Hybrid Wholesaler

Group 1001 is a consumer-centric, technology-driven family of insurance companies on a mission to deliver outstanding value and operational performance by combining financial strength and stability with deep insurance expertise and a can-do culture. Group1001’s culture emphasizes the importance of collaboration, communication, core business focus, risk management, and striving for outcomes. This goal extends to how we hire and onboard our most valuable assets – our employees.

Group 1001, and its affiliated companies, is strongly committed to providing a supportive work environment where employee differences are valued. Diversity is an essential ingredient in making Group 1001 a welcoming place to work and is fundamental in building a high-performance team. Diversity embodies all the differences that make us unique individuals. All employees share the responsibility for maintaining a workplace culture of dignity, respect, understanding and appreciation of individual and group differences.

Company Overview:

At Delaware Life Insurance Company (“Delaware Life”), we’re focused on what matters: Creating high-performing products, delivering a seamless experience with honesty and efficiency, and being great partners to work with. Delaware Life is a member of Group One Thousand One (‘Group1001’): an ecosystem of businesses making insurance more useful, intuitive, and accessible for everyone. We’ve made it our mission to deliver pure value to our partners and clients. We support our partners with a distilled set of tools and products that empower them to deliver clear value to their clients every time.
Group 1001, and its affiliated companies, is strongly committed to providing a supportive work environment where employee differences are valued. Diversity is an essential ingredient in making Group 1001 a welcoming place to work and is fundamental in building a high-performance team. Diversity embodies all the differences that make us unique individuals. All employees share the responsibility for maintaining a workplace culture of dignity, respect, understanding and appreciation of individual and group differences.

Job Summary:

Through its distribution agency, Delaware Life Marketing is adding to its distribution team of wholesalers to distribute its products and services. Traditional wholesaling has focused on heavy discovery, travel, and face-to-face meetings. Our model is a unique forward-looking model, reliant on skilled agile wholesalers. We will use technology to generate opportunity and map coverage more efficiently. The nucleus of our unique value proposition is to leverage our Income Planning Institute to deliver solid income planning concepts, resources and tools that assist advisors with building retirement income plans for their clients. While meeting with advisors is a key to success, we believe that advisors’ time is precious and that making the most of their time is critical. Therefore, our philosophy is to have a team of highly skilled, industry knowledgeable wholesalers who are willing to engage in the use of technology to enhance the wholesaler/advisor experience and deliver greater value through focused demonstrations supporting our Income Planning Institute value proposition. 

The Hybrid Wholesaler is designed to help drive sales growth of Delaware Life annuity products and services; drive key strategic sales initiatives and collaborate with the Delaware Life National Sales Consulting team to develop and deliver field plans and activities contributing to sales growth. This role is also responsible for developing new business opportunities and fostering existing relationships through phone and web-based sales and service engagements.

The role responsibilities will include effective and efficient management of the territory to deliver profitable product sales. Actively engage in the use of data and technology to mine opportunities for focused growth. Build annual plans and review quarterly. This position works closely with external wholesalers in the defined regions and or new regions to conduct in person sales meetings to sell Delaware Life business. The role requires travel to advisors and prospective advisors and needs to be an expert in sales. The position is required to work either in the regional location that it supports, and in a region defined by Sales Management. The role requires internal support of external wholesaler(s) for the supported region(s) and acts as its own internal support for defined coverage. This role will report to the National Sales Manager of Delaware Life Marketing and will be responsible for achieving defined sales goals.

Main Accountabilities:

• Drive the territory business strategy to maximize revenue growth opportunities.

• Dedicated time is spent in the regional territories to attend meetings with respective regional external wholesalers to sell Delaware Life.

• Conduct on-site regional meetings with advisors and prospective advisors to sell Delaware Life Products: Fixed Annuity, Fixed Indexed Annuity, Variable Annuity

• Strategically aligned with external wholesalers and may be responsible for taking on some territorial wholesaler selling.

• Weekly record prospect/client meetings, pipeline opportunities, tasks, demonstrations, and illustrations.

• Build and execute annual sales plans and review plans quarterly.

• Make proactive calls-out as part of marketing or product campaigns, to communicate rates, sales ideas, generate leads, and schedule meetings.

• Makes proactive outbound telephone calls and email contacts to promote and provide sales product illustration support to producers within assigned territory.

• Must be willing to learn new technology and use it routinely in the role.

• Quarterly event with Delaware Life Marketing National Sales Consulting team for large advisor meetings and complex sales assistance. 

• Collaborate, when necessary, with the Internal Sales Team to assist in driving sales results.

• Work efficiently within our CRM solution to prospect, administer leads generated by campaigns, update advisor records, manage a pipeline of opportunities and deliver accurate forecasting for the assigned territory.

• Conduct in-depth sales presentations, primarily through virtual meetings, including product demonstrations highlighting key benefits through individual and group sessions, seminars, workshops, and branch meetings.

• Leverage relationships to conduct small to large meetings using internal resources.

• Learn the Delaware Life Marketing National Sales Consultant value proposition and demonstrate the content as uniquely valuable to the advisor and their clients.

• Build relationships and maintain strong rapport with prospective and existing clients within the client organization and within Delaware Life Marketing.

• Conduct lead development, lead follow up, qualification and targeted account selling, on the phone, and with virtual technology.

• Manage expenses in a timely manner and adhere to company policies for advisor and firm sponsorships.

• Responsible for consistently meeting and exceeding stated KPI’s relevant to the role.

Qualifications:

• 5+ years of wholesaling experience with proven variable annuity sales results in the bank and/or independent broker-dealer channels

• Bachelor’s degree required and advanced degrees a plus

• FINRA Series 6 or 7, 63 and Life Insurance licenses required

• Strong relationships with key bank and independent broker-dealer advisors and firms in the defined territory

• Exceptional presentation and communication skills

• Demonstrated success in variable annuity and fixed index annuity sales

• Proven track record of advisor relationship building

• Experience in lead development, lead follow up, qualification and targeted account selling in person, on the phone, and with virtual technology

• Strong organizational skills and effective time management

• Microsoft Office proficiency, Allego, Seismic, technology a plus

• CRM: Salesforce or other CRM proficiency

• Valid Driver’s license

• Up to 25% travel

Benefits Highlights:  

Employees who meet benefit eligibility guidelines and work 30 hours or more weekly, have the ability to enroll in Group 1001’s benefits package. Employees (and their families) are eligible to participate in the Company’s comprehensive health, dental, and vision insurance plan options. Employees are also eligible for Basic and Supplemental Life Insurance, Short and Long-Term Disability, and to enroll in the Company’s Employee Assistance Program and other wellness initiatives. Employees may also participate in the Company’s 401K plan, with matching contributions by the Company. 

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