Consultant Relations Director

Job Description:

Providing for loved ones, planning rewarding retirements, saving enough for whatever lies ahead – our policyholders count on us to be there when it matters most. It’s a big ask, but it’s one that we have the power to deliver when we work together. We collaborate and innovate – pushing one another to transform not just Pacific Life, but the entire industry for the better. Why? Because it’s the right thing to do. Pacific Life is more than a job, it’s a career with purpose. It’s a career where you have the support, balance, and resources to make a positive impact on the future – including your own.

We area actively seeking a talented Consultant Relations Director to join our team. This role will require approximately 25% travel throughout the US.

As a Director, National Markets, focused on building key consultant relationships, you’ll play a key role in Pacific Life’s growth and long-term success by being responsible for growing the Pacific Life footprint of Pension Risk Transfer (PRT) and Defined Contribution Lifetime Income (DCLI) products for the Institutional Division across the consultant space. Your colleagues will include other National Markets Directors and Sales Associates dedicated to the PRT and DCLI market.  The national markets team works closely to collaborate and coordinate with other functional areas within the division to provide a high level of customer service to our clients.

How you'll help move us forward:

• Meet and exceed sales targets and performance metrics
• Document activity and pertinent issues in the CRM system i.e. appointments, thank you calls, monthly call campaigns and Sales opportunities etc.
• Develop deep understanding of each Pacific Life DCLI option and how to position when meeting with the following primary audiences:  Strategic Partners (ie. Asset Managers, middleware providers), Recordkeepers, Advisor/Consultant Home Offices, Advisors/Consultants, Plan Sponsors and Participants
  • Identify and qualify new sales opportunities through targeted calling, emailing, and networking
  • In-person and virtual meetings
  • Attend and speak at industry conferences
• Sell Pacific Life’s DCLI suite of solutions to Strategic Partners (ie. Asset Managers, middleware providers), Recordkeepers, Advisor/Consultant Home Offices, Advisors/Consultants, Plan Sponsors and Participants
• Create and maintain detailed “firm profiles” for targeted relationships
• Cover and manage relationships with Advisor/Consultant and Recordkeeper Home Offices, nationally
  • Develop a due diligence meeting process with a goal of deepening relationships and driving sales activity.
  • Lead annual review meetings, in partnership with other functional areas within the division.
• Build and foster targeted relationships with Independent Fiduciaries with connection to advisor relationships to further drive Pacific Life’s DC reach.
• Prioritize activity and leverage a metrics-driven approach to track relationships and drive results. 
• Monitor market, solicit feedback from intermediaries, and provide feedback internally regarding trends in products, competitors, emerging markets, etc.
• Provide input into the needs and development of appropriate product, support materials including presentations, brochures, website, advertisements, social media campaigns, etc
• Manage the sales pipeline to grow our DCLI business
• Stay updated on industry trends, market movements, and product changes
• Have working knowledge of strategic partners, key competitors and industry trends
• Partner with internal stakeholders as appropriate throughout the sales process.
• Adhere to Pacific Life Code of Conduct, as well as industry and regulatory agency guidelines.

The experience you bring:

• Four-year college degree in business administration, marketing, investments, finance, mathematics or a related field.

• Life and Health license.

• Minimum 10 years’ experience in sales, marketing, consulting or similar role in the defined benefit plan and or defined contribution plan market.

• Ability to execute, Strong performance orientation and drive sales results.

• Strong analytical skills, with the ability to grasp complexities and perceive relationships among business and financial issues.

• Demonstrated consultative selling skills as well as strong communication and presentation skills.

• Proficiency in using SalesForce for both activity tracking and reporting.

• Known for ability to respectfully and confidently collaborate and easily communicate with various stakeholders.

• Self-reflective and aware of his/her own limitations; leads