Regional Vice President & Wholesaler

Security Benefit Topeka , KS 66604

Posted 5 months ago

Security Benefit (SB), a leader in the retirement saving and income solutions market, is seeking a Regional Vice President (RVP) to wholesale in the Midwest Region (including Illinois, Iowa and Nebraska). Security Benefit fosters strong partnerships with independent distribution partners and employer-based Centers-of-Influence to provide insightful and customized retirement solutions for employers and individual investors nationwide. Through a broad advisor network and its nationally recognized money managers, Security Benefit provides mutual funds, annuities and retirement programs. As an industry leader in service technology, our affiliates offer business processing and broker/dealer solutions tailored to the retail retirement marketplace.

General Accountabilities:

The primary objective of the position is to put a 'face' on Security Benefit with the intended outcome of continuously growing assets and driving revenue. To do this, you will be charged with representing Security Benefit's investment strategies to financial advisors in a well-defined, targeted universe.

Your goal is to expand and deepen our penetration in the annuity and mutual fund custodial marketplace and to enhance and accelerate brand awareness. You will have responsibility for retaining existing representatives for cross-selling to increase the number of Security Benefit offerings being used by existing clients, and for prospecting to increase the number of new advisors using our solutions.

Ultimately, you will be accountable for achieving expected activity levels with a high degree of quality and effectiveness. Most importantly, you are responsible for meeting or exceeding the sales targets established for their respective region as well as providing guidance and support to the other regions. This includes accountability for bringing in new money as well as retention of existing assets. In addition, you will be accountable for growing our sales distribution network through the addition of new representatives.

Duties and Responsibilities:

Business planning with the Sales team

  • Conduct extensive regional analysis

  • Work with management to establish goals for sales of product offerings

  • Build an execution plan for achieving the established goals

  • Lead sales staff throughout region

Utilizing the consultative sales process when interacting with advisors

  • Information gathering

  • Represent the Security Benefit value proposition

  • Create action steps to move the sales process forward

  • Close creating clarity, comfort and commitment

Territory Management

  • Effectively partner with the client services team supporting your region

  • Build rotations and zones

  • 'Anchoring' with targeted focus firms

  • Schedule and following-up

  • Achieve required activity levels with a high-degree of quality

  • Conduct group meetings and 1-on-1 appointments

  • Utilize technology, teamwork and effectively managing office days

Target marketing

  • Segmentation and profiling

  • Rank clients and define 'Ideal' clients

  • Define level of service for best clients

  • Business planning with best clients

  • Rank prospects

Relationship management

  • Meet with existing or potential representatives to share Security Benefit product solutions

  • Attend conferences and other events hosted by employers, school districts, etc.

  • Become fluent in the target firm's vocabulary, initiatives and, suite of offerings

  • Follow-up and follow through

  • Ask for referrals

  • Be proactive and problem solve

  • Offer business-building techniques and practice management tools for differentiation vs. competition

Qualifications:

  • NASD registration (Series 6 or 7 and 63) and State Life and Variable Annuity License

  • Three years successful financial sales experience in fixed/variable annuities and/or mutual funds preferred

  • Knowledge of mutual fund and annuity products

  • Knowledge of employer or advisor market products, distribution systems, competitive environments including mutual funds and variable annuities, TSA, and laws and regulations, with emphasis on focus of employer market

  • Excellent verbal, written and interpersonal communication skills

  • Strong computer skills including use of Microsoft Office Products

  • Self-motivated individual who is results and quality oriented with good analytical, conceptual, organizational and time management skills

  • Ability to work independently, as well as part of a team

  • Excellent seminar presentation skills

  • Management skills with independent reps and ability to serve on a team to effectively support assigned territory

  • Ability to travel up to 100% of the time to assist and meet needs of representatives

Consider joining our progressive team in our nationally recognized company. Visit the career section of our website at www.securitybenefit.com to complete the online application and submit your resume. EOE


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Regional Vice President & Wholesaler

Security Benefit