Consultant Relations Director

About the role

Pacific Life is seeking a Consultant Relations Director to join our Institutional Division. This role will require approximately 25% travel throughout the US. You’ll play a key role in growing Pacific Life’s footprint of Pension Risk Transfer (PRT) and Defined Contribution Lifetime Income (DCLI) products across the consultant space. You’ll collaborate with National Markets Directors and Sales Associates dedicated to the PRT and DCLI market, working closely with other functional areas to provide high-level customer service.

Responsibilities

• Meet and exceed sales targets and performance metrics.
• Document activity and pertinent issues in the CRM system (e.g., appointments, thank-you calls, monthly call campaigns, and sales opportunities).
• Develop a deep understanding of each Pacific Life DCLI option and position them effectively with strategic partners (e.g., asset managers, middleware providers), recordkeepers, advisor/consultant home offices, advisors/consultants, plan sponsors, and participants.
• Identify and qualify new sales opportunities through targeted calling, emailing, and networking.
• Conduct in-person and virtual meetings; attend and speak at industry conferences.
• Sell Pacific Life’s DCLI suite of solutions to strategic partners, recordkeepers, advisor/consultant home offices, advisors/consultants, plan sponsors, and participants.
• Create and maintain detailed “firm profiles” for targeted relationships.
• Cover and manage relationships with advisor/consultant and recordkeeper home offices nationally.
• Develop a due diligence meeting process to deepen relationships and drive sales activity.
• Lead annual review meetings in partnership with other functional areas within the division.
• Build and foster targeted relationships with independent fiduciaries connected to advisor relationships to expand Pacific Life’s defined contribution reach.
• Prioritize activity and leverage a metrics-driven approach to track relationships and drive results.
• Monitor the market, solicit feedback from intermediaries, and provide internal feedback on trends in products, competitors, and emerging markets.
• Provide input into the development of product support materials, including presentations, brochures, website content, advertisements, and social media campaigns.
• Manage the sales pipeline to grow DCLI business.
• Stay updated on industry trends, market movements, and product changes.
• Maintain working knowledge of strategic partners, key competitors, and industry trends.
• Partner with internal stakeholders throughout the sales process.
• Adhere to Pacific Life’s Code of Conduct, as well as industry and regulatory agency guidelines.

Requirements

• Four-year college degree in business administration, marketing, investments, finance, mathematics, or a related field.
• Life and Health license.
• Minimum 10 years’ experience in sales, marketing, consulting, or a similar role in the defined benefit and/or defined contribution plan market.
• Ability to execute with a strong performance orientation and drive sales results.
• Strong analytical skills, with the ability to grasp complexities and perceive relationships among business and financial issues.
• Demonstrated consultative selling skills, as well as strong communication and presentation skills.
• Proficiency in using SalesForce for activity tracking and reporting.
• Ability to respectfully and confidently collaborate and communicate with various stakeholders.
• Self-reflective, aware of personal limitations, and leads by example with an attitude of continuous improvement.
• Mindset to enable breakthrough innovations and business models that create value for all stakeholders.
• Strong organizational, interpersonal, and communication skills.
• Modest to significant travel across the US (approximately 25%).

Qualifications

• Strong working knowledge of defined contribution plan design and regulatory environment.
• Demonstrated success working directly with national DB/DC consulting firm leadership.
• Current or previous engagement in retirement industry associations/groups.
• Working knowledge of the Pension Risk Transfer market and key influencers.

Pay

The base annual salary range for this role is $135,000 - $150,000. In addition, this role is eligible for incentive pay based on performance, with total target compensation of $300,000.

Benefits

• Medical, dental, and vision coverage starting on day one.
• Wellbeing Reimbursement Account that can be used for yourself or eligible dependents.
• Generous paid time off options, including Paid Time Off, holiday schedules, and Financial Planning Time Off.
• Paid Parental Leave and Adoption Assistance Program.
• Competitive 401k savings plan with company match and an additional contribution regardless of participation.