Managing Associate

Summary of Responsibilities:

The Managing Associate is accountable for recruiting, training, supervising, retaining, and growing a unit of profitable sales representatives for a New England Financial Sales Office.  The Managing Associate’s activities are driven by/aligned with the Firm’s business plan and MetLife/New England Financial business planning objectives.

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Principal Responsibilities:

1. Manage, supervise, develop and coach a unit sales representatives at different career stages (From very inexperienced to very experienced). This includes:


2. Actively work to develop and execute recruiting strategy to attract qualified inexperienced and experienced recruits. Partner with the Recruiting Director in identifying strong candidates by sharing Centers of Influence and driving active recruiting strategies.


3. Proactively contribute to Firm’s diversity and recruiting objectives.


4. Actively partner with Marketing in developing marketing plans to achieve greater market penetration, increase sales results and heighten brand awareness within the community.


5. Assess sales representatives’ books of business to identify new markets for growth.


6. Evaluate the training needs of team and work with the Training Director to address.


7. Maintain a thorough knowledge of New England Financial / MetLife products and effectively transfer that knowledge to sales representatives..


8. Maintain an ethical and professional work environment.


9. Ensure that each sales representative is compliant with and adheres to all New England Financial / MetLife policies and practices with respect to Compliance, Human Resources and Legal Affairs inclusive of the Company’s good business practice processes.  Escalate concerns as appropriate.


10. Personally adhere to and enforce Compliance, Human Resources and company rules and guidelines.  Partner with senior management, Compliance and Legal as appropriate.


11. Stay current on New England Financial / MetLife policies, systems, tools and with industry trends regarding field management best practices.


12. Actively participate in company-sponsored-management/leadership development programs.


13. Complete continuing education requirements to maintain licenses.  Obtain professional designations and FINRA registrations, as required.


14. Maintain a general knowledge and understanding of employment-related laws and seek guidance from Human Resources and Legal business partners as needed.

• Conducting joint sales calls, regular team meetings, and individual sales planning conferences with sales representatives.


• Creating business and performance plans with each sales representative that addresses development needs, marketing plans and team selling opportunities. Each plan should  be aligned with the sales firm & New England Financial/MetLife’s overall objectives.


• Coaching sales representatives on increasing sales, meeting the objectives of their business plans, and overall presentation skills and product knowledge. Provide key support in sales representatives  professional development.


• Manage performance of sales representatives and participate in employment-related decisions, including hiring and terminations.

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Knowledge/Skills/Competencies Required:

• Demonstrated skill in teaching and coaching sales representatives on how to build and improve their practices.


• Financial acumen, problem-solving, management, leadership, communication, and interpersonal skills.


• Knowledge of FINRA/SEC compliance regulations and policies and ability to apply MetLife specific policies and procedures appropriately.


• Ability to learn marketing systems, methods to identify markets and ability to provide direction to sales representatives to identify markets.


• Ability to learn Firm’s operational processes.


• Demonstrated experience overseeing major transactions.


• Knowledge of industry trends.


• Ability to understand/apply field management best practices.


• Knowledge of professional organizations and professional designations.


• Ability to partner effectively with others to achieve results.

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Job Requirements:

• BS degree preferred.


• Appropriate licensing and FINRA registration:  Life/Health insurance, Series 6, 63 (Series 7, 24 and 53 may be required).


• Licenses necessary to sell New England Financial / MetLife products.


• 2 years experience as sales representative preferred, AND 3+ years as a sales manager in an organization that is highly structured and has commission-based sales.


• Track record of success in financial services, sales or sales management.

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