SUMMARY

This position will promote the sale of annuity products (traditional fixed, FIAs and Immediate Annuities).  This position will work with many long-established relationships in an account management function.  Responsible for achieving sales targets established by the company. In addition, you would be expected to foster production through developing accounts and to continually recruit and develop new distribution outlets.   Primary tactics include training distributors (MGAs or other forms of wholesale and/or retail distribution) on products, sales ideas, and procedures through seminars and meetings, recruiting new accounts, negotiating appropriate contract levels, developing sales and marketing plans, and developing recommendations for company “investment” in distribution opportunities. In addition it is expected that you spend time each quarter calling on Fidelity & Guaranty Life’s best agents.    This position will help direct the activities of home office sales support to achieve stated production goals and sales objectives.  This position works very closely with the SVP, Annuity Distribution. 

ORGANIZATION

This position reports directly to the Senior Vice President of Annuity Distribution.

DUTIES AND RESPONSIBILITIES

Sales are derived from the wholesale activities and product promotion of Master General Agents and other high potential agencies – known collectively as Key Accounts.

Recruit Key Accounts that meet the stated company profile with the ability to generate sales volumes necessary to validate the MGA compensation and Power Partner bonus schedule.

Manage Key Accounts to appropriate contract levels, including increasing and/or decreasing contract levels.

Maintain successful business relationships with Key Accounts through frequent communication and visitation.  Develop business plans with Key Accounts.  Encourage, support and participate in meetings and seminars that promote Fidelity & Guaranty Life.  Develop knowledge of specific account requirements as they relate to Home Office service capabilities and procedures.  Coordinate special needs of Key Accounts in interfacing successfully with the Home Office.  Frequent travel is required and travel and entertainment expenses must be reasonable and within guidelines established by management.

Manage and provide direction to the Senior Internal Wholesaler, focusing on new account implementation and training.  Coordinate action plans to assure complete coverage of Key Accounts, which represent high potential to the Company. 

Identify opportunities for, and coordinate the development of, consistent high-quality presentations, and other promotional pieces in support of marketing efforts.

Research, monitor and track competitors’ products and pricing and the impact they have on Fidelity & Guaranty competitive positioning.  Contribute suggestions and competitive intelligence to the VP, Annuity Distribution in design, positioning and opportunity.

Prepare management reports as requested, to include activity reports and an extensive semi-annual review of Key Accounts.

Other duties and special projects as assigned by the SVP, Annuity Distribution or senior level management.

Experience & Education

• Bachelor's degree required preferably in Business or Marketing.
• Industry recognized designation preferred such as CLU, ChFC or CFP.
• 10+ years of key account management experience.
• Demonstrated success in sales, marketing and project management.

Job skills and Knowledge

• Excellent verbal and written communication skills
• Excellent presentation skills
• Strong project management, organization and follow up skills
• Insurance industry knowledge
• Ability to foster effective working relationships within the organization and with key accounts
• Strong PC skills

 Physical Demands and Work Environment

Frequent travel at 70% is required.   

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