Reporting directly to the MD and Global Head of Insurance segment within ICG, the Director, Insurance Sales, will be responsible for expanding our insurance company client base in North America, including prospecting and developing relationships with new clients as well as managing relationships for existing clients to maximize cross-sales, ensure retention, and provide a consistent first class client experience. This person will also be responsible for covering clients in select US-based offices of Asian insurance companies. He or she must be an experienced salesperson with the proven ability to develop consultative relationships with clients to best position MetLife as a value-add solutions provider. The successful candidate will also be a true team player who thrives in a collaborative global environment and is motivated to help drive strategic initiatives to build MIM s overall business.
The Director, Insurance Sales, is an exciting opportunity to join MIM at a critical point in our evolution as a third party asset manager. This leader will have the potential to drive the growth of one of our strongest client segments, delivering real impact to MIM and MetLife.
Develop and grow new relationships with decision makers at North American insurance companies; assist non-US ICG team members with sales initiatives as appropriate
Act as primary senior relationship manager for the insurance client base, marshalling MetLife resources to deliver differentiated solutions and best-in-class client experience
Develop and maintain a deep understanding of MIM products and services across diverse asset classes
Contribute to idea generation and development of new products to help grow the insurance business
Execute the MIM sales process systematically, with emphasis on teamwork, transparency, and accountability, using appropriate tools, e.g. SalesForce.com and other mediums
Coordinate cross-functionally within MetLife to facilitate a collaborative approach to winning and supporting mandates
Seek to continuously improve ICG and the service and products we bring to the market
Leverage and contribute to the development of our sales support and client service capabilities; coordinate with the RFP and Client Service teams to produce timely and thoughtful responses to Requests for Information, Requests for Proposals, Due Diligence Questionnaires and other ad hoc questions from potential and existing clients
Recommend innovative marketing tools and strategies to further grow the business and experience of MIM clients
Reports to: Managing Director, Global Head of Insurance, Institutional Client Group
Key Stakeholders: Portfolio managers, product specialists, Research, Operations, Legal and Compliance, Marketing; externally, institutional clients
Essential Business Experience and Technical Skills:
7+ years of institutional asset management experience, ideally including 5+ years specifically focused on insurance companies
Deep understanding of the institutional investment landscape, including clients, drivers, competitors, sales process, and tools, and the proven ability to develop and sustain relationships with investors and consultants
Demonstrated success attracting, retaining, and growing AUM
Expertise in investments products and solutions, preferably public and private fixed income and real estate; specific knowledge of insurance investment needs and strategies ideal but not required
Strong team player skills; excellent communication with the broader sales team in the US and abroad; ability to build trusted relationships with senior investment professionals internally and externally
Understanding of service & operational aspects of institutional sales; proven ability to partner internally to ensure excellent client management
Experience with non-US institutional investors preferred but not required
Organizational intelligence and ability to navigate a large, matrixed, global organization
Self-starter with the ability to work both independently and collaboratively and the drive to build and develop a business in a complex, performance oriented environment
Willingness to embrace new ideas and contribute to a culture of experimentation to achieve and exceed goals
Excellent written, oral, and presentation skills
MetLife Leadership Competencies:
Thinks Strategically Sets direction aligned to the company s strategy, applying external and global perspective to meet local and global needs. Must be a creative and innovative thinker who can bring thoughts to actions
Motivates People Gains people commitment to achieve business objectives through clear communication of the company s vision and flexing leadership styles to inspire high performance.
Creates Partnerships Authentically builds trusted relationships and collaborates across global, diverse and multi-functional teams to successfully drive business objectives.
Seizes Opportunity Seeks new opportunities and ways to create balanced business growth while improving operational capabilities.
Grows Talent Inclusively and pro-actively develops talent, empowers individuals and manages diverse teams to drive engagement and performance.
Models our Values Creates a culture that promotes the company s values and standards through role modeling, accountability and ownership of decisions.
Focuses on Customers Promotes customer centricity and ensures focus on creating great customer experiences to achieve competitive advantage.
Drives Results Sets aggressive goals and is accountable for continuously driving improved performance, leading change and ensuring high standards. Consistently strives for continuous improvement. Analytical approach to problem solving
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