Business Unit: Insurance Distribution
Department: Insurance Distribution Western
Pay Group: Field
Reference No.: 2015-152

Scope Statement

The Account Executive drives sales and asset retention in the insurance and/or investment markets within the Vancouver Island region, by building on existing, and breaking into new markets, to establish and grow solid, long-term relationships with Distribution Partners and Financial Advisors in assigned region.  The incumbent is guided by defined goals and objectives and works under the general supervision of the Regional Vice President, Distribution.

Impact Statement

• Conduct regular and targeted face-to-face meetings with Distribution Partners, to gain an in-depth understanding of their unique business needs in order to advise on business strategies, sales concepts and revenue generating ideas, and to promote the features and benefits of Empire Life’s investment and/or insurance products.
• Leverage a strong competitive drive to uncover and influence sales opportunities and share in-depth knowledge and experience in the Canadian investment market to support defined sales goals.
• Represent the Empire Life brand with strategic account management to drive sales and ensure retention of existing business in the insurance and investment markets

Responsibilities include

• Drive and influence sales decision and retention in the insurance and/or investment markets to achieve defined sales targets; proactively seek opportunities to initiate and build new relationships in untapped markets and gain access to Distribution Partner firms, branches and decision makers
• Conduct regular face-to-face meetings with Distribution Partners using a consultative approach to uncover needs, promote features and benefits of Empire Life’s insurance and/or investment products, and assist in providing financial planning solutions for clients, adhering to Empire Life’s prescribed sales process insurance and/or investments
• Manage case development, liaising with internal partners, such as Tax & Estate Planning, to ensure product mix meets underlying needs
• Leverage cross-channel sales opportunities by proactively referring business to appropriate channel.
• Apply strategic territory and account management principles to build a comprehensive annual business plan in collaboration with Senior Management and the Sales team to achieve sales objectives, and execute business plan, monitoring activity and reassessing regularly
• Provide input into internal business strategy and planning
• Organize, and participate in business and appreciation events for Distribution Partners, leveraging appropriate internal resources for support
• Gather market intelligence and share internally as appropriate
• Provide regular feedback on support team performance as well as specific input to performance reviews and development plans
• Maintain accurate and current records of Distribution Partner activity and current and potential product and revenue generating needs
• Manage expenses within assigned budget
• Educate and direct Distribution Partners by initiating opportunities to present sales and marketing seminars, provide one-on-one education on business strategies, sales concepts, revenue generating ideas and Empire Life’s insurance and/or investment products and their benefits and features
• Identify and report potential compliance risk issues that may become apparent through regular contact with Distribution Partners
• Attend industry events, representing and promoting the Empire Life brand; uphold the Empire Life brand within the community at large
• Build and maintain exceptional knowledge and understanding of current market trends and competitive landscape, competitor product lines, and Empire Life’s defined sales process and practices for investments and insurance
• Manage personal growth and development by leveraging strengths and identifying and acting on development opportunities

Knowledge / Experience / Certification

• 8+ years face-to-face sales experience in financial services
• In-depth understanding of Distribution Partner needs
• In-depth knowledge and understanding of the Canadian broker and advisor channel and insurance and investment products and their application in financial planning
• In-depth knowledge of insurance related products including universal and whole life products and segregated funds and their application in creating solutions for financial and estate planning needs
• In-depth knowledge of financial planning tools
• Sound understanding of regulatory and compliance issues
• Established network in the financial services industry
• CSC or IFIC required with preference to CSC
• LLQP and one of the following required: CFA, CLU, CFP, CIM, FMA, ChFC, RHU

Education / Professional Courses

• Undergraduate degree required; business major, an asset

Key Skills

• Exceptional relationship building skills
• Excellent influencing and presentation skills
• Excellent organization, prioritization and time management skills
• Excellent written and verbal communication skills
• Proficiency with MS Office (Excel, Word, PowerPoint)

Key Competencies

• Collaboration
• Customer-Centricity
• Driving for Results
• Initiative
• Innovation
• Integrity
• Interpersonal Communication
• Judgment and decision-making
• Leadership

Working Conditions

• Frequent travel required as well as work outside of traditional business hours

Interactions

• Management and Employees on a local and National basis
• Financial Advisors, Brokers, Independent Financial Advisors, Managing General Agents and their brokers and National Accounts and their Advisors