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Director, Insurance Sales, MetLife Investment Management

Date Posted: Aug 12, 2019

Location: Whippany, NJ, US, 07981

Company: MetLife

Job Location:     Whippany, NJ; some flexibility may be possible depending on circumstances


MetLife Investment Management

Based in Whippany, New Jersey, MetLife Investment Management (MIM) is one of the largest institutional investors and asset managers in the world, with over $605 billion in combined managed assets, and has consistently generated superior returns for both policyholders and shareholders. The enterprise has more than 900 dedicated professionals with extensive experience and expertise in all asset classes, with a strength in public and private fixed income and private assets, including real estate.  Visit us at to learn more.


MIM’s Institutional Client Group (ICG) is the global product distribution organization of MetLife Investment Management.  The insurance channel represents a significant component of our client base and a high growth area across all products, solutions, and global regions.  


The Role

Reporting directly to the MD and Global Head of Insurance segment within ICG, the Director, Insurance Sales, will be responsible for expanding our insurance company client base in North America, including prospecting and developing relationships with new clients as well as managing relationships for existing clients to maximize cross-sales, ensure retention, and provide a consistent first class client experience. This person will also be responsible for covering clients in select US-based offices of Asian insurance companies.  He or she must be an experienced salesperson with the proven ability to develop consultative relationships with clients to best position MetLife as a value-add solutions provider.  The successful candidate will also be a true team player who thrives in a collaborative global environment and is motivated to help drive strategic initiatives to build MIM’s overall business.  


The  Director, Insurance Sales, is an exciting opportunity to join MIM at a critical point in our evolution as a third party asset manager.  This leader will have the potential to drive the growth of one of our strongest client segments, delivering real impact to MIM and MetLife.


Key Responsibilities:

  • Develop and grow new relationships with decision makers at North American insurance companies; assist non-US ICG team members with sales initiatives as appropriate
  • Act as primary senior relationship manager for the insurance client base, marshalling MetLife resources to deliver differentiated solutions and best-in-class client experience
  • Develop and maintain a deep understanding of MIM products and services across diverse asset classes
  • Contribute to idea generation and development of new products to help grow the insurance business
  • Execute the MIM sales process systematically, with emphasis on teamwork, transparency, and accountability, using appropriate tools, e.g. and other mediums
  • Coordinate cross-functionally within MetLife to facilitate a collaborative approach to winning and supporting mandates
  • Seek to continuously improve ICG and the service and products we bring to the market
  • Leverage and contribute to the development of our sales support and client service capabilities; coordinate with the RFP and Client Service teams to produce timely and thoughtful responses to Requests for Information, Requests for Proposals, Due Diligence Questionnaires and other ad hoc questions from potential and existing clients
  • Recommend innovative marketing tools and strategies to further grow the business and experience of MIM clients


Key Relationships:

  • Reports to:  Managing Director, Global Head of Insurance, Institutional Client Group
  • Key Stakeholders:  Portfolio managers, product specialists, Research, Operations, Legal and Compliance, Marketing; externally, institutional clients


Candidate Qualifications:

Essential Business Experience and Technical Skills:

  • 7+ years of institutional asset management experience, ideally including 5+ years specifically focused on  insurance companies
  • Deep understanding of the institutional investment landscape, including clients, drivers, competitors, sales process, and tools, and the proven ability to develop  and sustain relationships with investors and consultants
  • Demonstrated success attracting, retaining, and growing AUM
  • Expertise in investments products and solutions, preferably public and private fixed income and real estate; specific knowledge of insurance investment needs and strategies ideal but not required
  • Strong team player skills; excellent communication with the broader sales team in the US and abroad; ability to build trusted  relationships with senior investment professionals internally and externally
  • Understanding of service & operational aspects of institutional sales; proven ability to partner internally to ensure excellent client management
  • Experience with non-US institutional investors preferred but not required
  • Organizational intelligence and ability to navigate a large, matrixed, global organization
  • Self-starter with the ability to work both independently and collaboratively and the drive to build and develop a business in a complex, performance oriented environment
  • Willingness to embrace new ideas and contribute to a culture of experimentation to achieve and exceed goals
  • Excellent written,  oral, and presentation skills


MetLife Leadership Competencies:

  • Thinks Strategically – Sets direction aligned to the company’s strategy, applying external and global perspective to meet local and global needs. Must be a creative and innovative thinker who can bring thoughts to actions
  • Motivates People – Gains people commitment to achieve business objectives through clear communication of the company’s vision and flexing leadership styles to inspire high performance.
  • Creates Partnerships – Authentically builds trusted relationships and collaborates across global, diverse and multi-functional teams to successfully drive business objectives.
  • Seizes Opportunity – Seeks new opportunities and ways to create balanced business growth while improving operational capabilities.
  • Grows Talent – Inclusively and pro-actively develops talent, empowers individuals and manages diverse teams to drive engagement and performance.
  • Models our Values – Creates a culture that promotes the company’s values and standards through role modeling, accountability and ownership of decisions.
  • Focuses on Customers – Promotes customer centricity and ensures focus on creating great customer experiences to achieve competitive advantage.
  • Drives Results – Sets aggressive goals and is accountable for continuously driving improved performance, leading change and ensuring high standards. Consistently strives for continuous improvement. Analytical approach to problem solving



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 more than $605 billion in total assets under management as of March 31, 2019.  We are ranked #43 on the Fortune 500 list for 2018. In 2018, we were named to the Dow Jones Sustainability Index (DJSI) for the third year in a row. DJSI is a global index to track the leading sustainability-driven companies.


Our goal in everything we do is to offer customers truly differentiated value propositions that allow us to establish clear competitive advantages. We pride ourselves on being a trusted partner to our customers as they navigate life’s twists and turns. Visit us at to learn more about our brand, history, and values.



MetLife is a proud equal opportunity/affirmative action employer committed to attracting, retaining, and maximizing the performance of a diverse and inclusive workforce. It is MetLife's policy to ensure equal employment opportunity without discrimination or harassment based on 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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