Strategic Institutional Accounts Lead – Life & DI

Hiltonwoodclifflake; Springfield (MA); On-site; USD 110,000 - 190,000; Full time

Job summary

MassMutual Strategic Distributors (MMSD) is seeking an experienced Key Account Manager to manage and grow strategic relationships across financial institutions, including broker-dealers, wirehouses, banks, RIAs, and other platforms. You will report to the Head of Key Accounts, Life & DI, and help shape MMSD's institutional growth strategy.

The role emphasizes deep relationship leadership, product approvals, and expanding distribution capabilities across MassMutual's Life and DI solutions.

Qualifications

• Bachelor's degree or 5+ years of financial services experience.
• 8+ years of experience in insurance, wealth management, institutional distribution, national accounts, or related roles.
• FINRA Series 6 or 7 and Life & Health licenses required, or must obtain within 60 days.
• Ability to travel 30-40%

Responsibilities

• Develop and execute strategic account plans with clear objectives, priorities, actions, and measures of success.
• Build and deepen relationships with home-office executives, product leaders, due diligence teams, platform decisionmakers, sales leaders, and other centers of influence.
• Lead product approval and shelf-placement efforts, coordinating internal stakeholders through due diligence, contracting, implementation, launch, and ongoing review.
• Identify opportunities to expand MassMutual's presence through additional products, point-of-sale programs, advisor engagement strategies, distribution capabilities, and strategic partnerships.
• Maintain a comprehensive understanding of assigned firms, including their business models, organizational structures, product sales, target markets, platforms, strategic initiatives, competitive environments, and emerging risks.
• Partner with distribution leaders, wholesalers, Advanced Sales, Product, Marketing, Operations, Underwriting, Technology, Compliance, and other business partners to execute strategic growth initiatives.
• Provide institutional market feedback, competitive intelligence, and partner insights to help inform business priorities and decisions.
• Develop institution-specific value propositions, presentations, business reviews, education programs, and advisor engagement initiatives.
• Coordinate product and concept training for key centers of influence, including sales desks, insurance specialists, case managers, wholesalers, financial professionals, and home-office stakeholders.
• Drive strategy for partner meetings, conferences, due diligence sessions, and executive engagements with clear objectives and measurable outcomes.
• Monitor regulatory, competitive, and industry developments and communicate potential implications for assigned partners and MMSD.
• Communicate account progress, opportunities, risks, partner feedback, and recommended actions to the Head of Key Accounts and other senior stakeholders.
• Travel as needed to support partner relationships, strategic meetings, conferences, and business development activities.

Skills

Institutional distribution

Point-of-sale insurance

Broker-dealer knowledge

Product approvals

Relationship management

Education

Bachelor's degree

Job description

MassMutual Strategic Distributors (MMSD) is seeking an experienced Key Account Manager to manage and grow strategic relationships across financial institutions, including broker-dealers, wirehouses, banks, RIAs, and other platforms. You will report to the Head of Key Accounts, Life & DI, and help shape MMSD's institutional growth strategy.

The role emphasizes deep relationship leadership, product approvals, and expanding distribution capabilities across MassMutual's Life and DI solutions.