Position Description: Manage sales process from identification of target clients and opening new cases through close and product delivery.


  • Generate leads, through personal and business contacts, for the sale of life insurance, long term disability, long term care, and investment products to affluent individuals, families, business owners, and/or corporations.
  • Identify client needs and manage potential cases through marketing, research, analysis, and delivery of client presentations.
  • Manage new cases through new business/underwriting and policy delivery.
  • Manage ongoing client relationships through periodic communications and annual reviews.
  • Manage ongoing relationships with client advisors through periodic communications and meetings.
  • Identify new sales opportunities through annual review process.
  • Maintain knowledge and expertise of accounting, legal, and tax issues and their impact on existing and future business.
  • Participate in industry meetings to stay abreast of current trends and products in order to identify new sales’ opportunities and strategies.
  • Maintain system to monitor sales activities on a weekly basis, including initial calls to potential clients, calls to advisors, existing clients, and other sources of referrals and leads or new business opportunities generated from the activities.
  • Participate in internal management of projects on an as needed basis.
  • Provide technical expertise in financial analysis and case design to Sales Support team.




  • Undergraduate degree in Business, Finance, Marketing, or related field
  • Securities registration (Series 6 or 7 and 63)
  • CLU, ChFC preferred
  • CPA, MBA, or JD is a plus


  • Minimum of five years experience in sales and marketing of financial products.
  • History of a high volume of sales and the acquisition of new clients.
  • Experience and success with complex Estate Planning, Wealth Transfer, Executive Benefits, and other insurance plans acquired by affluent individuals, families, business owners, and corporations.
  • Interest in expanding or developing expertise in new marketplaces.
  • Experience in developing strategic alliances to introduce new sales leads.
  • Experience with a broad spectrum of financial services products, including individual life, disability, long term care insurance, and investment products.
  • Knowledge of tax, legal, and regulatory environment.

Personal Characteristics:

  • Exceptional relationship building skills, including ability to work effectively with client advisors.
  • Strong marketing, sales, and negotiation skills that demonstrate leadership, commanding presence, and persuasive ability.
  • Strong team leadership skills and understanding of team effort to close.
  • Articulate, both in verbal and written communication.
  • Achievement orientation, high energy, creative, and optimistic.
  • Willingness to travel and spend significant time with prospects and clients.