FLOURISH
Annuities Wholesaling Lead
FLOURISH, Jersey City, New Jersey, United States, 07390
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Flourish was founded in 2017 with the goal of helping financial advisors to better secure the financial futures of their clients. We focus on independent Registered Investment Advisers (RIAs), delivering financial products that advisors can’t easily access today through beautiful, scalable, and easy-to-use technology.Today, we work with over 700 RIAs that collectively represent more than $1.5T in assets under management across three products: Flourish Annuities, Flourish Cash, and Flourish Crypto. Headquartered in New York City, we are an independently operating, wholly owned subsidiary of MassMutual Life Insurance Company.Read on if you are interested in joining a small, highly collaborative, rapidly growing startup—backed by the support and stability of a Fortune 500 company.About You
You are an experienced sales leader, and have extensive expertise with annuities and in working with RIAs. In this role you’ll be delivering an exceptional client experience as well as implementing infrastructure and scaling a team. You are an operationally-minded problem solver who thinks strategically about client growth; you are always eager to hop on calls with clients, and then look to implement repeatable learnings across other clients. You have successfully developed new territories or markets, and have experience developing messaging, crafting a sales pitch, and refining sales strategy to achieve results. You have experience managing other sellers, and are excited to both manage a team and work within the trenches as a “player-coach.”You have excellent communication skills, both written and verbal. You are an organized, strategic thinker, as comfortable reviewing business metrics as you are pitching a client. You are excited by the prospect — and the challenge — of doing something new, combining established products with novel technology to achieve results. While you are highly self-motivated, you are also deeply team oriented and look to work collaboratively to achieve results. You have experience working with clients, sales teams, marketing organizations, data and product teams, thinking cross-functionally about driving client success.About the Role
Hundreds of billions of dollars in annuities are sold in the United States each year, yet adoption in the RIA space is almost zero. We recently launched Flourish Annuities, leveraging a technology-driven insurance desk to bring annuities to the independent RIA space. As the Flourish Annuities Wholesaling Lead, you will report to the Head of Flourish Insurance Agency, manage a team of annuities sales specialists, and partner closely with Flourish’s existing sales and relationship management teams to drive results.In this role, you will lead the Annuities Sales Specialist function for Flourish Annuities, setting overall team strategy and managing execution. Whether through your own efforts or those of your team, you will set sales strategy, hire, train and mentor junior sales specialists, and develop repeatable processes for driving adoption of Flourish Annuities. You will help create and test messaging, define our approach to outreach and follow-up, drive outbound campaigns, attend conferences and events, and more. You will serve as the voice of the client internally, help manage product rollouts and client communications.In addition to overseeing the division, you will personally work with a set of RIAs, ranging from existing strategic accounts to new firms. As a seller, you’ll work at all levels of the sales cycle, from delivering CIO-level presentations to building relationships with individual advisors to working with individual end-clients, as necessary. You’ll serve as a subject matter expert on all things Flourish Annuities, from insurance products (MYGAs, FIAs, RILAs) to technology, serving both clients and internal audiences as we work to deliver insights, improve the product offering, and drive commercial success for the business as a whole.Lead the Annuities Sales Specialist function for Flourish Annuities, setting team strategy and owning executionPartner with Flourish’s existing sales team to sell Flourish Annuities to and through RIAs, joining and leading sales calls, answering client questions, and generally serving as a sales-focused subject-matter expert on the teamManage a small but growing team of Annuities Sales Specialists, including hiring, training, coaching, and oversightGenerate pipeline for Flourish Annuities through warm outreach to Flourish’s existing RIAs and cold outreach (email, cold calls, conferences, networking etc.) to new RIAsEducate and drive adoption amongst individual advisors, whether through group trainings, 1-1 phone calls, email outreach, or in-person meetingsPartner with the Marketing team on the creation of sales and marketing materials in support of overall go-to-market initiatives, including pitch decks, one-pagers, email marketing, and web copyServe as an escalation path for Insurance Agency staff for detailed client or advisor questions, assisting end-clients in completion of applications if neededManage sales pipeline, goal setting and track client conversations using CRMPartner with the Product and Design organization on collecting and sharing client feedback, providing feedback on new products and features, and assisting in rollout of new features to existing clientsPartner with the Data team to define key metrics, analytics and reporting needed to measure and drive Activation successWillingness to travel for sales pitches and conferences (less than 20% travel)Stay current on general trends in the financial industry, and specifically within wealth management and annuitiesMaintain excellent communication with internal Flourish leadership and stakeholdersExercise considerable judgment and analysis to arrive at recommendations and/or conclusionsMinimum Qualifications
Bachelor’s degree or equivalent practical experience8+ total years of relevant insurance industry sales, inclusive of at least 2+ years of annuities sales experience and at least 2+ years of experience working with wealth-management focused financial advisorsExperience in people management and team leadershipLife insurance license or willingness to get licensed within 60 days of hireSeries 7 licensed or willingness to get a Series 7 within 90 days of joiningPreferred Qualifications
Background in financial services generally, and financial technology or financial innovation more specifically. Experience working within wealth management is highly preferred.Ability to sift “signal from noise,” applying analytical skills to identify client challenges and scalable solutionsExperience with project management and general operational rigorExperience working as part of a fast-moving team with minimal guidanceHighly comfortable with technology, both personally and professionallyExcellent written and verbal communications, both internally and externallyStrong problem solver and creative, independent thinkerEnergetic, positive and charismaticAt Flourish, we focus on ensuring fair, equitable pay by providing competitive salaries, along with bonus and incentive opportunities and benefits for all employees.Base Salary Range: $156,000 - $204,700 plus bonusDisclosures:All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability or protected veteran status.
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Flourish was founded in 2017 with the goal of helping financial advisors to better secure the financial futures of their clients. We focus on independent Registered Investment Advisers (RIAs), delivering financial products that advisors can’t easily access today through beautiful, scalable, and easy-to-use technology.Today, we work with over 700 RIAs that collectively represent more than $1.5T in assets under management across three products: Flourish Annuities, Flourish Cash, and Flourish Crypto. Headquartered in New York City, we are an independently operating, wholly owned subsidiary of MassMutual Life Insurance Company.Read on if you are interested in joining a small, highly collaborative, rapidly growing startup—backed by the support and stability of a Fortune 500 company.About You
You are an experienced sales leader, and have extensive expertise with annuities and in working with RIAs. In this role you’ll be delivering an exceptional client experience as well as implementing infrastructure and scaling a team. You are an operationally-minded problem solver who thinks strategically about client growth; you are always eager to hop on calls with clients, and then look to implement repeatable learnings across other clients. You have successfully developed new territories or markets, and have experience developing messaging, crafting a sales pitch, and refining sales strategy to achieve results. You have experience managing other sellers, and are excited to both manage a team and work within the trenches as a “player-coach.”You have excellent communication skills, both written and verbal. You are an organized, strategic thinker, as comfortable reviewing business metrics as you are pitching a client. You are excited by the prospect — and the challenge — of doing something new, combining established products with novel technology to achieve results. While you are highly self-motivated, you are also deeply team oriented and look to work collaboratively to achieve results. You have experience working with clients, sales teams, marketing organizations, data and product teams, thinking cross-functionally about driving client success.About the Role
Hundreds of billions of dollars in annuities are sold in the United States each year, yet adoption in the RIA space is almost zero. We recently launched Flourish Annuities, leveraging a technology-driven insurance desk to bring annuities to the independent RIA space. As the Flourish Annuities Wholesaling Lead, you will report to the Head of Flourish Insurance Agency, manage a team of annuities sales specialists, and partner closely with Flourish’s existing sales and relationship management teams to drive results.In this role, you will lead the Annuities Sales Specialist function for Flourish Annuities, setting overall team strategy and managing execution. Whether through your own efforts or those of your team, you will set sales strategy, hire, train and mentor junior sales specialists, and develop repeatable processes for driving adoption of Flourish Annuities. You will help create and test messaging, define our approach to outreach and follow-up, drive outbound campaigns, attend conferences and events, and more. You will serve as the voice of the client internally, help manage product rollouts and client communications.In addition to overseeing the division, you will personally work with a set of RIAs, ranging from existing strategic accounts to new firms. As a seller, you’ll work at all levels of the sales cycle, from delivering CIO-level presentations to building relationships with individual advisors to working with individual end-clients, as necessary. You’ll serve as a subject matter expert on all things Flourish Annuities, from insurance products (MYGAs, FIAs, RILAs) to technology, serving both clients and internal audiences as we work to deliver insights, improve the product offering, and drive commercial success for the business as a whole.Lead the Annuities Sales Specialist function for Flourish Annuities, setting team strategy and owning executionPartner with Flourish’s existing sales team to sell Flourish Annuities to and through RIAs, joining and leading sales calls, answering client questions, and generally serving as a sales-focused subject-matter expert on the teamManage a small but growing team of Annuities Sales Specialists, including hiring, training, coaching, and oversightGenerate pipeline for Flourish Annuities through warm outreach to Flourish’s existing RIAs and cold outreach (email, cold calls, conferences, networking etc.) to new RIAsEducate and drive adoption amongst individual advisors, whether through group trainings, 1-1 phone calls, email outreach, or in-person meetingsPartner with the Marketing team on the creation of sales and marketing materials in support of overall go-to-market initiatives, including pitch decks, one-pagers, email marketing, and web copyServe as an escalation path for Insurance Agency staff for detailed client or advisor questions, assisting end-clients in completion of applications if neededManage sales pipeline, goal setting and track client conversations using CRMPartner with the Product and Design organization on collecting and sharing client feedback, providing feedback on new products and features, and assisting in rollout of new features to existing clientsPartner with the Data team to define key metrics, analytics and reporting needed to measure and drive Activation successWillingness to travel for sales pitches and conferences (less than 20% travel)Stay current on general trends in the financial industry, and specifically within wealth management and annuitiesMaintain excellent communication with internal Flourish leadership and stakeholdersExercise considerable judgment and analysis to arrive at recommendations and/or conclusionsMinimum Qualifications
Bachelor’s degree or equivalent practical experience8+ total years of relevant insurance industry sales, inclusive of at least 2+ years of annuities sales experience and at least 2+ years of experience working with wealth-management focused financial advisorsExperience in people management and team leadershipLife insurance license or willingness to get licensed within 60 days of hireSeries 7 licensed or willingness to get a Series 7 within 90 days of joiningPreferred Qualifications
Background in financial services generally, and financial technology or financial innovation more specifically. Experience working within wealth management is highly preferred.Ability to sift “signal from noise,” applying analytical skills to identify client challenges and scalable solutionsExperience with project management and general operational rigorExperience working as part of a fast-moving team with minimal guidanceHighly comfortable with technology, both personally and professionallyExcellent written and verbal communications, both internally and externallyStrong problem solver and creative, independent thinkerEnergetic, positive and charismaticAt Flourish, we focus on ensuring fair, equitable pay by providing competitive salaries, along with bonus and incentive opportunities and benefits for all employees.Base Salary Range: $156,000 - $204,700 plus bonusDisclosures:All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability or protected veteran status.
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