Senior Pension Sales Consultant

Overview

Provides Qualified Plans' support to field associates by providing product training, qualified plan consultation and case design. Assists the VP of Retirement Services in developing marketing ideas and coordinating rollout of ideas to the field. Responds to inquiries from new and existing clients, customers, financial advisors, employers and the Department of Labor, IRS and Pension Benefit Guarantee Corporation (PBGC). This includes researching legislative and qualification issues and making recommendations. Technical support extends to interpreting impact of legislative alerts.

Responsibilities

What you will do:

• Coordinates sales opportunities with VP, Retirement Services.
• Analyzes standards for plan design and competitors' standards and determines the range of variables that can be administered to maintain competitive administration fees.
• Conducts periodic client/agent surveys to analyze proposal, installation and communication processes.
• Promotes sales through various communication channels. This would encompass newsletters, articles in The Focal Point, an agent's training manual and website virtual library.
• Provides marketing materials with timely sales ideas to the field force. Assures marketing material is current with regard to content as well as IRS-imposed limits.
• Spearheads producer education training sessions, including Pension 101, advanced pensions and assistance with summer school. Presents a majority of the training and responds to producer questions thoroughly and thoughtfully.
• Assists all Sales Vice Presidents during the recruiting process, as requested, to present qualified plan concepts and the Lafayette Life difference.
• Analyzes strengths and weaknesses in sales process, including cases not sold.
• Attains NASBA approval to provide CPE credits and provides on-site CPE sessions to producers upon request.
• Consults with agents with regard to technical, design and appropriateness of qualified retirement plan proposals. Analyzes and recommends the appropriate plan design and product.
• Coordinates qualified proposals with nonqualified where appropriate.
• Provides a broad range of sales and marketing support to producer group. Focuses on outbound sales calls, presentations and relationship building to generate sales results and retain current retirement plans/relationships. Develops in-depth product and industry knowledge as it relates to the pension industry.
• Seeks out new sales opportunities proactively with existing customer group and potential new customers.
• Performs other duties as assigned.
• Complies with all policies and standards.

Qualifications

• Bachelor's Degree In business or related field with five+ years work experience or commensurate work experience. - Required
• Proven insurance product experience - Preferred
• Two years of experience in pension consulting (plan design). - Preferred
• Proven experience handling and effectively resolving customer problems. Must provide examples of strong customer service skills. - Required
• Demonstrated experience working effectively with a team. - Required
• A minimum of 18 months of prior plan administration experience. - Preferred
• Proven experience in a sales position. - Preferred
• Proven advanced knowledge of both defined benefit and defined contribution plan formulas.
• Demonstrated knowledge of accounting, business law or pensions by specific coursework or prior work history.
• Demonstrated excellent verbal and written communication skills with the ability to successfully interpret and communicate business needs between internal and external client groups and external customers in a clear, focused and concise manner. This would include strong telephone communication and etiquette skills. Will be expected to provide written examples of correspondence, reports, etc.
• Proven strong analytical skills, including demonstrated experience identifying and quantifying problems and providing effective resolutions
• Proven examples of good decision-making skills when dealing with multiple alternatives.
• Proficient in Microsoft Office Suite applications, including Excel, Word and PowerPoint.
• Proficient in Retirement Plan Administration Software.
• Insurance and product knowledge are required.
• Qualified plan knowledge.
• Qualified Pension Administrator (QPA) - Preferred
• Qualified 401k Administrator (QKA) within 1 Year - Required

Work Setting/Position Demands:

• Works in an office setting and remains in a stationary position for long periods of time while working at a desk, on a computer or with other standard office equipment, or while in meetings.
• Requires the ability to verbally communicate and exchange accurate information to customers and associates on a regular basis.
• Requires visual acuity to read and interpret a variety of correspondence, procedures, reports and forms via paper and electronic documents, visual inspection involving small defects; small parts, and/or operation of machinery (including inspection); using measurement devices continuously. Visual acuity is required to determine accuracy, neatness, and thoroughness of work assigned.
• Requires the ability to prepare written correspondence, reports and forms using prescribed formats and conforming to rules of punctuation, grammar, diction, and style on a regular basis.
• Requires the ability to apply principles of logical thinking to define problems, collect data, establish facts, and draw valid conclusions
• Performs substantial movement of wrists, hands, and fingers for continuous computer work.
• Extended hours required during peak workloads or special projects/events.

Travel Requirements:

• 5%-10% overnight travel.