POSITION OVERVIEW
The primary goal of a Regional Marketing Director is to generate Penn Mutual life insurance sales through recruiting and sales solicitation of targeted life insurance financial professionals. This field position 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 associate is a “master in his craft” as represented by his expertise in practice management to enable a financial professional to start, grow, or transition his practice depending on his experience in the business and his professional objective. In addition, the RMD actively and selectively recruits to Penn Mutual’s broker-dealer, Horner, Townsend and Kent, Inc. (“HTK”), without compromising the firm’s relationships with other independent broker-dealer distribution partnerships
POSITION EXPECTATIONS/RESPONSIBILITIES
Recruiting
- Prospects and profiles for 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.
- Achieves annual financial professional recruiting goal completing due diligence process and ensuring new recruits have are in good standing with FINRA and the state life insurance department.
- Continues to enhance productivity of new recruits increasing their Penn Mutual life insurance production year over year.
Practice Management
- Coaches life insurance financial professionals utilizing advanced marketing concepts to accelerate the growth of their practice, diversify into new markets, expand or transition their business.
- Contributes to channel fluidity by supporting and encouraging independent financial professionals to move within PML distribution channels to facilitate the growth of his business.
Sales and Goal Achievement
- Achieves or exceeds individual LWP sales and goals working toward balanced product mix through sales concepts, case design and advanced marketing concepts in the individual and business markets
- Contributes to and/or participates in company pilots or special initiatives upon request.
Productivity and Territory Management
- Actively engages in up to 20 weekly face to face meetings with quality financial professionals and/or small group to promote PML’s value proposition, sales solutions, marketing concepts and life insurance products.
- Conducts 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.
- Willing to participate in joint appointments as insurance specialist with financial professionals, as appropriate.
- Maintains efficient rotations creating territory zones and geographic density of appointments.
- Works within assigned T & E budget.
Marketing and Sales Track
- Involved in recommending 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 promotes company’s marketing programs, such as, WORTH and Financial Professional Alliance.
- Able to facilitate a potential life insurance case from concept and design to placement providing field underwriting as appropriate.
Compliance
Ensures suitability of the sale in meeting client need as presented by financial professional.
Follows FINRA regulations for cash and non-cash incentives and/or entertainment in conducting business with independent financial professionals.
Works within budget allocating travel and expense budgets to DSM and RSDs for effective and efficient territory management.
Team Player
- Shares best practices with peers including recruiting, referrals, sales ideas, handling objections, success stories and leveraging PML’s competitive advantages.
- If applicable, partners with their Internal Marketing Representative (“IMR”) to achieve goals.
- Partners with the Relationship Management team prioritizing financial professionals from PML’s Focus Firm list to assist in achieving goal and growing market share in firm.
- Participates in company conference calls, councils, or initiative, as requested.
- Collaborates and cooperates with the home office and field peers, such as Regional Marketing Directors and Regional Marketing Specialists.
- Works to develop a true partnership between the field and the home office openly but positively discussing challenges understanding that the home office and field are on the same team; actively works to help develop and maintain a “we” versus “us versus them” mentality between the field and the home office.
Complies with all company and site policies and procedures.
Remains current in profession and industry trends.
Successfully completes regulatory and job training requirements.
Performs other duties as assigned.
Required Skills
- Operates ethically and with integrity.
- Ability to work independently being intrinsically motivated with a high level of stamina.
- Possesses organizational 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.
- Has in-depth working knowledge of practice management knowledge on how to start up, grow or transition a financial professionals business.
- Possesses working knowledge of COW, LEAP and or other selling and financial profiling systems.
- Ability to build and maintain positive, tenured professional relationships.
- Knowledge of 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.
Required Experience
EXPERIENCE
- Five to ten years of experience as a financial professional, wholesaler or sales manager preferably in the life insurance or securities industry.
EDUCATION/LICENSES/PROFESSIONAL DESIGNATIONS
- 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.
- Willing to travel up to 70%
ALL ASSOCIATES EXEMPLIFY OUR PENN MUTUAL VALUES:
ACTING WITH INTEGRITY—We have the conscious intention to do the right thing.
RESPECTING ONE ANOTHER—We see each other’s distinctiveness as a valued asset.
FOCUSING ON RELATIONSHIPS—We foster meaningful connections with others.
SUSTAINING OUR LEGACY—We are trusted guardians for what we promise.
A SHARED SENSE OF BELONGING—We evoke our place as part of a world that we influence and influences us.
PENN MUTUAL IS COMMITTED TO EQUAL EMPLOYMENT OPPORTUNITY (EEO). WE PROVIDE EMPLOYMENT AND ADVANCEMENT OPPORTUNITIES TO ALL QUALIFIED APPLICANTS AND ASSOCIATES, ACCORDING TO APPLICABLE LAWS. THIS IS REFLECTED IN OUR PRACTICES FOR HIRING, PLACEMENT, PROMOTION, TRANSFER, DEMOTION, LAYOFF, TERMINATION, RECRUITMENT, COMPENSATION, SELECTION OR TRAINING, AND ALL OTHER TERMS AND CONDITIONS OF EMPLOYMENT. ALL EMPLOYMENT-RELATED DECISIONS AND PRACTICES ARE FREE FROM UNLAWFUL DISCRIMINATION. THIS INCLUDES: RACE, CREED, COLOR, NATIONAL ORIGIN, ANCESTRY, CITIZENSHIP AGE, GENDER (INCLUDING PREGNANCY), SEXUAL ORIENTATION, GENDER IDENTITY OR EXPRESSION, DOMESTIC PARTNERSHIP OR CIVIL UNION STATUS, MARITAL STATUS, GENETIC INFORMATION, DISABILITY, RELIGIOUS OBSERVANCE OR PRACTICE, LIABILITY, VETERAN STATUS OR ANY OTHER CLASSIFICATION PROTECTED UNDER APPLICABLE LAW.
LEADERS MAY, AT THEIR DISCRETION, CHANGE THE RESPONSIBILITIES IN THIS POSITION DESCRIPTION AT ANY TIME DUE TO REASONABLE ACCOMMODATION AND/OR OTHER BUSINESS REASONS.
ABOUT THE PENN MUTUAL LIFE INSURANCE COMPANY
Penn Mutual is committed to helping people live life with confidence. At the heart of this purpose is the belief that life insurance is central to a sound financial plan. Through our network of trusted financial professionals, we are dedicated to helping individuals, families and businesses achieve their dreams. Penn Mutual supports its financial professionals with retirement and investment services through its wholly owned subsidiary Hornor, Townsend & Kent, LLC, member FINRA/SIPC. Visit Penn Mutual at www.pennmutual.com.