Internal Sales Consultant

at  John Hancock

The Internal Sales Consultant works as a member of a team composed of a wholesaler and relationship manager who are responsible for educating financial advisors on retirement plans, particularly 401(k), and working with them to add John Hancock’s retirement solutions to their respective product offerings. The ISC works to understand the needs and offer solutions that are aligned with the company key decision makers, the financial advisor and John Hancock.

• Establish and maintain relationships with Financial Advisors and Registered Investment Advisors.
• Partner with a Regional Vice President in the field to create, develop and implement programs that drive opportunities in their territory.
• Leverage Investment Tools (RPAG, FI360, John Hancock Investment Comparison Tool) and provide insight for registered representatives helping them improve portfolio construction.
• Educate advisors on the retirement industry. Discuss the differences and advantages of products to help determine what solution best suits their client’s needs. (SIMPLEs, 401(k), Individual IRA’s, Cash Balance plans, DB plans, non-qualified, etc).
• Become well versed in JH’s product offers as well as other providers to assist advisors in determining the product that best meets their client’s need. A central part of this is assisting with plan design.
• Assist advisors and TPAs with sold case paperwork and the onboarding of plans
• Recommend and strategize with TPA Partners to develop unique and optimal Plan Design for each Plan Sponsor/401k Plan.
• Support the advisor’s business growth by helping them leverage John Hancock’s story and services to gain competitive advantage, as well as, providing industry insights.
• Establish and execute a business strategy and annual territory plan with the team to achieve revenue and growth targets by: Segmentation of advisors, leveraging partners (DCIO/TPA) to find additional opportunities, and identifying innovative approaches to help current advisors grow their book of business.
• Provide service and support by contacting advisor audience by soliciting/prioritizing opportunities and analyzing needs (pricing, service issues, features) when existing plans go out for RFP
• Review investment line-up from current 401(k) provider, analyze and compare to the JH platform to ensure the plan sponsor has appropriate and diverse fund line-up offering providing full style box coverage.
• Lead projects for department initiatives to fully implement new processes, strategies, and more.
• Qualify new advisor prospects by gaining insight on their business model and composition of current clients
• Participate in training and coaching development programs to enhance skills and provide opportunities for advancement within the ISC role and other firm wide sales, marketing, and management related functions
• Adhere to the highest levels of integrity and professional conduct