MetLife

The Sales Manager (SM) is responsible for driving the growth of MetLife in the retail market, by initiating new high value distribution partnerships with quality financial advice businesses and deepening relationships with existing MetLife advice partners.  In addition to building and managing their own panel of advisers, the SM will provide pro-active support to all sales activity across the NSW/ACT region including the management of relationships with local licensee teams and representing MetLife at PD days/conferences/industry events.  The SM’s market feedback and input will also  help shape the way MetLife goes to market in Australia and provide input into the future development of the MetLife’s retail insurance offer.

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Principal Responsibilities: 

• Plan and execute sales activity to achieve new business targets
• Increase awareness and usage of MetLife’s retail insurance offer among leading financial advice businesses
• Work with Strategic Accounts to implement account plans which grow sales via identified high priority licensee groups
• Cultivate relationships with key industry influencers to identify new adviser opportunities and grow MetLife’s brand in the local market (e.g. Licensee State Managers, AFA State Chapters and other industry bodies)
• Provide regular, structured and constructive insights from advisers and licensees which help improve MetLife’s end to end insurance offering
• Actively contribute to the development of MetLife’s retail insurance offer
• Role model best practice sales behaviours and sales culture at all times

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Knowledge/Skills/Competencies Required:

Sales Ability

• Able to identify sales opportunities and determine what steps need to be taken realise them
• Able to open doors
• Applies a consistent sales process
• Ability to engage new to MetLife opportunities, understand their needs and articulate MetLife’s solutions
• Manage existing relationships to maintain share of wallet, as well as identify new opportunities to increase new business, with existing relationships

Respected Business Expert

Highly developed understanding of the life insurance industry, distribution channels and products currently available in the market.  Well-developed relationships with key risk writing practices essential.

Growth Mindset

Thriving on the challenge of  taking MetLife’s offering to new opportunities.  Takes pride in ownership and be willing to  take responsibility  of delivering successful outcomes both internally and externally.

Commercial Acumen

Understanding how life companies operate and what profitable sales looks like.  Ability to have business to business conversations with advisers and licensees.

Insight Selling

Using deep insights about adviser businesses, the broader industry and our own offer to constructively challenge the status quo.  Able to add value by showing how a solution is uniquely placed to address a specific challenge the adviser faces or unlock a growth opportunity in their business.

Resilience

Enthusiastic, results driven individual that can operate well in both a team environment and independently. Focused on goal achievement and expansion of business no matter the obstacles or challenges.

Puts Customers First

Genuinely cares about the wellbeing of our customers and advisers.  Leads by example and helps MetLife deliver great customer experiences to achieve competitive advantage.

Drives Results

Achieves set goals and is accountable for continuously lifting performance, while helping lead change and ensuring high standards.

Building Partnerships

Developing long term, collaborative and profitable relationships with advisers.  Attracting the best advisers in the industry that want to partner with us.  Able to have the tough conversations when required.  

Planning and Organising

Assisting in implementing plans for self and others to ensure that work is completed efficiently and effectively.

Executive Disposition

Demonstrating the outward qualities that stakeholders, customers and employees expect from management; communicating and listening effectively using behaviours appropriate for the level of positional power and influence; inspiring confidence and trust in others; acting as an advocate for MetLife.

Communicating with Impact

Communicating in a way that is clear, concise, and easily understood; communicating with impact and credibility; influencing others using persuasive arguments; using appropriate language, style, and terminology for the situation.

Creates Partnerships

Authentically builds trusted relationships and collaborates across global, diverse and multi-functional teams to successfully drive business objectives.

Seizes Opportunity

Constantly seeking new opportunities and ways to create new and balanced business growth while improving operational capabilities.

Models our Success Principles

Pro-actively contributes to the team and aims to help builds a culture that promotes the company’s success principles through role modelling, accountability and ownership of decisions.

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Key Knowledge Areas

Insurance

• Expert understanding of MetLife’s offering including how features and benefits connect to different client types/needs
• Detailed understanding of underwriting processes and philosophies in the market – including interplay with reinsurance
• Detailed understanding of claims processes and philosophies in the market
• Working knowledge of risk research platforms and how advisers utilise them in practice
• Detailed understanding of how insurance is priced in the retail market
• Expert knowledge of lapse management strategies – how to identify bad business before it gets onto the books

Distribution

• Strong sales process and planning
• Strong communication skills and the ability to influence internal and external stakeholders

Markets & Customers

• Established relationships with key risk producing practices and AFSL’s – demonstrated ability to influence their decision making
• Expert knowledge of the financial services industry including; structure, the role of different parties in the value chain, market drivers and current trends.
• Detailed knowledge of compliance frameworks which advisers operate under (especially APL’s/Research and BID)
• Detailed knowledge of MetLife’s competitors including key offerings and relationship strategies.

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Qualifications Required

• Appropriate Tertiary Qualifications (preferably Business with a major in Marketing or Communications) desirable
• Minimum 2-3   years’ experience in similar role, within Financial Services Industry
• RG146 accredited