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AVP GA/TPA Sales- Group Benefits

Company: MetLife, Inc.
Location: Franklin
Posted on: November 15, 2022

Job Description:

Position: AVP GA/TPA Sales- Group Benefits

Job Location: Hybrid

Department: The Group Benefits organization is responsible for the strategic direction, growth, and management of MetLife's industry leading U.S. employee benefits business. Our sales force works directly with customers or through brokers, and other third parties to distribute our broad portfolio of products and services selling solutions to employers and other eligible groups helping to make MetLife the largest provider of group employee benefits in the United States.

The Regional Director (RD) will be responsible for sales management within an assigned region for MetLife's Group Benefits Sales organization. They will be responsible for a portfolio of products and to maintain a high level of product acumen as the portfolio evolves and grows. They must maintain a strong in-market presence and build a robust customer relationship with the broker/consultant community. This local leader manages a sales team that distributes MetLife products directly to employers (2-5,000 lives) and/or through brokers and consultants. The overall objective of the RD is to build and lead a highly productive local sales team that increases both top and bottom-line growth of the business. This is a National role .

Role and Responsibilities:

* Direct GA/TPA sales and growth initiatives for MetLife, working closely with the sales team along with internal partners.
* Recruit, develop and lead a diverse results-oriented sales team, setting objectives for each individual and helping him/her to develop and execute on sales strategies to meet/exceed their goals.
* Oversee pipeline management within his/her sales team to deliver sales projections to senior leadership.
* Support and oversee negotiations with local product and underwriting partners to achieve sales growth while meeting persistency and margin expectations.
* Collaborate with other Regional Directors and partners (including but not limited to product, service and underwriting) to coordinate and support all applicable product, marketing, client service, etc. initiatives.
* Serve as an effective leader ensuring that goals are aligned with the rest of the organization, and ongoing training and development initiatives become a key focus for the sales team.
* Own relationships and engagement with firm leadership at National Level and partner closely with key internal sales partners to eliminate barriers and drive local growth strategies
* Develop playbooks for top partner firms with actionable project plans and deliverables to drive sales growth, persistency and earnings within each relationship
* Establish and communicate financial plans for each partner firm and provide ongoing monitoring and reporting
* National strategy development and local execution
* Develop and monitor block takeover opportunities
* Assess competitive landscape and plays to overtake targeted carriers
* Conduct annual stewardship meetings with key partner firms
* AE Alignment is based on our top 15 key partner firms identified as Growth Engines, Establish Partners or Emerging Firms
* GA SCP Design Recommendation as SME

Key Relationships:

* Reports to: Vice President
* Direct reports/team: Three Account Executives
* Key Stakeholders: RM and NA Sales Organization/Leadership, Finance, HR, Account Executives, Service, Underwriting, and Operations

Candidate Qualifications:

Essential Business Experience and Technical Skills:


  • 10+ years of successful sales experience within the Group Insurance Industry.
    * Strong understanding of the [add region] Territory preferred.
    * Proven success generating top and bottom-line growth.
    * Demonstrated success in developing salespeople, fostering innovation, and building a team.
    * Proven ability to lead through change as a change champion.
    * Strong background in sales management and or leadership within respected competitors in the insurance industry where he/she developed and executed a successful business strategy that led growth.
    * Must have a player-coach profile with demonstrated excellence in managing and leading a successful sales group.
    * Strong strategic thinking and general business acumen.
    * An undergraduate degree is required.
    * FINRA Series 6, and63 registrations along with appropriate state licenses including Life, Accident & Health along with Property & Casualty must be obtained (MetLife will support attainment of licenses)
    * High standards of ethics, integrity, and trustworthiness.
    * Articulate, excellent presentation and communication skills.
    * Results oriented with the ability to overachieve business objectives and develop local strategies.
    * Highly collaborative with partners with proven ability to influence change without a direct reporting relationship.
    * Broad thinking business acumen, highly analytical, works well with data and information to draw appropriate conclusions and make strategic recommendations.
    * Strong management and human relations skills in a style that exhibits maturity, leadership, sensitivity, and teamwork.
    * The ability to work effectively locally, as well as in a large company environment.

    Leadership Competencies:

  • Think Strategically - Set direction aligned to the company's strategy, applying external and global perspective to meet local and global needs.
    * Create Partnerships - Authentically build trusted relationships and collaborates across global, diverse, and multi-functional teams to successfully drive business objectives.
    * Seize Opportunity - Seek new opportunities and ways to create balanced business growth while improving operational capabilities.
    * Grow Talent - Inclusively and pro-actively develop talent, empower individuals, and manages diverse teams to drive engagement and performance.
    * Focus on Customers - Broker focused and Broker centricity, ensure focus on creating great customer and broker experiences.
    * Drive Results - Set aggressive goals and is accountable for continuously driving improved performance, leading change, and ensuring high standards.


    MetLife, through its subsidiaries and affiliates, is one of the world's leading financial services companies, providing insurance, annuities, employee benefits and asset management to help its individual and institutional customers navigate their changing world. Founded in 1868, MetLife has operations in more than 40 countries and holds leading market positions in the United States, Japan, Latin America, Asia, Europe and the Middle East.

    We are one of the largest institutional investors in the U.S. with $642.4 billion of total assets under management as of March 31, 2021. We are ranked #46 on the Fortune 500 list for 2021. In 2020, we were named to the Dow Jones Sustainability Index (DJSI) for the fifth year in a row. DJSI is a global index to track the leading sustainability-driven companies. We are proud to have been named to Fortune magazine's 2021 list of the "World's Most Admired Companies."

    MetLife is committed to building a purpose-driven and inclusive culture that energizes our people. Our employees work every day to help build a more confident future for people around the world.

    The role is eligible for incentive compensation under the sales incentive plan for your position. MetLife offers a comprehensive benefits program, including healthcare benefits, life insurance, retirement benefits, parental leave, legal plan services and paid time off. All incentives and benefits are subject to the applicable plan terms.

    We want to make it simple for all interested and qualified candidates to apply for employment opportunities with MetLife. For further information about how to request a reasonable accommodation, please click on the Disability Accommodations link below.

    MetLife is a proud Equal Employment Opportunity and Affirmative Action employer dedicated to attracting, retaining, and developing a diverse and inclusive workforce. All qualified applicants will receive consideration for employment at MetLife without regards to race, color, religion, sex (including pregnancy, childbirth, or related medical conditions), sexual orientation, gender identity or expression, age, disability, national origin, marital or domestic/civil partnership status, genetic information, citizenship status, uniformed service member or veteran status, or any other characteristic protected by law.

    MetLife maintains a drug-free workplace.

Keywords: MetLife, Inc., Franklin , AVP GA/TPA Sales- Group Benefits, Sales , Franklin, Tennessee

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