As the Assistant Vice President of Corporate Sales for the Association for Advanced Life Underwriting (AALU), you will recruit new organizations and deepen relationships with the current corporate partners who engage in AALU’s Issues Alliance. Since 1957, AALU has been the leading organization for financial professionals who provide life insurance and retirement planning solutions, and for the millions of individuals, families, and businesses who rely on them.
The AALU Issues Alliance delivers a unified message by aligning our members’ corporate resources and mobilizing a grassroots effort to promote the need for sustainable financial planning. In this role, you will work with industry leaders to provide a foundation for advocacy strategy and complement their pre-existing advocacy frameworks. We are their voice in Washington to help defeat excessive regulations and increased taxation, saving our members time and money.
In this role, you will cultivate new relationships and expand existing relationships by meeting with senior-level industry executives to better understand their needs and issues. You will create customized five- and six-figure partnership packages that may include access to extras such as a lineup of speakers for industry meetings, leadership calls, or company webinars; content covering topics from regulatory affairs and policy trend analysis to marketplace fundamentals; and a comprehensive set of learning tools for advisors, producers, and agents.
Responsibilities of the AVP Corporate Sales
Grow our corporate partner program by conducting sales meetings with senior-level executives, customizing marketing presentations and proposals to meet existing and prospective client needs.
Successfully oversee an existing book of business to achieve and ideally exceed goals in line with expectations set by senior leadership on both a quarterly and an annual basis.
Manage a pipeline of 10-15 prospects through the full sales life cycle, to close. You will use your skills in evaluation and negotiation to close opportunities and achieve established goals.
Collaborate across AALU’s departments to ensure the corporate services program develops a holistic revenue and client relationship strategy for each contributor and new prospect.
Develop a comprehensive understanding of current and future client needs in the context of market dynamics and apply insights to recommend short- and/or long-term value creation for C-level executives that have the appropriate level of impact.
Ensure the appropriate recognition of contributors through current AALU publications, websites, the Annual Meeting, and other communication channels.
Leverage the firm’s existing retirement security industry relationships and cultivate new relationships to develop new clients and expand existing client relationships.
Maintain strong relationships with C-level contacts on down to all corporate partners.
Develop and instill best practices within the Corporate Partnership program.
Manage quarterly corporate calls and monthly conference calls.
Serve as a thought leader within the industry to assist in building the AALU brand.
Communicate regularly with the clients to evaluate satisfaction.
Sell prospective sponsorship opportunities and account management for all meetings and conferences, more specifically AALU’s annual conference. Be responsible for advertising revenue.
Manage 30+ exhibitors on site of AALU’s annual conference.
Qualifications of the AVP Corporate Sales
Five or more years of experience in corporate sales and services.
Strong sales process knowledge and ability to run an effective, efficient sales process.
Comprehensive understanding of relationship building and strong client services skills.
A keen understanding of the financial services industry or advocacy.
Experience using Salesforce or other CRMs to manage pipeline and other sales lifecycle efforts.
Travel up to 35%.
Attributes of the AVP Corporate Sales
Results-driven. You see the big picture, monitor your key growth performance metrics, and take the action necessary to produce results. You work with a sense of urgency. You don’t wait for things to happen; you initiate action and make things happen.
Strategic. You have the ability to think creatively and develop strategic messaging. You are open to new ideas and enjoy thinking of new ways to structure member benefits.
Collaborative. You want to produce effective and efficient results by building internal relationships and implementing best practices.
Curious. You are naturally curious and love to learn. You are open to new ideas and are willing to change. You know what questions to ask and when.
Service-oriented. You take the time to learn what’s valuable and important to others. You are member-focused and committed to providing the highest level of service while remaining aligned with the mission of the organization.
Problem-solver. You are comfortable with the inevitable changes that are brought about as a result of rapid growth and development. You smoothly manage through ambiguity and are able to shape answers to questions when no template exists.
Self-assured. You communicate and coordinate effectively at every level. You instill trust and confidence with internal staff and external entities. You are not easily discouraged.
What’s Attractive to the Right Candidate?
This is a high-value, high-visibility role with great potential for you to turn ideas into action and add real value for members. We have strikingly little bureaucracy here, so you can put your ideas into action.
There is significant potential for growth. Our recent CEO change has enabled us to reevaluate our mission and expand our offerings to serve new segments of the industry. With a large number of potential members, you can make a big impact here.
You will enjoy working with a highly capable leadership team and colleagues who are devoted to AALU’s success. We are a collaborative team with a focus on culture; this is a special place to work.
We offer competitive compensation/commission and generous benefits that include three weeks of vacation plus sick and personal leave; medical, life, and travel insurance; 401(k) savings plan; profit-sharing plan; short- and long-term disability; employee assistance; health club/professional development memberships; and flexible work hours.
To Apply for the position of AVP Corporate Sales
Simply email your resume to Aileen Hedden at firstname.lastname@example.org with “AALU - AVP Corporate Sales #2019-2485 ASAE” as the subject of the email. Please include your resume as a Word or PDF attachment to the email and paste your cover letter in the body of your email.
Alternative Titles: Director of Sales, Director of Public Affairs and Development, Director of Partner Relations, Senior Director of Business Development, Director of Business, Director of Industry Affairs, Director of Industry Relations.
Staffing Advisors has been engaged to find the right candidate and is committed to helping create a diverse work environment for our client. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, veteran status, or any other basis protected by law. This position may require pre-employment screening potentially including a criminal background check, verification of academic credentials, licenses, certifications, and/or verification of work history.