Job Description

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