Western & Southern Financial Group

Internal Wholesaler - Fi/Bd

Business Development & Sales
Full Time
Western & Southern Financial Group


Summary of Responsibilities:

Partners with Regional Vice President (aka external wholesaler) or National Account Managers (NAMs) to strategically manage territory; places calls and provides information about product features and benefits; develops and maintains relationships within assigned territory to promote the sale of W&SFGD products; works with minimal supervision and is responsible for making a range of decisions, escalating to Manager when appropriate and updating Manager on a regular basis.


Position Responsibilities:

  • Proactively initiates calls within assigned territory to market and promote life insurance and/or annuity products; helps determine which products best meet the customers’ needs and financial circumstances; advises on the advantages/disadvantages and features/benefits; notifies clients of updated product information and changes.

  • Qualifies prospective relationships and maintains existing relationships in order to increase sales in the territory by asking open-ended questions regarding their client base/book of business, current product offerings, and sharing our value proposition.

  • Provides follow-up support from external wholesalers’/NAMsmeetings and attempts to close the sale by reviewing what was discussed, providing additional information, communicating our value proposition, advising on the advantages/disadvantages and features/benefits; and sends marketing literature, when necessary.

  • Responds to inbound service-related calls, providing excellent customer service to all internal and external customers; investigates potential sales opportunities through reactive telemarketing efforts.

  • Works closely with external wholesalers/NAMs to develop marketing strategy, organize scheduling and prospecting activities to manage assigned territory.

  • Maintains contact management database of detailed notes and “intelligence” on contacts and reception to sales contacts.

  • Develops advanced life insurance and/or fixed and variable annuity product and procedure knowledge to position products in a compelling manner as well as answer in-depth questions and provide product knowledge; builds an in-depth knowledge of financial markets, firm champions and competitive landscape.

  • Ensures compliance with internal and external rules, policies and procedures as well as regulatory requirements.

  • Performs other duties as assigned by management.


Selection Criteria:

  • Proven ability to grasp new products, concepts and procedures.

  • Must provide examples of handling difficult situations while maintaining high volumes of work.

  • Demonstrated negotiation skills with both internal and external customers.

  • Must be able to cite examples from work experience on identifying complex issues, quantifying the issue and providing creative resolutions to solve.

  • Must be able to cite examples of self-motivation and experience working under limited supervision.

  • Demonstrated strong attention to detail with excellent organizational skills. Cite examples of organization and time management methods used to manage or prioritize workload demands.

  • Demonstrated excellent verbal and written communication skills with ability to convey information to internal and external customers in a clear, focused and concise manner while following proper rules of punctuation, diction and style. Ability to prepare correspondence, reports and forms using a prescribed format. Experience must include strong telephone communication and etiquette skills.

  • Proven experience involving customer service.

Work Setting:

  • This position works in an office setting and remains in a stationary position for long periods of time. Position requires substantial movement of wrist, hands and fingers for continuous computer work.

Educational Requirements:

  • Bachelor’s degree or commensurate selection criteria experience.

Computer Skills and Knowledge of Hardware & Software Required:

  • Working knowledge of word processing and spreadsheet applications.

  • Working knowledge of Internet and email.

  • Previous knowledge working with a sales database a plus.

Certifications & Licenses (i.e., Series 6 & 63, CPA, etc.):

  • Must successfully pass the Life, Variable Annuity (and Health, as appropriate), FINRA SIE, Series 6 & 63 licensing exams in home state within 180 days of hire.

  • No more than 2 failures total throughout the exam testing period.

Position Demands:

  • Extended hours required during peak workloads or special projects.

  • Territory demands may require evening hours when necessary.

  • Infrequent travel.


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