Annuities Wholesaling Lead

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.

Principal Responsibilities

• Lead the Annuities Sales Specialist function for Flourish Annuities, setting team strategy and owning execution
• Partner 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 team
• Manage a small but growing team of Annuities Sales Specialists, including hiring, training, coaching, and oversight
• Both through your team’s efforts and in partnership with Flourish’s sales team, generate pipeline for Flourish Annuities through warm outreach to Flourish’s existing RIAs and cold outreach (email, cold calls, conferences, networking etc.) to new RIAs
• Educate and drive adoption amongst individual advisors, whether through group trainings, 1-1 phone calls, email outreach, or in person meetings
• Partner 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 copy
• Serve as an escalation path for Insurance Agency staff for detailed client or advisor questions, assisting end-clients in completion of applications if needed
• Manage sales pipeline, goal setting and track client conversations using CRM
• Partner 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 clients
• Partner with the Data team to define key metrics, analytics and reporting needed to measure and drive Activation success
• Willingness 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 annuities
• Maintain excellent communication with internal Flourish leadership and stakeholders
• Exercise considerable judgment and analysis to arrive at recommendations and/or conclusions

Minimum Qualifications

• Bachelor’s degree or equivalent practical experience
• 8+ 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 advisors
• Experience in people management and team leadership
• Life insurance license or willingness to get licensed within 60 days of hire
• Series 7 licensed or willingness to get a Series 7 within 90 days of joining

Preferred 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 solutions
• Experience with project management and general operational rigor
• Experience working as part of a fast-moving team with minimal guidance
• Highly comfortable with technology, both personally and professionally
• Excellent written and verbal communications, both internally and externally
• Strong problem solver and creative, independent thinker 
• Energetic, positive and charismatic

At 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 bonus