Assistant Vice President, Independent Broker Dealer Relationship Manager

PRIMARY FUNCTION

Individual is responsible for developing a top down sales support and marketing strategy to facilitate and assist with the sales penetration of key IBD relationships by IFN, (RD’s and ARD’s) and Penn’s annuity specialists, (RAS’s).  Priority is given to Identifying and prioritizing opportunities among the many IBD sales relationships and then deploying limited resources, (financial, sales support and POS), in support of well defined marketing plans. 

 PRINCIPAL RESPONSIBILITIES/BEHAVIORS

·  Identify and prioritize key Premier/Preferred/Partner distribution opportunities among Independent Broker Dealers.

·  Negotiate and manage the financial relationship between Penn Mutual and Broker-Dealers in support of well developed and articulated marketing plans.

·  Work with key relationships to develop annual marketing plans.  Communicate and implement annual plans to key field and HO constituents.  Update marketing plans, review progress and monitor sales results on a quarterly basis.

·  Manage the day-to-day relationships with principal contributors at the corporate or home office of key relationships.

·  Be the go-to person for problem resolution.

·  Partner with the IFN field leaders and Regional Life and Regional Annuity Specialists (RLS & RAS) to identify and coordinate activities in support of sales.

·  Advocate the support resources of the IFN regional offices and the RLS and RAS teams.

·  Attend annual, regional, and sales related planning sessions and conferences with key relationships as necessary

·  Develop collaborative relationships with Penn Mutual’s home office support areas to ensure delivery and follow through of marketing plans and key business relationships.  This includes licensing, compensation, internal sales support, new business and post-issue service.

·  Stay abreast of changes and opportunities within the IBD target markets.

·  Understand impact of industry/regulatory changes as they relate to wholesale sales.

·  Manage, develop and train other Relationship Managers in support of overall RM strategy.

 COMPETENCIES

 

·  Demonstrated planning and presentation skills

·  Strong leadership and influencing skills

·  Good organization and multi-tasking skills

·  Demonstrated ability to collaborate across functional departments

 MAJOR QUALIFICATIONS

·  College degree with at least 5 years of managing relationships with independent distribution groups

·  Hold, or working towards, an industry designation: i.e. CLU, ChFC, CFP

·  Strong written and oral communications skills

·  Strong technical skills – Excel, Database, Word, and Power Point

·  Ability to travel up to 50%