National Relationship Manager, IMO Channel

Obra Capital, Inc.•Indianapolis, IN

About The Position

The National Relationship Manager, IMO Channel will have strategic oversight and development responsibilities for key strategic growth and retention programming including product and service marketing and go-to-market strategies, industry and consumer segment development, all life cycle marketing (enrollment, onboarding, distribution partner recruitment marketing, finalist presentations.) Leader and team are accountable for competitive analysis and benchmarking, customer data and demographic analysis, market segmentation trends and identification of new segments with lines of business. Leaders work directly with peers, directors and senior sales and distribution leaders to drive retention and growth opportunities across all channels of business.

Requirements

Bachelor's degree or equivalent working experience
7-10 years related experience and/or training or equivalent combination of education and experience
Strong knowledge and track record of success within independent distribution channel
Demonstrated strong, current relationships within the IMO channel
Demonstrated success in building sales and distribution
Strong knowledge of annuity products
Demonstrated ability to recruit and retain top selling talent
Strong leadership, communication and organizational skills
Experienced public speaker; strong presentation skills
Ability to drive significant sales and service initiatives
Ability to develop and execute organizational strategies
Excellent verbal and written communication skills
Read, analyze and interpret general business periodicals, professional journals, technical procedures or governmental regulations
Write reports, business correspondence and procedure manuals
Work independently with little or no supervision
Time management and ability to handle multiple tasks in a fast-paced environment
Handle confidential information
Exceptional problem determination skills with a high attention to detail
Additional duties and responsibilities as required by management

Responsibilities

Achieves sales goals, premium volumes and revenue targets with a focus on business development by establishing rapport with and setting clear goals with IMO’s and provides support to agents and IMOs to achieve those goals.
Develops and implements strategic plans for increasing revenues and premium volume.
Accurately answers agent and IMO questions regarding all products and clearly explains product features, advantages and benefits, including variances by state.
Works with team to establish contact schedules and frequently meets with or calls out to agents and IMOs to facilitate individual and group meetings, training, promotional seminars, and other discussions. Prepare materials, demonstrations, illustrations and proposals for all activities.
Educates agents on product availability, website features and benefits, e-apps and company requirements for in-good-order applications. Assist agents with matching client needs with appropriate product to assure suitability. Assists with the development of marketing campaigns, webinar topics, and hosts webinars as necessary.
Recognizes, motivates and supports producer sales efforts and acts as liaison between producers and other internal departments.
Make proactive calls-outs as part of marketing or product campaigns, to communicate rates, sales ideas, generate leads, and schedule meetings
Collaborate on call campaigns to launch new products and identify new sales opportunities
Serve as trouble-shooter and problem solver for advisors on product and process issues and maintain a strong knowledge of available corporate resources, referring advisors to appropriate areas as necessary to ensure problem resolution
Document activity in the CRM system i.e. appointments, sales calls, follow-ups, call campaigns and sales opportunities etc.
Productively work together and collaborate with other home office departments
Demonstrate excellent listening skills to better assess an advisor’s needs and determine the type of sales support necessary to accomplish the objective and add value to the products
Build and maintain strong product knowledge including any related economic, industry and competitor information and prepare routine sales/marketing reports
Other duties as assigned