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MassMutual Key Account Manager in Springfield, Massachusetts

We have had great success in recent years distributing our annuity and life-LTC combination products through our financial institution relationships. To further this success we must evolve our strategy to reach more customers where they are, on their terms, with the products they need. For that reason, we are pleased to announce that MassMutual will be forming a dedicated third-party distribution channel, MassMutual Strategic Distributors (MMSD). MMSD will continue to build on the annuity and life-LTC combination strategy and expand the product solution offering to include life and disability insurance.

MMSD’s strategy is to aggressively grow top line sales by expanding existing and establishing new partnerships with financial institutions (wire houses, banks, broker-dealers) and making significant investments in technology, sales, operations, marketing and product development. Our strategy will be driven by dedicated teams across the enterprise where we will prioritize a dynamic, agile, and entrepreneurial culture.

As a Key Account Manager, you’ll have an opportunity to support relationships with national and regional banks, wire houses and independent broker-dealers and BGA and IMO organizations to mutually grow life insurance and disability income insurance revenues and MassMutual’s marketshare. In this role, as well as all roles within MassMutual, you will demonstrate accountability, agility, a dedication to be inclusive, a strong business acumen, and will show courage, even in the most difficult situations. We also highly value strong communication skills, a passion for learning, leadership traits, resilience and self-awareness.

What success looks like:

  • Supports strategic relationships with key partner firms and drives activities that result in sales growth.

  • Understands distribution partner’s goals and strategic initiatives, works with Life/DI Key Account Management team to develop and implement activities that use MassMutual’s strengths to achieve those goals while growing MassMutual’s sales.

  • Maintains working knowledge of MassMutual operational and technological capabilities and MassMutual’s value-added offerings and identifies opportunities to leverage them across strategic account relationships.

  • Articulates a strong understanding of MassMutual’s products and their positioning externally and the needs and perspectives of distribution partner firms internally.

  • Coordinates and executes campaigns and initiatives that grow brand awareness and sales in assigned accounts.

  • Partners with sales team to execute plans that drive sales.

  • Collaborates with teammates and business partners within MassMutual to support distribution partners and their needs while having the business acumen, diplomacy and courage to find solutions that also are in the best interest of MassMutual.

What your days and weeks will include:

  • Works with Life/DI Key Account Management team to develop and support relationships with key stakeholders at distribution partner firms. Serve as liaison for operations, underwriting, service, marketing and relationship management contacts at partner firms.

  • Demonstrates working knowledge of each firm including product sales, target markets, competitive information, systems, platforms, key initiatives, trends etc. and communicates information in periodic reports to management.

  • Works with members of Key Account Management team and other members of the Life/DI Third-Party team to communicate timely information with distribution partners and internal partners.

  • Prepares pipeline, sales and activity reports for internal management and for partner firms. Analyzes results and identifies trends.

  • Works with member of Key Account Management team to the launch of new distribution opportunities

  • Coordinates product and concept training to centers of influence at partner firms (e.g sales desks, insurance specialists, underwriting/case managers, wholesalers, financial advisors etc.)

  • Identifies opportunities in assigned accounts for the distribution of additional MassMutual products lines.

  • Works with other members of Key Account Management team to secures approval for new products at assigned firms; identifies potential challenges and firm requirements to appropriate stakeholders including Product Management department.

  • Influences assigned strategic accounts to support activities designed to generate sales of MassMutual products.

  • Coordinates resources for firm conferences and meetings and identifies and tracks measurable follow up activities.

  • This position may offer the ability to work remotely in the United States, please discuss the specifics with the recruiter.

Basic Qualifications:

  • Bachelor’s Degree from a four-year college or equivalent experience

  • 5+ years of experience

  • FINRA Series 6 or 7 and Life/Health Licenses

  • Excellent interpersonal skills that drive partnership and deepen relationships

  • Ability to listen to and understand the needs, interests, motivations and perspectives of internal and external partners

  • Excellent written and oral communication

  • Strong organizational, presentation, analytical and problem-solving skills

  • Excellent ability to follow through on commitments

  • Experience and comfort in presenting to small and medium groups

  • Strong business and financial acumen and ability to think strategically

  • Ability to work autonomously and prioritize shifting demands

  • Ability to find the resources needed to accomplish a goal

  • Proficient in Microsoft Office Suite

  • Prior accomplishments in account management, internal or external sales with a minimum of 3-5 years of experience working with institutions and BGAs or IMOs

  • A good understanding of the industry as well as BGA and institutional firm organizational structures and the centers of influence in those organizations

  • Some travel required (post covid)

Does this sound like a great fit? Apply today!