Great-West Financial Empower Retirement

Internal Sales Director

US-MA-Boston
3 weeks ago(11/28/2017 8:56 AM)
Job ID
14818
# Positions
1
Category
Sales

Position Highlights

Be Bold Be Brilliant

 

Would you like to be a part of one of America's leading financial services firms? Great-West Financial is the nation’s second largest insurer in sales of individual life insurance through banks. We also offer annuity and executive benefits products. Under Empower Retirement, we provide employer sponsored retirement plans as the nation’s second largest retirement plan provider.

 

Our over 5,000 associates across 40 locations across the country provide world class service to:

 

30,000+ employer sponsored retirement plans

8 million+ employees participating in their employer-sponsored retirement plan

467,700+ individual life insurance and annuity accounts

$460 billion+ total assets under administration

 

The primary responsibility of the Internal Sales Director (ISD) is to work in partnership with the External Regional Sales Directors (RSD) on new business development efforts. In short, the ISD is the quarterback on all sales opportunities.

Primary Responsibilities

 

 

Ability to:


- Influence Empower’s involvement, advancement and close rates
- Articulate Empower’s capabilities and differentiate Empower from the competition
- Problem-solve for market trends and hurdles in opportunities and increase the number of deals Empower is able to bid on


Responsible for:


Leading the effort on all proposals including: RFI’s, RFP’s, and pricing requests. Marshalling RFPs thru the sales process which entails but is not limited to the following:


- Understanding the opportunity as it relates to Empower’s strategic business model and articulating it to the organization
- Working with the BAC to filter opportunities and eliminate those that are not a fit
- Providing a high quality response to the RFP that demonstrate Empower’s understanding of the opportunity and interest in serving the prospect through the coordination of internal resources


 Working with internal partners to:


- Complete the pricing schedule - devise Pricing that creates sustainable business by understanding the levers that drive Empower’s pricing model
- Determine creative solutions for prospect requests including those involving unique requirements in plan design and administration
- Address non-standard requests
- Differentiate Empower’s offer and present Empower’s capabilities in a positive light
- Skillfully negotiating with internal and external partners to influence opportunity outcomes
- Analyzing fund lineups for asset management placement

 

Managing all aspects of the site visit and finals presentation and any other prospect presentations/communications which may include:


- Working with internal partners to select the best individuals from RM, Client Service, Communications, Implementation, Compliance, and Investments to    participate in prospect meetings
- Effectively briefing and preparing colleagues who participate in sales pursuits so that their meeting dialogues are tailored to the individual opportunity, prospect, and intermediaries
- Ensuring that finals presentations and site visits are differentiated from our competitors
- Working with marketing to create meeting materials and presentations that are tailored for each opportunity
- Participating in presentations and site visits as necessary
- Maintaining/updating Salesforce with information on opportunities within the assigned territory and fulfilling all data requests regarding sales activity and opportunities
- Following up on all wins and losses to record and communicate the reasons for the outcome
- Briefing senior management and other stakeholders on all opportunities including their characteristics, progress, and outcomes

 

Secondary Accountabilities:


Develop/grow intermediary relationships as follows:


- Primarily through phone and email contact, build positive relationships with target intermediaries who specialize in the sale of retirement plans in the large/mega/NFP market

- Supplement RSD coverage of regional intermediaries with email/phone contact to keep Empower top of mind in regional markets. Provide back-up coverage for RSDs in responding to intermediary questions and inquiries

- Respond to intermediary inquiries and escalate issues as appropriate to sales and/or ongoing service team. Examples of intermediary inquiries include: fee benchmarks, database updates, technical inquires and service issues
- Update regional intermediary databases with information on Empower’s latest offering
- Increase the brand recognition within the marketplace through calling/mailing efforts as necessary
- Manage or participate in sales related projects/initiatives as required

 

Qualifications

- Bachelor's degree in business or a related field
- Excellent communication skills, both written and oral
- Proven project management skills. Experience managing multiple, complex projects simultaneously under tight deadlines
- 3-5 years business experience
- High degree of professionalism
- Knowledge of the retirement plan services industry
- FINRA Series 6 & 63 and applicable state insurance licenses required within established timelines

 

Additional Desired Qualifications/Experience:


- Front office experience working with intermediaries
- Telephone sales or service experience in the financial services industry
- Negotiation skills

 

Working Conditions/Physical Requirements:


- Normal Office Working Conditions
- Travel required as needed to meet objectives

 

 

Working Conditions/Physical Requirements: Normal Office Working Conditions

The above statements are intended to describe the general nature and level of work being performed by individuals assigned to this job. They are not intended to be an exhaustive list of responsibilities, duties and skills.

About Great-West Financial

At Great-West Financial® and Empower Retirement, our more than 5,700 global associates are dedicated to helping customers secure their financial futures. We offer a range of retirement savings products, life insurance, annuities and investment services from offices across the country. If you’re interested in joining a company that enjoys a record of strong performance and is rich in history yet innovative, bold and transformative, then our organization is an outstanding place for you to grow and succeed. We’re an equal opportunity employer dedicated to workforce diversity. We’re also committed to providing a drug-free workplace.

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