The Internal Wholesaler (Internal Marketing Representative -“IMR”) is responsible for contributing to sales through financial professional recruiting, telemarketing, and providing product, illustration, marketing and sales support. The IMR will proactively work to create new as well as manage existing relationships with financial professionals in their region to achieve recruiting and sales goals. This internal wholesaler will work in partnership with the field sales team (to include Regional Directors, Regional Marketing Directors, or Regional Marketing Specialists as assigned). The IMR must develop and maintain a thorough familiarity with all aspects of the assigned regions to include, but not limited to, understanding of the business practices of key producers, overview of Focus Firms, geographic locations of financial professionals, and knowledge of the regional sales style needed to locally market life insurance or annuity products. This position will also function as a liaison between the field and the home office.

Position Expectations

Responsibilities

• Recruiting and Financial Professional Support
• Conducts telemarketing activities with current and prospective financial professionals that will generate sales activity.
• Proactively develop business relationships with current and prospective financial professionals to encourage new sales.
• Increases the number of financial professionals that do business with Penn Mutual as well as maximizes the sales potential from each financial professional contact.
• Develops and follows-up on sales leads from a variety of sources including referrals from other employees, financial professionals, Relationship Management, broker-dealer conferences, industry conferences or any other sources, as appropriate.
• Provides ongoing service and support to financial professionals.
• Follows up scheduled meetings of field partner(s) and provides information as requested.

• Outbound and Inbound Telemarketing
• Generates daily appointments by proactively calling prospects and existing financial professionals to schedule 1 on 1 appointments for field partners, as assigned, achieving weekly appointment goal for each field partner.
• Prospects for potential new financial professionals using various support tools, including but not limited to, Brokerage, MDRT, Regional Database rep lists applying mapping software to attain efficient territory management.
• Follows up on all regional recruiting campaigns with financial professionals phone calls to obtain appointments
• Promotes sales seminars with financial professionals and confirms attendance.
• Conducts follow-up phone calls to schedule appointments with prospects and financial professionals before and after seminars, broker-dealer meetings, and regional meetings.

• Marketing
• Manages all marketing activities in assigned regions to maximize field sales activity.
• Develops sales ideas to share with financial professionals as well as provides illustration support reflecting benefits of sales concept.
• Works with field partner or home office marketing associates to coordinate various promotional events.
• Follows-up on all marketing campaigns to offer additional support and/or schedule one-on-one follow up appointments

• Company, Product and Technical Knowledge
• Obtains required knowledge regarding Penn Mutual’s mutual structure, financial stability and industry ratings.
• Understands FINRA and insurance regulations as well as company compliance guidelines and adhere to same.
• Develops and maintains comprehensive and in-depth working knowledge across all supported product lines, investment sub-accounts and operational procedures.
• Comprehends the suitable application of PML’s product in sales situations and recommend to financial professionals, as appropriate.
• Provides illustration and case design support.
• Stays abreast of Penn Mutual’s competition, specifically product and marketing programs, and advanced sales applications.

• Sales Tracking, Sales Analysis, Recordkeeping and Reporting
• Tracks weekly appointment activity and report sales results; maintains records documenting status of appointments and sales results.
• Remains current on case status, proactively communicating with financial professionals regarding status of case.
• Retains and tracks illustrations and related sales results.
• Creates and maintains updated database with current financial professional’s information.
• Analyzes sales activity and results upon request.
• Provides weekly sales reports and reviews results during team meetings.

• Complies with all company and site policies and procedures.
• Remains current in profession and industry trends.
• Successfully completes regulatory and job training requirements.
• Performs other duties as assigned.

• Proven track record of sales success or direct contribution to sales team
• Ability to make a positive contribution as demonstrated by learning new skills and making suggestions for process/procedure improvement.
• Ability to work with others in a collaborative team environment.

• Three to five years of related experience in the sales and marketing of insurance products; equivalent experience may be considered

Education/Licenses/Professional Designations

• Bachelor’s degree required
• FINRA Series 6 or 7 and Series 63 registrations required
• Life insurance license required
• Willing to obtain industry certifications, such as, CLU, and/or ChFC

About the Penn Mutual Life Insurance Company

Penn Mutual helps people become stronger. Our expertly crafted life insurance is vital to long-term financial health and strengthens people’s ability to enjoy every day. Working with our trusted network of financial professionals, we take the long view, building customized solutions for individuals, their families, and their businesses. Penn Mutual supports its financial professionals with retirement and investment services through its wholly owned subsidiary, Hornor, Townsend & Kent, LLC, member FINRA/SIPC.

Salary Range - $50,000 - $60,000 + 6% bonus + variable compensation