The Opportunity
We're looking to a hire a Senior Regional Director, Wealth Management to join our team. You'll work directly with the Head of Business Development to develop and execute a strategic sales plan for your geographical territory with your regional team and appropriate business partners, supporting the field in achieving their Wealth Management, Financial Planning, Net Flows and Overall Balanced Practice Sales goals.
The Team
About
Financial products by themselves are worth little; financial advice for a client and the people and causes they care about are worth everything. Our mission is to enable advisor practices, agencies, and MassMutual to thrive in the advice, planning, protection and investment management market by coaching to solutions and expertise that:
- Helps clients protect the ones they love
- Guides advisors and clients through advice that helps them achieve their financial goals
- Helps clients grow wealth through wise investing
The Impact
Regional Director Responsibilities
As a Senior Regional Director, you will lead both territory management and people leadership in your regional. Your responsibilities will include, but not be limited to the following:
- Responsible for engaging with the Regional Vice President and each General Agent in your given territory, including working collaboratively to develop sales plans and execute sales programs to achieve the assigned goals in the areas of Wealth Management Product Sales, Net Flows and Advice based relationships in the form of Financial Planning.
- Develop a written plan for each agency based upon their unique combination of advisor and agency segmentation, level of advisor skill & will, sophistication level of the agency, quality of infrastructure, and other factors as determined by the GA scorecard.
- Upskill key agency leadership and infrastructure on Wealth Management Products and Services, including GA, Sales Managers, Investment Specialists and Financial Planning Directors through formal training and development programs.
- Perform periodic reviews of Wealth Management Sales, Financial Planning, and Net Flows Goals with General Agent, RVPs, and appropriate business partners, and adjust the plan to stay on track to achieve sales goals
- Responsible for the leadership, management and deployment of the Associate Regional Director, and the Regional Consultants into the appropriate coaching and consulting relationships to achieve territory goals and objectives.
- Conduct regular coaching program meetings, advisor focus groups, boot camps and virtual and live training sessions for top wealth advisors and planning advisors to ensure Wealth Sales Goals, Net Flows and Financial Planning goals are achieved.
- Deliver agency training on key concepts of the
- 6 Step Financial Planning Process
- Client Service Models
- Client Engagement Frameworks
- Product sales Conversations
- Net Flows Strategies
- Advisor Book of Business Assessments and Action plans for advisors, including practice management approaches for asset management
- Responsible for understanding the full Wealth Management and Insurance product suite and driving implementation of those products to help clients and advisors achieve their goals and objectives.
Senior Regional Director Responsibilities
- The Senior Regional Director will train, develop and inspect each direct report in the following areas:
- Ensure each direct report can execute all Coaching Programs, Focus Groups, Bootcamps and Virtual Training topics as appropriate for intermediate and advanced practices
- Must ensure they have a full understanding of the 6 step Financial Planning Process and Sales Frameworks, and the Net Flows Strategies
- Ensure each direct report understands the full Wealth Management and Insurance Product Suites, as well as have a full understanding of Mass Mutual’s Financial Planning Services and how they function
- Lead a weekly Sales Meeting, ongoing training and have weekly 1 on 1’s with each direct report
- Ensure each team member understands both coaching and consulting approaches when working with advisors
- Perform Quarterly Business Reviews with each direct report
The Minimum Qualifications
- Bachelor’s degree
- FINRA Series 7 at time of application
- FINRA Series 66 or equivalent at time of application
- 8+ years of external sales experience selling investment management and financial planning
- Ability to travel 50% as required
The Ideal Qualifications
- Experience leading and developing a diverse and high performing sales team
- Successfully led sales initiatives and teams that touch, cross, and/or impact multiple organizational areas
- Deep understanding of the issues facing financial advisors as small business owners
- Understands Financial, Wealth and Insurance Products and the demands these disciplines place on an advisor practice
- Strong communication skills with ability to communicate nuanced concepts and navigate sometimes complex interpersonal dynamics and vary communication style between either coaching or consulting based on the demands of the situation
Compensation: $120K-$130K base range plus sales-based incentive opportunity resulting in a total target compensation package of $290k - $300k.
What to Expect as Part of MassMutual and the Team
- Regular meetings with the Head of Business Development Regional Teams and other Sales Partners to drive strategic implementation and execution.
- Focused one-on-one meetings with your manager
- Networking opportunities including access to Asian, Hispanic/Latinx, African American, women, LGBTQ, veteran, and disability-focused Business Resource Groups
- Access to learning content on Degreed and other informational platforms.
- Your ethics and integrity will be valued by a company with a strong and stable ethical business with industry leading pay and benefits.
MassMutual is an Equal Employment Opportunity employer Minority/Female/Sexual Orientation/Gender Identity/Individual with Disability/Protected Veteran. We welcome all persons to apply. Note: Veterans are welcome to apply, regardless of their discharge status.
If you need an accommodation to complete the application process, please contact us and share the specifics of the assistance you need.
