National Account Director

MassMutual   •  

Springfield, MA

Industry: Accounting, Finance & Insurance


8 - 10 years

Posted 45 days ago

Key responsibilities include:

Relationship Management

• Have existing relationships with firms gatekeepers (Institutional, Broker-Dealers, Banks or regional firms)

• Connect with firms through visits and technology to deepen relationships and drive strategic initiatives
• Understand the firm’s digital roadmap and deliver recommendations on MM integration into platform for sales growth

• Understand accounts’ sales goals, distribution structures and centers of influence

• Focus on activities that will improve MassMutual firm market share

• Have deep understanding of technology utilized within marketplace (DTCC, API, Feeds, etc.) and be able to make recommendations/influence direction of MassMutual National Accounts

Sales & Marketing:

• Pro-actively develop and deliver sales ideas and growth strategies/trends to accounts

• Ensure execution of marketing campaigns with Brokerage Directors and Sales Desk

• Identify marketing gaps and work with internal marketing partners and sales desk to create and deliver solutions

• Obtain and disseminate account intelligence with key internal business partners (Brokerage Director’s, Sales Desk, Operations, Marketing, Product, Advanced Markets and Competitive Intelligence)

• Establish and assume responsibility for individual account meetings, conferences and marketing calendars

Organizational Awareness:

• Identify, share, and adopt best practices across accounts and within team
• Ability to effectively leverage MassMutual resources to address account issues or opportunities
• Escalate issues effectively by preparing, framing, and presenting them along with a recommended solution to management


• BA/BS degree
• FINRA - Series 6 or 7 and 63
• At least 7+ years in financial services with 3-5 years managing National Accounts or a leading a distribution team

  • Proven track record of working with distribution gatekeepers
  • Demonstrated strong attention to detail
  • Demonstrated ability to execute successful sales and marketing campaigns
  • Excellent written and verbal communication skills
  • Ability to work independently and within team environment
  • Ability to collaborate
  • Ability to execute effectively
  • Outstanding sales skills
  • A thorough understanding of distribution channel(s) (Institutional, Independent Broker Dealer and Bank) including a knowledge of various distribution models that support these channels (Direct, BGAs, IMOs,etc. ).
  • Strong knowledge of technology and applications that are used in the institutional space (DTCC, Agency Management systems and aggregators
  • Strong knowledge of operational processes and underwriting practices as well as regulatory and compliance issues
  • Ability think strategically and creatively
  • Demonstration of executive presence and polish
  • Negotiation skills
  • Presentation skills
  • Ability to work effectively in a fast paced environment
  • Ability to build and maintain business relationships
  • Ability to manage to budget
  • Ability to travel 50% of the time