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Key Account Manager
2 months ago
The Opportunity
We’re looking for a Key Account Manager to join our third-party distribution channel, MassMutual Strategic Distributors (MMSD). You’ll have an opportunity to support relationships with national and regional banks, wire houses and independent broker-dealers as well as with BGA and IMO organizations to mutually grow life insurance and disability income insurance revenues and MassMutual’s marketshare. In this role, as well as all roles within MassMutual, you will demonstrate accountability, agility, a dedication to be inclusive, a strong business acumen, and will show courage, even in the most difficult situations. We also highly value strong communication skills, a passion for learning, leadership traits, resilience and self-awareness.
The Team
MMSD’s strategy is to aggressively grow top line sales by expanding existing and establishing new partnerships with IMO's, BGAs and Financial Institutions (wire houses, banks, broker-dealers) and making significant investments in technology, sales, operations, marketing and product development. Our strategy will be driven by dedicated teams across the enterprise where we prioritize a dynamic, agile, and entrepreneurial culture.
The MMSD Life and Disability Income Insurance Key Account Manager team is a team of relationship managers who are highly motivated to establish and grow deep and successful relationships with MassMutual Strategic Distributors. This team of individuals brings diverse experiences together to drive results. In addition to business acumen, flexibility, accountability, collaboration and communication drive the mutual success of the team.
The Impact:
As a Key Account Manager, your responsibilities will include, but not be limited to the following:
- Develop and coordinate strategic relationships with key stakeholders at distribution partner firms. Serve as liaison for operations, underwriting, service, marketing and relationship management contacts at partner firms.
- Maintains extensive working knowledge of each firm including total product sales, target markets, competitive information, systems, platforms, key initiatives, trends etc. and communicates information in periodic reports to management.
- Uses knowledge of each partner firm to identify sales opportunities and to also anticipate and mitigate risks.
- Communicates timely information with external partners distribution partners, internal teams that interact with assigned accounts and with senior management, when appropriate.
- Works with MassMutual Sales team to align resources with opportunities
- Conducts or coordinates product and concept training to centers of influence at partner firms (e.g. sales desks, insurance specialists, underwriting/case managers, wholesalers, financial advisors etc.)
- Identifies and prioritizes opportunities in assigned accounts for the distribution of additional MassMutual products lines.
- Secures approval for new products at assigned firms; identifies potential challenges and firm requirements to appropriate stakeholders including Product Management department.
- Influences partner firms to support activities that generate sale of MassMutual products.
- Drives strategy for partner firm conferences and meetings and works with National Account Manager to execute successful conference participation with quantifiable results.
- Stays abreast of regulatory changes and assesses their impacts on industry. Communicates partner firm’s response to changes to internal partners. Recommends solutions to minimize business impact while supporting compliance with regulations.
The Minimum Qualifications
- Bachelor’s Degree or High School diploma with 5+ years of Key Account Management experience
- 8+ years of experience in account management or sales support, internal or external sales working with institutions, BGAs or IMOs
- FINRA Series 6 or 7 and Life/Health Licenses
- Ability to travel 30-40%
The Ideal Qualifications
- A good understanding of the industry as well as BGA and institutional firm organizational structures and the centers of influence in those organizations
- Excellent interpersonal skills that drive partnership and deepen relationships
- Ability to listen to and understand the needs, interests, motivations and perspectives of internal and external partners
- Excellent written and oral communication
- Strong organizational, presentation, analytical and problem-solving skills
- Excellent ability to follow through on commitments
- Experience and comfort in presenting to small and medium groups
- Strong business and financial acumen and ability to think strategically
- Ability to work autonomously and prioritize shifting demands
- Ability to find the resources needed to accomplish a goal
Compensation: $90K - $100K base salary range, plus sales-based incentive opportunity resulting in total target compensation package of $190k - $230k
What to Expect as Part of MassMutual and the Team
- Regular meetings with the Key Account Management team and with various points of contacts at the firms that are your customers
- Focused one-on-one meetings with your manager
- Access to mentorship opportunities
- Networking opportunities including access to Asian, Hispanic/Latinx, African American, women, LGBTQIA+, 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
#LI-BC1
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.
