Business Development- Hospitality Vertical
Does your current job leverage your years of work experience and provide an opportunity to build a career you are
proud and passionate about? Does it allow you to deepen your connection with your community? Does it provide
security in that it cannot be offshored or outsourced? Do you have the ability to work directly with individuals and
business professionals to help them navigate through and make decisions surrounding important strategic issues?
At MassMutual Arizona, you’ll be a part of an entrepreneurial system with the freedom to provide solutions for your
clients from a broad portfolio of innovative products, access to powerful sales tools and a large resource network to
allow you to focus on activities that get results.
Founded in 1851, MassMutual is a leading mutual life insurance company that is run for the benefit of its members
and participating policyholders. The company has a long history of financial strength and strong performance and,
although dividends are not guaranteed, MassMutual has paid dividends to eligible participating policyholders every
year since the 1860s. With whole life insurance as its foundation, MassMutual also provides products to help meet
the financial needs of clients, such as life insurance, disability income insurance, long term care insurance,
retirement/401(k) plan services and annuities. In addition, the company’s strong and growing network of financial
professionals help clients make good financial decisions for the long term.
The person hired will work with individuals and business owners of in the hospitality industry (hotel and restaurant
owners, event planners, caterers, etc. and those supporting the industry) with their insurance and investment
planning by building a long-term relationship and a consultative partnership. A strategic marketing plan, to be
approved by the Sales Manager, will be built within the first month to identify 400 prospects in Maricopa County and
then narrowed down to the top 50 prospects in the next month. Typical forms of prospecting include networking,
referrals, and community involvement. After securing a meeting, time is taken to learn about the potential client’s
current financial situation and future objectives (i.e. expand practice, retain key employees, exit the business) and
create client-centric solutions with a team of insurance, investment, tax and legal professionals in the local office to
achieve the clients’ goals. You will revisit the client’s portfolio of products and services purchased, at least annually, to
ensure the plans are on track with expectations. Associates are expected schedule 20 new appointments per week
and accumulate 100 new clients in one year, representing 18% of the expected total growth of the local office. Typical
solutions implemented include retention strategies (key-person insurance), succession planning, employee benefit
programs to attract great talent, executive compensation to reward decision makers, estate planning strategies to
keep as much cash in the business and minimization of the impact of taxes for sustainability and growth of the
organization. A consultative approach to working with prospective clients is essential to build trust, as is an ability to
encourage movement on implementing ideas presented.
A formal in-class, online and field training program is supplemented by licensing and designation courses through the
American College. Training will focus on products, selling systems, marketing, solution design and presentation,
compliance and underwriting. On-site trainers and product specialists enhance weekly one-on-one development
sessions with the incumbent’s dedicated manager and on-the-job training with mentors. This concierge-level business
and marketing support allows you to focus on meeting with your clients and increasing your knowledge through
comprehensive, individualized training and development programs. The candidate must obtain a life and health
insurance license, which requires a self-study course of approximately one week to pass the Arizona Licensing exam.
The ideal candidate is a driven, self-motivated, challenge-seeking consultative sales professional who is genuinely
interested in helping people and having an impact in the community we serve. It requires a passion for building
relationships based on trust to identify client needs, the desire to develop contacts in niche markets, and the ability to
maintain client relationships for the long term. The candidate should be able to thrive in a fast-paced, creative and
energetic environment. The typical background of a successful person in this role has at least 5 years of
sales/business development experience building relationships in the hospitality industry and achieves results in an
environment where outcomes are based on consistent, ethical activity.
The position is located in Scottsdale, is full time, and provides a competitive compensation and benefits package. You
may earn residual compensation, performance-based incentives, and allowances and bonuses that reward for
increasing levels of sales production. Other perks include flexible work scheduling, career advancement, and the
ability to be in business for yourself; but not by yourself.
EOE. M/F/D/V
MassMutual Financial Group is a marketing name for Massachusetts Mutual Life Insurance Company (MassMutual) and its affiliated
companies and sales representatives. MassMutual is headquartered in Springfield, Massachusetts and its major affiliates include: Babson
Capital Management, LLC; Baring Asset Management Limited; Cornerstone Real Estate Advisers LLC; The First Mercantile Trust Company;
MassMutual International LLC; MML Investors Services, LLC, member of FINRA/SIPC; OppenheimerFunds, Inc; and The MassMutual Trust
Company, FSB.
CRN201405-159864
emilieshiner@financialguide.com