AVP & Head of Sales, Structured Settlements

Position: AVP & Head of Sales, Structured Settlements

Job Location:  New York, NY or Remote

Department:  MetLife has identified and is investing in the Structured business within Retirement and Income Solutions as a growth area and this position is key to driving that growth. Not only is this group well-positioned to deliver top and bottom-line growth in its core markets, but we are also looking to expand further into adjacent markets to over-deliver profitable growth. This is an exciting time to be leading the Structured Settlements distribution team, as this position will have full accountability for meeting the sales plan and is critical to the future profitable growth of our Structured Settlements business.

The Role:  The AVP leads the development and execution of the distribution for MetLife’s Structured Settlements product portfolio. This includes our core Structured Settlements solution for the personal injury market and periodic payment agreements for the worker’s compensation market and expanding our portfolio of non-qualified solutions, including our newly launched Structured Installment Sales solution. The position will have responsibility for exceeding the overall business sales goal at the target profitability objectives. It also provides day-to-day management of the market facing team that is responsible for maintaining and growing existing broker relationships and developing new ones. For our core market, 50 structured settlement specialty brokerage firms (over 600 individual brokers nationwide) and large, national property and casualty company clients produce approximately $6 billion in premium per year. The AVP will have a strong industry presence and the team will develop and maintain strong broker relationships to stay close to customer needs, market trends, competitive activities, customer experience and the changing economic and legislative landscape. As a result of these activities and insights, the AVP will work with the product group to align and create go-to-market strategies to drive profitable business growth.

Key Responsibilities:

• Create and drive the go-to-market strategy to deliver top and bottom-line growth for this business.
• Lead the team that provide complete sales support to broker distribution by working with marketing, pricing and underwriting, administration, and product to consult with MetLife experts in Tax, Legal, Contracts etc. on all aspects of Structured Settlements.
• Consult with and advise brokers about options on large cases where MetLife pricing and underwriting limit our bid competitiveness.
• Represent MetLife at industry conferences, as well as build effective business relationships at intermediary and stakeholder events.
• Work with business partners to implement market facing process and procedures that effectively deliver on MetLife’s value proposition and differentiate us in this market.
• Monitor competitive landscape and share marketplace feedback on specific cases, product idea and enhancements, as well as recommended actions to optimize the business.
• Participate in cross-functional project teams designed to support key SSA initiatives or to enhance operational effectiveness.
• Oversee the broker licensing and compliance process.
• Manage the broker and market facing communications and training delivery.
• Manage weekly and monthly sales and activity reporting through Salesforce and other tracking methodologies.
• Manage sales team sponsorship and travel budget.
• Act as an industry thought leader, attend industry events and broker meetings. Deliver or have team deliver presentations, white papers, marketing resources (print, video, web) to drive change in behavior of: brokers, customers and key stakeholders of structured settlement transactions.
• Develop and maintain strategic relationships with structured settlement firms.
• Support the execution of ad hoc projects
• Ensure ongoing development and growth of team and organizational bench strength.

Key Relationships:

• Reports to:  VP, Head of Structured Settlements
• Direct reports/team: Four direct reports
• Key Stakeholders: Product, New Business implementation and administration, Rate Desk and Pricing teams, Marketing, Legal, Tax, Compliance

Travel: 50%

Essential Business Experience and Technical Skills:

• 10+ years of experience in a Sales role with proven success in driving revenue and growth.
• Accomplished leader, with experience in coaching and development.
• Deep knowledge of Structured Settlement Products and industry.
• License requirement: resident state life license
• Undergraduate degree required, MBA or advanced degree preferred
• Strong relationship building & negotiation skills

      MetLife Success Principles

• Experiment with Confidence – Courageously learn and test new ideas without fear of failure

• Act with Urgency – Demonstrate speed to action with agility and determination
• Seek Diverse Perspectives – Source ideas and feedback to expand thinking and make informed decisions
• Seize Opportunity – Drive responsible growth and identify areas for continuous improvement
• Champion Inclusion – Foster an environment where everyone is valued, heard, and can speak up
• Create Alignment – Partner with others across the organization with candor and transparency
• Take Responsibility – Be accountable and act in pursuit of the right outcomes
• Enable Solutions – Anticipate and address obstacles while managing risk
• Deliver What Matters – Execute meaningful priorities and follow through on commitments

MetLife:

MetLife, through its subsidiaries and affiliates, is one of the world’s leading financial services companies, providing insurance, annuities, employee benefits and asset management to help its individual and institutional customers navigate their changing world. Founded in 1868, MetLife has operations in more than 40 countries and holds leading market positions in the United States, Japan, Latin America, Asia, Europe and the Middle East.

We are one of the largest institutional investors in the U.S. with $669 billion of total assets under management as of December 31, 2021. We are ranked #46 on the Fortune 500 list for 2021. In 2020, we were named to the Dow Jones Sustainability Index (DJSI) for the fifth year in a row. DJSI is a global index to track the leading sustainability-driven companies. We are proud to have been named to Fortune magazine’s 2021 list of the “World’s Most Admired Companies.”    

MetLife is committed to building a purpose-driven and inclusive culture that energizes our people. Our employees work every day to help build a more confident future for people around the world.

The wage range for applicants for this position is $80,000 to $150,000. This role is also eligible for incentive compensation awards. MetLife offers a comprehensive benefits program, including healthcare benefits, life insurance, retirement benefits, parental leave, legal plan services and paid time off. All incentives and benefits are subject to the applicable plan terms.

We want to make it simple for all interested and qualified candidates to apply for employment opportunities with MetLife.  If you need assistance and/or a reasonable accommodation due to a disability during the application or the recruiting process, please send a request to accommodations@metlife.com or call our Employee Relations Department at 1-877-843-3711.

MetLife is a proud Equal Employment Opportunity and Affirmative Action employer dedicated to attracting, retaining, and developing a diverse and inclusive workforce. All qualified applicants will receive consideration for employment at MetLife without regards to race, color, religion, sex (including pregnancy, childbirth, or related medical conditions), sexual orientation, gender identity or expression, age, disability, national origin, marital or domestic/civil partnership status, genetic information, citizenship status, uniformed service member or veteran status, or any other characteristic protected by law.

MetLife maintains a drug-free workplace.

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