Western & Southern Financial Group

Regional Vice President Fi/Bd

Business Development & Sales
Full Time
Western & Southern Financial Group


Summary of Responsibilities:

Initiates, develops and maintains annuity, investment and life insurance product sales offered through W&S Financial Group Distributors (W&SFGD) within assigned territory. Implements the approved business plan and budget. Progresses client through segmentation process from prospect to producer, resulting in sales results and retention. Works directly with bank investment program managers, program marketing/training staff, sales staff and producing agents and brokers on a daily basis. Develops in-depth product and industry knowledge as it relates to financial institutions and financial services industry. Demonstrates the attributes of a successful wholesaler, to include coachability and sound business ethics; shows consistency among principles, values and behavior; builds trust with others through own authenticity and follow-through on commitments. Works with minimal supervision and is responsible for independently making a broad range of critical decisions, escalating to VPs and executive-level associates as appropriate.


Position Responsibilities:

  • Prepares business plans and schedules; conducts outside and inside sales calls to financial professionals to influence them to sell and promote fixed income and variable annuities, life insurance and mutual funds within an assigned territory.

  • Collaborates with VP, Business Development, on identification and development of opportunities within the territory.

  • Collaborates with VP, Business Development, on relationship building and quarterly account reviews.

  • Conducts one-on-one meetings, seminars and training sessions with both financial professionals and retail clients; generally uses W&SFGD prepared materials; and may collaborate with RTDM/RSM and/or VP, Business Development, and/or VP, Wholesaler Development, for materials and approach.

  • Partners with RTDM/RSM and/or VP, Business Development, and/or VP, Wholesaler Development, to assess product knowledge, selling and referral building capabilities, then determining needs in order to provide appropriate training.

  • Coaches individual sales personnel on selling techniques.

  • Conducts product and non-product-specific educational seminars to bank and non-bank customers.

  • Monitors training sessions conducted by bank sales management.

  • Reviews periodicals on the market, fund performance, economy and product position strategy, and manager philosophy to engage in topical conversations in the financial institutions environment.

  • Manages territory to maximize sales with the efficient use of agreed-upon expenses. Budgets estimated sales and client support expenses on an annual basis. Submits expense reports weekly.

  • Calls on reps with associated broker-dealers and financial instituations in addition to attending/Conducting seminars and conferences.

  • Works to retain existing assets and clients. Works with the Home Office to follow up on significant surrenders.

  • Conducts meetings using the challenger sales approach utilizing “consult, challenge, and educate financial professionals on our value add and business building resources, your value proposition, and promoting…(our product lines).

  • Responsible for adding new producers as an important component to territory growth and your quarterly bonus eligibility.

  • Effectively partners and collaborates with Internal Wholesaler to manage territory and generate sales.

  • Performs other duties as assigned by management.


Selection Criteria:

  • Demonstrated experience successfully wholesaling annuities and mutual funds and/or bank investment sales experience.

  • Proven a minimum of seven attributes of successful wholesalers, as defined by the Wholesaler Institute, to include coachability, organization, relationship skills, modeling service, communication skills, personable, strategic agility, technologically literate, goals-oriented and is a student of the industry; internal wholesalers that have completed Wholesaler Institute preferred.

  • Demonstrated, quantitative success meeting or exceeding territory production requirements.

  • Proven excellent verbal and written communication skills with the ability to successfully interpret and communicate business needs between internal and external sales groups 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.

  • Demonstrated track record of building excellent relationships with customers. Must be able to provide examples of successfully negotiating with external and internal customers.

  • Proven work experience influencing others to initiate a recommended course of action to solve a problem or increase efficiency.

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

  • Proven experience working independently. Experience must include anticipating, identifying and resolving problems where independent decision-making and initiative are clearly evident.

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

  • Proven experience handling multiple duties and completing assigned tasks accurately and on a timely basis.

Work Setting:

  • This position travels and works in various office settings and requires being in a stationary position for long periods of time frequently while working at a desk, on a computer or with other standard office equipment, or while in meetings.

  • Position requires frequent 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, spreadsheet, Internet browsing, presentation and contact management software.

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

  • FINRA Series 6 or 7 licenses.

  • FINRA Series 63 license.

  • Chartered Retirement Planning Counselor or Certified Financial Planner (preferred but not required).

  • Appropriate state insurance licenses.

  • Valid driver’s license and satisfactory driving record.

  • Maintain appropriate vehicle insurance.

Position Demands:

  • Extended hours required during peak workloads or special projects.

  • Extensive travel required.

  • Ability to drive personal vehicle over relatively large geography which will include daily and overnight travel up to 50-75%.


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