National Account Director

MassMutual   •  

Springfield, MA

Industry: Accounting, Finance & Insurance


8 - 10 years

Posted 57 days ago

This job is no longer available.


This position will focus on deepening the relationship with Third Party Distribution (TPD) relationships and MassMutual for sales of Life, Disability and LTC solutions. The position demands a highly motivated, detail oriented, results-oriented contributor. The individual must have experience in managing institutional, bank, Broker-Dealer or regional firm relationships with a proven record of growing sales. The individual should be able to demonstrate sales growth and increased market share through the development, coordination and execution of marketing campaigns. The individual will effectively promote market and support MassMutual Life, DI and Long Term Care solutions to existing relationships and to future relationships. The individual should have deep background of operational processes, depth of knowledge on current industry standard technology and technology disruptors, comprehensive understanding of tools and technology to be able to work with the MM and Brokerage sales operational team to integrate/partner MassMutual with the TPD relationships as they build their digital experience. They must be able to communicate competitive advantages of company products and services. Establish and/or maintains cooperative business relationships. Conduct sales/product training meetings for assigned intermediaries. They are also responsible to align field relationships with institutional opportunities.

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