The Market Development Manager (MDM) will report to AVP, Market Development and Field Office Strategy. The MDM will positively impact W&S Agency Group top line sales, and W&S Agency Group top line life sales in particular. The MDM will achieve this through leading a team of Marketing Development Specialists (MDSs) on the implementation and execution of a robust marketing and prospecting plan.
The MDM will be responsible for leading a team of individuals who will drive marketing and prospecting activities and results within a given geography. These activities include but are not limited to work-site lunch and learns, seminars, local alliances, events, and other affinity/small business opportunities. The MDM will be responsible for ensuring that these activities result in an acceptable number of qualified leads that can be fulfilled by Enterprise Engagement Center (EEC) Associates.
Responsibilities
Train and develop Marketing Development Specialists to implement local marketing and prospecting strategies to generate qualified leads. Specific marketing and prospecting strategies include:
Work-site Lunch and Learns - network and prospect with small businesses to introduce W&S Agency Group product and service offerings.
Seminars - schedule, invite attendees, and conduct company-provided financial seminars to introduce W&S Agency Group product and service offerings.
Build local alliances - network within the local community (industry groups, Chamber of Commerce, BNI's, etc.) to build a pipeline of future referrals and leads.
Event Marketing - research and identify local events; work to participate in relevant events to gather leads.
Identify and participate in/lead other prospecting and marketing activities as needed.
In addition to the above, train and develop MDSs to:
"Warm" leads by working with prospects to complete a "Financial Snapshot" or other relevant, company-approved, marketing collateral.
Coordinate with W&S Agency Group Home Office Marketing and Operations to identify target market opportunities and find additional marketing/prospecting opportunities.
Contact and secure appointments with prospective and existing clients for the purpose of need identification.
Adequately prepare for all appointments through established processes.
Conduct all marketing activities and appointments using Western & Southern Life consultative practices and processes.
Proactively develop community relationships to cultivate and strengthen presence in target market(s).
Create and leverage Advisys reports to market our Sales Process and capabilities to potential prospects.
Ensure that all marketing and prospecting activity is captured and recorded in the W&S Agency Group CRM; fully leverage all W&S Agency Group technology/platforms as assigned.
Performs other duties as assigned.
Qualifications
Possess 5+ years of progressively responsible work experience as a strong marketing or sales professional within the financial services industry with execution experience and solid business acumen.
Management and leadership experience in selecting, hiring and training inexperienced individuals in the financial services industry.
Proven ability to lead a team to achieve both short-term and long-term goals.
Proven experience in launching new initiatives. Demonstrates resourcefulness in making adjustments as needed and in leveraging internal resources.
Demonstrated experience working independently with little direction or supervision.
Demonstrated verbal and written communication skills with experience conveying information in a clear, focused, and concise manner.
Demonstrated understanding of Compliance regulations related to marketing and prospecting in the financial services industry.
Work Setting
Travels locally as needed and frequently works in a variety of settings (events, conducting seminars, networking, office work) that may require long periods of standing or sitting and communicating directly with the public.
Certifications & Licenses
Life and Health licenses.
Position Demands
Extended hours required during peak workloads or special projects.
Ability to work flexible hours including nights, weekends, and/or holidays as needed.
Willingness to travel locally as needed (up to 80%).