Click the position title below to view job description, responsibilities, and requirements.
This position will report to LIBRA’S CEO and be responsible for building and Identifying business development opportunities with life insurance brokerage partners (BGAs) throughout the U.S., developing a comprehensive business plan, managing execution and evaluation of the plan, marshalling resources to be delivered to BGAs, and managing relationships with key constituencies, including insurance carriers, BGAs, and LIBRA staff.
- Identify business development opportunities (products, marketing concepts, distribution targets, and sales concepts.)
- Market, promote, educate and train BGAs on LIBRA resources. Provide utilization measures and evaluation of resources for investment or changes.
- Oversee the marketing effort to increase market share, penetrate untapped markets and develop approach strategies for adding BGAs.
- Develop and refine a detailed profile of all agencies for resource and strategy deployment.
- Create and promote the necessary value package to attract and retain BGA partners.
- Develop and implement a comprehensive business plan. Develop consistent and constant evaluation of execution.
- Provide fiscal modeling and cost benefit analysis when required.
- Develop a management reporting system.
- Identify products and carriers, facilitate product/carrier analysis, and create strategies and support as opportunities to influence BGA partners.
- Develop and execute strategies to add distribution sources for partners (e.g., Financial Advisors, Broker Dealers, RIAs, and Property Casualty Agencies) and develop and execute initiatives to enhance the effectiveness of partner agencies increasing business in these segments.
- Develop and execute a Partner Agency Communication Strategy that provides a useful feedback loop for resource assessment, resource/program ideas, and carrier program and personnel evaluation.
- Develop accountability methods and metrics for LIBRA staff, carrier resources, and BGAs. These metrics should be indicators of what is working and what is not and identify what needs to change or evolve.
- Establish quality standards for sales contacts and customer service. Oversee management systems to monitor performance to quality standards.
- Manage carrier relationships with account executives and demonstrate the ability to facilitate integration between the LIBRA Team and the RVPs/sales leaders.
- Participate in carrier feedback for tiering and other segmentation.
- Be a team player on the executive team.
- Conduct performance management process for direct reports and initiate corrective action as necessary. Assist with continued development of an effective support team to provide world-class service.
- Establish close working relationships with key staff at BGAs, producer groups, and the national organizations in which they maintain memberships.
- Minimum 10 years’ experience in insurance sales management, including leading a field sales team, distribution management, and product and sales concept marketing.
- Experience working with multiple carriers and distribution. Experience and skill managing insurance carrier and service provider contracts.
- A “team player” philosophy.
- A skilled “rain maker” and leader with the ability to motivate both internal and external customers.
- A strategic thinker and strong competitor in a crowded marketplace.
- Good fiscal acumen. Experience with budget management.
- Results-driven and strong track record demonstrating initiative to create, organize, manage, execute, and evaluate projects and initiatives.
- Superior verbal and written communication skills. Strong group presentation and public speaking skills. Ability to effectively communicate complex life insurance concepts and products
- Ability to communicate effectively with senior-level individuals at carriers and BGA partners.
- Strong organizational ability. Ability to handle multiple priorities.
- Working knowledge of computer spreadsheet and graphic capabilities.
- High life insurance IQ: Strong creative product knowledge of both fixed and variable life insurance lines. Comprehensive understanding of how products are structured and priced. Working knowledge of the underwriting process. An understanding of new business management technology and e-commerce.
- College degree.
- Flexibility to travel and ability to work remotely.
- Industry credentials (e.g., CLU©, ChFC©, CFP©) and a demonstrated pattern as a “student of the business.” Licensed and registered to sell fixed and variable insurance. Series 6 is minimum required. Series 7 and 24 licenses are preferred.
- Knowledge of and sensitivity to compliance issues, including a spotless compliance record.