Managing Director, Wholesale Insurance

Managing Director, Wholesale Insurance

The James Allen Companies Inc.

We are seeking a passionate, high-performing leader to join our growing team to cover our Itasca, IL region, and for
those with a practice and strategy in mind, we will create an office for you. Are you that person?

The Managing Director, Wholesale Insurance position is responsible for managing and building relationships with
licensed financial advisors and insurance professionals, and other partners to grow insurance sales. The ideal
candidates should have experience working within independent and institutional channels and a proven track record
of building strong relationships.

Key Responsibilities:

  • Collaborate with licensed professionals to incorporate insurance and protection products into their client’s financial plans;
  • Work in conjunction with the internal support team to prospect, profile and manage assigned relationships and to generate revenue by phone canvassing, foot canvassing, vertical marketing, and developing referrals;
  • Focus on high producing relationships to improve retention and increase productivity;
  • Provide concept and product education;
  • Conduct meetings, seminars and training workshops to current and prospective relationships to increase the knowledge of available product lines and articulate our national marketing value proposition;
  • Develop a Business Plan with Sales Leadership that details activities to be followed during the fiscal year, which will focus on producing or exceeding quota;
  • Demonstrates technical selling skills and product knowledge in areas of life, annuity, Long-Term Care, and disability income product lines;
  • Maintain a constant focus on developing new relationships to foster sales growth;
  • Provide competitive intelligence to sales and product management on a regular basis, as well as reporting and managing contacts (face-to-face); and
  • Performs other duties as assigned by management.

Key Expectations:

  • Meet, or exceed, activity metrics and recruiting goals;
  • Maintain Outlook Calendar and CRM system;
  • Meeting detail and notes should be entered directly following appointment (activity notes should include topic of conversation, case information, next steps for internal support follow-up, and date of next scheduled appointment/event);
  • Meet or exceed the minimum production standards (updated as needed to reflect current opportunity);
  • Weekly planning/review meeting with internal partners; and
  • Effectively manage travel & expense budget to grow sales.

Necessary Skills and Competencies
(The requirements listed below are representative of the knowledge, skill and/or ability required. Reasonable
accommodations may be made to enable individuals with disabilities to perform the essential functions.)

  • Bachelor’s degree in business or equivalent education and relevant experience;
  • Effective interpersonal and written communication skills;
  • Ability to provide excellent customer service to both internal and external customers;
  • Effective time management skills with the ability to prioritize and accomplish multiple tasks simultaneously;
  • Capable of working independently as well as in a team environment;
  • Experience with PC’s in a Windows environment;
  • Knowledge and experience in insurance products, case design, and advanced concepts;
  • Excellent knowledge of sales process;
  • Ability to build, manage and develop strong interpersonal relationships;
  • Excellent prospecting, presentation, and conceptual selling skills;
  • Ability to display maturity, competitiveness, and good work ethic; and
  • Knowledge of life insurance products and their applications in estate, retirement, and business planning.
  • Qualifications and Licenses:
  • A BA/BS degree in business/finance/marketing desired or equivalent work experience;
  • Prior success as a Sales Associate with proven proficiency in developing strategic sales plan and continually achieving or exceeding assigned quotas or experience in the financial services industry with proven proficiency in product and industry knowledge;
  • Active state life and health insurance licenses, and FINRA Series 6 (and Series 63, depending on state and nature of practice) and/or the ability to attain within 90 days of beginning employment
  • 3+ years industry experience; and
  • Strong interpersonal, written, and verbal communication skills are required.
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