National Relationship Manager, IMO Channel

About the role

The National Relationship Manager, IMO Channel is responsible for generating sales revenue through strategic sales marketing strategies, developing and maintaining relationships with agents, brokers, sub-producers, wholesale brokers, and others who control this business in the marketplace. This role also involves recruiting new annuity producers and retaining/increasing ongoing business from existing producers.

Primary Responsibilities

• Achieves sales goals, premium volumes and revenue targets with a focus on business development by establishing rapport with and setting clear goals with IMO’s and providing support to agents and IMOs to achieve those goals.
• Develops and implements strategic plans for increasing revenues and premium volume.
• Accurately answers agent and IMO questions regarding all products and clearly explains product features, advantages and benefits, including variances by state.
• Works with team to establish contact schedules and frequently meets with or calls out to agents and IMOs to facilitate individual and group meetings, training, promotional seminars, and other discussions.
• Prepare materials, demonstrations, illustrations and proposals for all activities.
• Educates agents on product availability, website features and benefits, e-apps and company requirements for in-good-order applications.
• Affords assistance to agents with matching client needs with appropriate product to assure suitability.
• Assists with the development of marketing campaigns, webinar topics, and hosts webinars as necessary.
• Recognizes, motivates and supports producer sales efforts and acts as liaison between producers and other internal departments.
• Make proactive calls-outs as part of marketing or product campaigns, to communicate rates, sales ideas, generate leads, and schedule meetings.
• Collaborate on call campaigns to launch new products and identify new sales opportunities.
• Serve as trouble-shooter and problem solver for advisors on product and process issues and maintain a strong knowledge of available corporate resources, referring advisors to appropriate areas as necessary to ensure problem resolution.
• Document activity in the CRM system i.e. appointments, sales calls, follow-ups, call campaigns and sales opportunities etc.
• Productively work together and collaborate with other home office departments.
• Demonstrate excellent listening skills to better assess an advisor’s needs and determine the type of sales support necessary to accomplish the objective and add value to the products.
• Build and maintain strong product knowledge including any related economic, industry and competitor information and prepare routine sales/marketing reports.

Skills And Experience Needed

• Bachelor's degree or equivalent working experience
• 7-10 years related experience and/or training or equivalent combination of education and experience
• Strong knowledge and track record of success within independent distribution channel
• Demonstrated strong, current relationships within the IMO channel
• Demonstrated success in building sales and distribution
• Strong knowledge of annuity products
• Demonstrated ability to recruit and retain top selling talent
• Strong leadership, communication and organizational skills
• Experienced public speaker; strong presentation skills
• Ability to drive significant sales and service initiatives
• Ability to develop and execute organizational strategies
• Excellent verbal and written communication skills
• Read, analyze and interpret general business periodicals, professional journals, technical procedures or governmental regulations
• Write reports, business correspondence and procedure manuals
• Work independently with little or no supervision
• Time management and ability to handle multiple tasks in a fast-paced environment
• Handle confidential information
• Exceptional problem determination skills with a high attention to detail