Hybrid Wholesaler
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About this role
Group 1001 is a consumer-centric, technology-driven family of insurance companies on a mission to deliver outstanding value and operational performance by combining financial strength and stability with deep insurance expertise and a can-do culture. Group1001’s culture emphasizes the importance of collaboration, communication, core business focus, risk management, and striving for outcomes. This goal extends to how we hire and onboard our most valuable assets – our employees.
Why This Role Matters:
The Hybrid Wholesaler is designed to help drive sales growth of Delaware Life annuity products and services; drive key strategic sales initiatives and collaborate with the Delaware Life National Sales Consulting team to develop and deliver field plans and activities contributing to sales growth. At it’s core, this role is responsible for developing new business opportunities and fostering existing relationships through live meetings, phone and web-based sales and service calls.
The role responsibilities will include effective and efficient management of the territory to deliver profitable product sales. Actively engage in the use of data and technology to mine opportunities for focused growth. Build annual plans and review quarterly. This position works closely with external wholesalers in the defined regions and or new regions to conduct in person sales meetings to sell Delaware Life business. The role requires travel to advisors and prospective advisors and needs to be an expert in sales. The position is required to work either in the regional location that it supports, and in a region defined by Sales Management. The role requires internal support of external wholesaler(s) for the supported region(s) and acts as its own internal support for defined coverage. This role will report to the National Sales Manager of Delaware Life Marketing and will be responsible for achieving defined sales goals.
How You’ll Contribute:
- Drive the territory business strategy to maximize sales growth.
- Conduct on-site regional meetings with advisors and prospective advisors to sell Delaware Life Products: Fixed Annuity, Fixed Indexed Annuity, Variable Annuity
- Strategically aligned with external wholesalers and may be responsible for taking on some territorial wholesaler selling.
- Daily and Weekly record all prospect/client meetings, pipeline opportunities, tasks, demonstrations, and illustrations.
- Build and execute annual sales plans and review plans quarterly.
- Make proactive calls-out to existing producers and prospects as part of marketing or product campaigns, to communicate rates, sales ideas, generate leads, and schedule meetings.
- Makes proactive outbound telephone calls and email contacts to promote and provide sales product illustration support to producers within assigned territory.
- Must be willing to learn new technology and use it routinely in the role.
- Quarterly event with Delaware Life Marketing National Sales Consulting team for large advisor meetings and complex sales assistance.
- Collaborate, when necessary, with the Internal Sales Team to assist in driving sales results.
- Work efficiently within our CRM solution to prospect, administer leads generated by campaigns, update advisor records, manage a pipeline of opportunities and deliver accurate forecasting for the assigned territory.
- Conduct in-depth sales presentations, primarily through virtual meetings, including product demonstrations highlighting key benefits through individual and group sessions, seminars, workshops, and branch meetings.
- Leverage relationships to conduct small to large meetings using internal resources.
- Learn the Delaware Life Marketing National Sales Consultant value proposition and demonstrate the content as uniquely valuable to the advisor and their clients.
- Build relationships and maintain strong rapport with prospective and existing clients within the client organization and within Delaware Life Marketing.
- Conduct lead development, lead follow up, qualification and targeted account selling, on the phone, and with virtual technology.
- Manage expenses in a timely manner and adhere to company policies for advisor and firm sponsorships.
- Responsible for consistently meeting and exceeding stated KPI’s relevant to the role
What We’re Looking for:
- 5+ years of wholesaling experience with proven variable annuity sales results in the bank and/or independent broker-dealer channels
- Bachelor’s degree required and advanced degrees a plus
- FINRA Series 6 or 7, 63 and Life Insurance licenses required
- Strong relationships with key bank and independent broker-dealer advisors and firms in the defined territory
- Exceptional presentation and communication skills
- Demonstrated success in variable annuity and fixed index annuity sales
- Proven track record of advisor relationship building
- Experience in lead development, lead follow up, qualification and targeted account selling in person, on the phone, and with virtual technology
- Strong organizational skills and effective time management
- Microsoft Office proficiency, Allego, Seismic, technology a plus
- CRM: Salesforce or other CRM proficiency
- Valid Driver’s license
- Up to 25% travel
Benefits Highlights:
Employees who meet benefit eligibility guidelines and work 30 hours or more weekly, have the ability to enroll in Group 1001’s benefits package. Employees (and their families) are eligible to participate in the Company’s comprehensive health, dental, and vision insurance plan options. Employees are also eligible for Basic and Supplemental Life Insurance, Short and Long-Term Disability. All employees (regardless of hours worked) have immediate access to the Company’s Employee Assistance Program and wellness programs—no enrollment is required. Employees may also participate in the Company’s 401K plan, with matching contributions by the Company.
Group 1001, and its affiliated companies, is strongly committed to providing a supportive work environment where employee differences are valued. Diversity is an essential ingredient in making Group 1001 a welcoming place to work and is fundamental in building a high-performance team. Diversity embodies all the differences that make us unique individuals. All employees share the responsibility for maintaining a workplace culture of dignity, respect, understanding and appreciation of individual and group differences.
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