External Wholesaler, Annuity Distribution

About the Role

We are building a dynamic team of external wholesalers to drive the sales of MassMutual’s Annuity Distribution to third-party distributors. In this role, you will build and grow relationships across our channel with Banks, Credit Unions, Wirehouses, National/Regional Broker Dealers, and Independent Broker Dealers in NE, IA, KS, and MO. You will possess an entrepreneurial spirit while striving for excellence, responsible for territory production in partnership with an internal wholesaler, driving financial professional annuity penetration rates, and promoting diversity of products sold through third-party distributors.

You will have a strong desire to broaden financial wellness in a learning environment while providing education to communities throughout the assigned territory.

The Team

We have assembled a team of industry-leading professionals in internal sales, key account management, advanced sales, and sales enablement & marketing. The team focuses on customer collaboration and achieving sales results with an entrepreneurial spirit. Since the MMSD division was established in 2021, the team has built a strong sense of community and a drive to execute.

Responsibilities

• Proactively develop, maintain, and grow annuity sales relationships with financial professionals in the territory through ongoing profiling, relationship-building, and refining the financial professional base via in-person and virtual meetings, documenting activities in Salesforce.
• Execute on specific territory sales goals, activity expectations, and territory management with banks, credit unions, wirehouses, national/regional broker dealers, and independent broker dealers to maximize opportunities.
• Develop and execute a strategic territory business plan, coordinating segmentation strategy and zones/rotation execution to drive top-line revenue and sales results. Complete a minimum of 20 in-person meetings per week.
• Demonstrate deep understanding and knowledge of annuity products, positioning, associated riders, and sales concepts while gaining industry insights on market trends and competitive landscape.
• Serve as a Subject Matter Expert for MMSD Annuity products and positioning, acting as a resource for financial professionals in competitive situations.
• Understand the selling process, including questioning techniques to discover and confirm client needs, strong listening skills, acknowledging client questions and concerns, and overcoming objections.
• Demonstrate proficiency in sales presentations, both virtual and in-person, for audiences of varying sizes, with a high degree of audience participation and buy-in. Experience with presentation mediums such as Zoom and PowerPoint.
• Communicate confidently with your customer base to drive sales in partnership with your territory’s internal wholesaler, using in-person, virtual, written, phone, email, and other methods. Possess effective conflict resolution skills.
• Optimize time management by prioritizing high-value tasks, streamlining communications with financial professionals and team members, and managing resource utilization efficiently.
• Adhere to high ethical standards, applicable laws, rules, regulations, and company policies. Be seen as a trusted and valued business partner.
• Lead by example, inspire trust, and effectively partner with internal wholesaler, new business, key account manager, and relationship management teams on escalations/prioritizations to achieve goals.
• Travel up to 90% within the territory, typically involving regular driving, and manage travel and expense budgets effectively.
• Perform other duties as assigned.

Requirements

• 3+ years of experience in annuity or investment solutions sales.
• 2+ years of experience with Word, Excel, PowerPoint, Salesforce, and various internet search tools.
• State Life and Health License.
• FINRA Series Licenses 6 or 7 at time of application.
• State Securities License Series 63 at time of application.
• High School Diploma.
• Ability to travel upwards of 90% within territory, typically using a personal vehicle.
• Reside in territory: NE, IA, KS, or MO.

Preferred Qualifications

• Bachelor’s degree.
• Experience in all channels of annuity distribution, especially variable annuity distribution.
• 5+ years of experience in annuity wholesale distribution.
• 2+ years of experience in an external wholesaling position.
• Excellent oral and written communication skills, interpersonal and customer service skills.
• Excellent public speaking and presentation skills for groups of varying sizes, both in-person and virtually.
• Strong relationship-building skills and sense of time management.
• Detailed-oriented, well-organized self-starter with high energy and creativity.
• Proven ability to multitask with strong attention to detail.

Pay

$65K-$100K base range plus sales-based incentive opportunity, resulting in a total target compensation package of $150K-$400K.

Benefits

• Clear areas of ownership and accountability, with work that connects directly to company and customer outcomes.
• A collaborative environment where perspectives are welcomed.
• Access to learning, development, and internal networks that support continuous growth and skill-building over time.
• Employee-led communities and forums that foster connection, learning, and inclusion across the organization.
• A culture grounded in integrity, responsibility, and stewardship—supported by a company with a strong legacy and a future-focused mindset.