External Wholesaler, Annuity Distribution

About the role

A career with us means you’ll work alongside exceptional people and be empowered to reach your professional and personal goals. Our employees are at the foundation of what enables MassMutual to deliver on our purpose to help people secure their futures and protect the ones they love.

We embrace the idea that we all are stronger and better through our support for one another. We strive to create a culture where employees feel valued and are celebrated for who they are.

Responsibilities

• Proactively develop, maintain, and grow annuity sales relationships with financial professionals of the Territory through ongoing financial professional profiling, continual relationship-building, and refining and refreshing financial professional base. This is done via in-person and virtual meetings, while documenting activities in Salesforce.
• Execute on specific territory sales goals, activity expectations, and territory management with banks, credit unions, wirehouse, national/regional broker dealers, and independent broker dealers to maximize opportunities.
• Develop and execute a strategic territory business plan, coordinate linkage between segmentation strategy and zones/rotation execution to drive top line revenue and sales results.
• Complete minimum of 20 in-person meetings per week.
• Deep understanding and knowledge of annuity products, positioning, associated riders, and sales concepts while gaining industry knowledge and insights on market trends, demonstrate understanding of the annuity industry and competitive landscape.
• Subject Matter Expert for MMSD Annuity products and positioning, be viewed as a resource for financial professionals for competitive situations.
• Understand the selling process, including questioning techniques to discover and confirm client needs, strong listening skills, acknowledging of client questions, concerns, and overcoming objections. Demonstrate proficiency of sales presentations skills, both virtual and in person, demonstrate advanced presentation skills for variety size of audience, ability to present with a high degree of audience participation and buy-in. Possess experience with a variety of presentation medium (Zoom, PowerPoint, etc.).
• Communicate confidently with your customer base to drive sales in partnership with your territory’s internal wholesaler, speak & present ideas effectively, communicating in person, virtually, in writing, phone, e-mail, and other methods, possess effective conflict resolution.
• Optimize time management by prioritizing high-value tasks, streamline communications with financial professionals and team members, while managing utilization and allocation of resources appropriately and efficiently.
• Be trustworthy, adhere to high ethical standards, adhere to the letter and spirit of applicable laws, rules, regulations, and company policies. Ability to be seen as trusted and valued business partner. Lead by example and inspire trust.
• Effectively partner with internal wholesaler, new business, key account manager team, and relationship management team on escalations/prioritizations in territory to achieve goals.
• Travel - up to 90% Travel required, typically involving regular driving within territory, manage travel & expense budget, maximize budget resources.

Requirements

• 3+ years of experience in annuity or investment solutions sales experience.
• 2+ years of experience with Word, Excel, PowerPoint, and Salesforce as well as various internet search tools.
• State Life and Health License.
• FINRA Series Licenses 6 or 7 at time of application.
• State Securities License Series 63 license at time of application.
• High School Diploma.
• Ability to travel upwards of 90% within territory typically using personal vehicle.
• Must reside in territory - PA, MD or DE.

Ideal 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.
• Possess excellent oral and written communication skills, interpersonal and customer service skills.
• Possess excellent public speaking skills and presentation skills to groups of varying sizes in person and virtually.
• Strong relationship building skills & sense of time management.
• Just be detailed-oriented and well-organized self-starter with high energy and creativity.
• Proven ability to multitask and attention to detail.

Compensation

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

What You Can Expect at MassMutual

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.

Why MassMutual?

There’s more to your life than your job and there’s more to your aspirations than a paycheck. We take a holistic view of compensation and benefits that provides the flexibility to create a healthy balance in your life for work, family, and community. We offer the benefits you’d expect, like medical, dental, 401(k), and generous vacation time, but we also offer ones you might not expect, like three paid days for volunteering, a $1,250 annual Well-Being Wallet, and up to 320 hours of caregiver leave.