External Wholesaler (Miami / Ft. Lauderdale)

This is a remote position; however, we are specifically seeking candidates located in the Miami or Ft. Lauderdale, Florida area.

About the Role

As a Regional Marketing Director (RMD), you'll generate Penn Mutual life insurance sales through recruiting and sales solicitation of targeted life insurance financial professionals. The successful candidate is adept at positioning life insurance as the foundation of a financial plan, actively promoting the living as well as the death benefits of life insurance for the individual and business markets. Considered a "second line field leader," this employee is a "master in the craft" as represented by expertise in practice management to enable a financial professional to start, grow, or transition their practice depending on their experience in the business and professional objectives.

Responsibilities

• Recruiting
  • Prospect and profile independent, targeted life insurance financial professionals who regularly write life insurance as part of their practice, with life insurance sales representing 30% to 50% of their business.
  • Achieve annual financial professional recruiting goal by completing the due diligence process and ensuring new recruits are in good standing with FINRA and the state life insurance department.
  • Enhance productivity of new recruits, increasing their Penn Mutual life insurance production year over year.
• Practice Management
  • Coach life insurance financial professionals utilizing advanced marketing concepts to accelerate the growth of their practice, diversify into new markets, expand, or transition their business.
  • Contribute to channel fluidity by supporting and encouraging independent financial professionals to move within PML distribution channels to facilitate the growth of their business.
• Sales and Goal Achievement
  • Achieve or exceed individual LWP sales and goals, working toward a balanced product mix through sales concepts, case design, and advanced marketing concepts in the individual and business markets.
  • Contribute to and/or participate in company pilots or special initiatives upon request.
• Productivity and Territory Management
  • Actively engage in up to 20 weekly face-to-face meetings with quality financial professionals and/or small groups to promote PML’s value proposition, sales solutions, marketing concepts, and life insurance products.
  • Conduct regional marketing or study group meetings with independent financial professionals to facilitate practice management and promote the PML value proposition and innovative sales solutions and competitive products.
  • Participate in joint appointments as an insurance specialist with financial professionals, as appropriate.
  • Maintain efficient rotations by creating territory zones and geographic density of appointments.
  • Work within the assigned T & E budget.
• Marketing and Sales Track
  • Recommend case designs and illustrations.
  • Utilize compliant company-generated marketing and advanced case sales solutions and competitive edge in solicitation of PML product and sales opportunities.
  • Actively promote company’s marketing programs, such as WORTH and Financial Professional Alliance.
  • Facilitate a potential life insurance case from concept and design to placement, providing field underwriting as appropriate.
• Compliance
  • Ensure suitability of the sale in meeting client needs as presented by the financial professional.
  • Follow FINRA regulations for cash and non-cash incentives and/or entertainment in conducting business with independent financial professionals.
  • Work within budget, allocating travel and expense budgets to DSM and RSDs for effective and efficient territory management.
• Team Player
  • Share best practices with peers, including recruiting, referrals, sales ideas, handling objections, success stories, and leveraging PML’s competitive advantages.
  • Partner with your Internal Marketing Representative (IMR) to achieve goals, if applicable.
  • Partner with the Relationship Management team, prioritizing financial professionals from PML’s Focus Firm list to assist in achieving goals and growing market share in the firm.
  • Participate in company conference calls, councils, or initiatives, as requested.
  • Collaborate and cooperate with the home office and field peers, such as Regional Marketing Directors and Regional Marketing Specialists.
  • Develop a true partnership between the field and the home office, openly but positively discussing challenges and maintaining a “we” mentality.
  • Comply with all company and site policies and procedures.
  • Remain current in profession and industry trends.
  • Successfully complete regulatory and job training requirements.
  • Perform other duties as assigned.

Qualifications

• Bachelor's Degree required.
• FINRA Series 6 and Series 63 registrations required; FINRA Series 7 preferred.
• Life insurance license required.
• Currently holds or willing to obtain industry certifications, such as CLU and/or ChFC.
• Proven track record of sales success in the financial services industry.
• 5-10 years of experience as a financial professional, wholesaler, or sales manager, preferably in the life insurance or securities industry.
• Bilingual (Spanish) and/or experience in the high-net-worth international market is preferred.
• Willing to travel up to 70%.

Skills

• Operates ethically and with integrity.
• Ability to work independently, being intrinsically motivated with a high level of stamina.
• Possesses organizational and efficient time management skills with basic knowledge of field wholesaling skills.
• Skilled at prospecting, profiling, and recruiting life insurance financial professionals.
• Able to cultivate relationships with independent financial professionals.
• In-depth working knowledge of practice management on how to start up, grow, or transition a financial professional's business.
• Working knowledge of COW, LEAP, and/or other selling and financial profiling systems.
• Ability to build and maintain positive, tenured professional relationships.
• Knowledge of the financial planning process and advanced marketing concepts.
• Superior listening, communication, and presentation skills.
• Ability to effectively collaborate, be inclusive, and build partnerships.
• Adept at field underwriting, illustrations, and case design.
• In-depth and thorough understanding of life insurance and annuity products, the insurance industry, the financial marketplace, its terminology, related tax laws, and the application of financial planning.
• Proficient in Microsoft Office Suite applications and mapping software.

Pay

This role is primarily variable/commission based but does have a set base salary of $65,000.