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Regional Director
American International Group
Houston, TX, United States
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Estimated Travel Percentage (%): Up to 50%
Relocation Provided: No
The Regional Director (RD) is the central business development resource and relationship manager for key office and wholesaling personnel (marketing, product, illustrations and case management) for the assigned accounts in their territory. Further, in partnership with the Regional Vice President (RVP), the RD helps support the territory’s key accounts in coordination with the RVP, supporting the team’s efforts to meet sales objectives for all firms within the territory.
Reporting to the Senior Vice President (SVP) of Distribution for AIG’s BGA/IMO Independent Annuities channel, this position is designed as a “hybrid” role with approximately 20 weeks of travel per year.
Job Functions / Responsibilities:
• The RD, in concert with the RVP, is responsible for developing and executing a business plan that provides the support and training activities necessary to achieve and exceed sales targets for their assigned accounts.
• Establish a support and zone / rotation travel schedule to ensure appropriate frequency of in-person and webinar-based interaction for assigned accounts. Prepares agendas in advance (going in with a purpose) around training on AIG products, sales support, programs, systems and processes. Afterwards, summarizes next steps and follows through on commitments.
• Conduct themselves in an ethical and compliant manner based on company and regulatory standards.
• Plan travel to assigned relationships in territory on a cost effective basis within budget as determined by the SVP.
• Work on a collaborative basis with internal wholesaler, (IW), RVP and SVP to prioritize business plans through proper customer segmentation in order to achieve annuity production goals.
• Lead or coordinate training, webcasts and conference calls for internal staff or assigned relationships within territory.
• Build and maintain strong relationships with assigned accounts in order to establish and achieve sales targets. Serves as the initial contact for problem resolution for their internal sales and case management staff. Works with key AIG operations personnel to resolve customer issues.
• Partner and coordinate closely with RVP and Strategic Account Manager, providing continuous communication on product updates, case management and agency needs in order to advance sales results within territory.
• Continuously analyze relationships to assess market changes or trends, personnel changes or relationship needs, and provide input for potential revisions with business plan (visits, trainings, etc.) accordingly with RVP.
• Report sales activity within Salesforce on a timely basis.
• Maintain strong organizational processes which enable management of multiple issues and priorities simultaneously.
• Maintain successful relationships with internal clients including but not limited to Marketing, Compliance, Underwriting and Operations.
• Leverage the Company’s expertise by working effectively with areas such as Product Development, Competition & Research, Advanced Sales, etc.
• Travels 30 - 40% of the time.
The Ideal Candidate Will Have:
• Expert knowledge of fixed, index and immediate annuities, including familiarity with common sales positioning concepts
• Strong communication skills (verbal & written)
• Knowledge of product illustration systems and sales support systems and tools
• Sound discretion and judgment abilities.
• Strong listening skills required.
• Demonstrated track record of problem-solving and adaptability
• Excellent presentation skills and public speaking capability, with the ability to plan, organize, develop and deliver effective presentations to a targeted audience
Education:
• Four year college degree recommended.
• Three to five years of direct sales and wholesaling experience
• Life & Annuity Insurance License, Series 6 & 63 registrations, knowledge and understanding of IMO and BGA distribution models.
It has been and will continue to be the policy of American International Group, Inc., its subsidiaries and affiliates to be an Equal Opportunity Employer. We provide equal opportunity to all qualified individuals regardless of race, color, religion, age, gender, gender expression, national origin, veteran status, disability or any other legally protected categories.
At AIG, we believe that diversity and inclusion are critical to our future and our mission – creating a foundation for a creative workplace that leads to innovation, growth, and profitability. Through a wide variety of programs and initiatives, we invest in each employee, seeking to ensure that our people are not only respected as individuals, but also truly valued for their unique perspectives.