Cash accounts may be eligible for protection by the FDIC or SIPC. Please review the Legal section of our website, and the disclosures provided with each Flourish service or product, for further information. © 2024 Flourish. All rights reserved.

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.