Director of OSJ Sales

Summary

Join Protective as the Director of OSJ Sales and help drive sales within the Independent Broker-Dealer Channel. This role reports to the Retirement VP, National Sales Manager and focuses on expanding sales, growing sales within OSJ's, and executing the company's strategic vision. Responsibilities include achieving sales targets, working with the VP, National Sales Manager to develop sales goals, conducting monthly field meetings, traveling to OSJ meetings and conferences, coordinating meetings with wholesaling teams, working with DVP's and RVP's to discover OSJ's and selling groups, analyzing OSJ's and selling groups, obtaining sales data, promoting Protective's value-add program content, developing plans for continuous education and training opportunities, partnering with operational areas to solve customer/advisor issues, and refining processes when escalated. The ideal candidate will possess strong collaboration, influence, and problem-solving skills, as well as excellent communication and relationship-building abilities. A bachelor's degree or 8 years of relevant experience is required.

Requirements

• Ability to collaborate with management and internal audiences to accomplish stated annual goals
• The ability to leverage influence throughout the organization (without direct authority), and work successfully on multiple projects at a time in a dynamic environment
• Must be self-motivated, results-oriented, and maintain a positive attitude
• Ability to build and maintain exceptional relationships with customers
• Demonstrated ability to navigate changing needs and set priorities, often when facing ambiguity
• Must have a strategic mindset and problem-solving skills
• Excellent verbal and written communication, organizational, and interpersonal skills with an ability to adjust communication based on the audience
• Bachelor’s degree or minimum 8 years of relevant work experience

Responsibilities

• Achieve Sales Targets: Consistently meet or exceed established sales goals by executing targeted strategies, optimizing OSJ engagement, and driving advisor adoption of Protective’s solutions
• Work with VP, National Sales Manager to develop sales goals for these OSJ’s and identify cross-selling opportunities for the Protection team
• Conduct monthly meetings in the field with existing OSJ relationships or with prospective OSJ relationships
• Travel to OSJ meetings and conferences quarterly, or as needed, throughout the country, as well as to b/d conferences in support of our OSJ relationships
• Coordinate a consistent recurrence of meetings with wholesaling teams to drive sales in OSJ’s where capital and resource investments have been made. This may include territory reviews
• Work with DVP’s and RVP’s to discover important OSJ’s and selling groups within the Independent b/d space
• Analyze each OSJ and selling group--using firm data, market metrics and our internal producer management—to assess their total sales potential and that their product mix aligns with our product goals
• Obtain consistent sales & activity data and market share intel from key partner contacts to deliver to sales teams and leadership
• Promote Protective’s value-add program content to OSJ contacts to secure broader, brand-awareness opportunities for Protective, including national webinars, regional meeting participation, promotional marketing opportunities, etc
• Develop plans with OSJ’s for continuous education and training opportunities, including OSJ key contacts, territory review opportunities, and educational demos for Protective RVPs on the firm’s planning tools and systems.  You will be responsible for delivering CE, Super CE, or Protective’s value-add presentations as needed
• Partner with operational areas to help solve customer/advisor issues and refine processes when escalated

Benefits

• Comprehensive health, dental and vision insurance
• Mental health benefits and an employee assistance program
• A variety of paid time away benefits ( e.g. , paid time off, paid parental leave, short-term disability, and a cultural observance day)
• Contributions to healthcare accounts
• A pension plan
• A 401(k) plan with Company matching
• ProHealth Rewards, Protective’s platform to improve wellbeing while earning cash rewards