Hybrid Annuity Wholesaler – West and Southwest Territories

JOB SUMMARY

The Hybrid Annuity Wholesaler is responsible for developing and growing annuity sales within an assigned territory through proactive producer recruitment, digital engagement, relationship management, and territory planning. This role drives premium growth by identifying opportunities, activating new producers, increasing existing producer engagement, and generating repeat business.

The successful candidate will use a virtual-first sales approach, leveraging phone, video meetings, email, webinars, CRM tools, and digital sales resources to build relationships and advance opportunities. Strategic travel will support high-value producer relationships, distribution development, and approved community and fraternal engagement.

This is an individual-contributor sales role with no direct reports and no dedicated external wholesaler supporting the territory.

COMPENSATION

The position offers a competitive base salary and a substantial performance-based incentive opportunity. The proposed compensation structure targets variable incentives representing 65% or more of total cash compensation at plan, tied to territory production and sales results, with additional upside for exceeding objectives.

DUTIES AND RESPONSIBILITIES

Territory Development and Sales Growth:

• Develop and execute a territory sales plan aligned with organizational goals, premium growth targets, and distribution priorities.
• Recruit, develop, activate, and retain producers, agencies, and distribution partners to expand territory production.
• Identify and prioritize opportunities based on producer potential, current production, engagement, market conditions, and competitive activity.
• Build sustainable relationships that generate new business, repeat production, and long-term territory growth.
• Proactively prospect and convert opportunities from initial contact to appointment, first application, and ongoing production.
• Qualify opportunities, understand producer needs, address objections, communicate value, ask for business, and establish clear next steps.
• Support producers with product knowledge, sales strategies, and approved resources to help increase annuity business. Digital-First Wholesaling and Territory Management:
• Conduct proactive outreach and sales engagement through phone calls, virtual meetings, email, webinars, digital presentations, and approved campaigns.
• Manage a consistent sales pipeline, maintaining accurate CRM activity, opportunity records, follow-up plans, and sales forecasts.
• Use territory data, production trends, and performance analytics to evaluate results, adjust sales strategies, and identify growth opportunities.
• Coordinate targeted outreach and engagement strategies to improve producer activation, retention, and production.
• Manage territory priorities and work schedules flexibly to align with producer availability, market opportunities, and business needs. Case Progression and Internal Collaboration:
• Partner with New Business, Service, Marketing, Compliance, and other internal teams to resolve barriers, address service issues, and move cases toward issue and funding.
• Maintain clear communication with producers regarding application status, outstanding requirements, and next steps.
• Share structured field feedback regarding product positioning, competitive activity, producer needs, sales tools, service concerns, and opportunities for process improvement.
• Use approved sales materials and communicate product information accurately and in accordance with applicable policies and requirements.
• Strategic Travel and Market Engagement.
• Conduct targeted travel to support priority producer relationships, distributor engagement, territory development, and sales opportunities.
• Participate in approved community and fraternal events when they support business relationships and distribution objectives.
• Prioritize travel based on territory needs, expected business impact, and sales opportunities. Work Model and Travel Expectations:
• This is a remote, virtual-first role. Approximately 70% of territory development activity is expected to occur through virtual engagement and digital sales channels. Approximately 20% of activity may involve strategic travel, including producer and distributor visits and approved community or fraternal engagement.
• These percentages are approximate planning guidelines, not a rigid weekly schedule. Community and fraternal engagement are included within the overall 10% travel allocation and is not an additional travel requirement. Travel should be purposeful and aligned with sales priorities and territory opportunities. Properly adheres to company risk management principles:
• Adhering and supporting GBU’s Enterprise Risk Management Framework
• Understanding and complying with applicable laws, regulations, policies and procedures; completing all required training; executing and monitoring controls effectively (as applicable); appropriately identifying, assessing, escalating and remediating risks, potential issues and control failures (as applicable); and reporting compliance or regulatory concerns to management.
• Understanding and conducting oneself in accordance with the Employee Handbook and preserving GBU’s brand and reputation.

QUALIFICATIONS

• Bachelor's degree in business, finance, marketing, or a related field, or equivalent relevant experience.
• At least four years of related experience in wholesaling, annuity sales, insurance distribution, financial services sales, or a comparable sales role.
• Knowledge of annuity products, retirement income solutions, and financial services distribution.
• Demonstrated ability to prospect, build producer relationships, overcome objections, and convert opportunities into sales.
• Experience managing a sales territory, pipeline, production goals, and forecasts.
• Strong virtual selling, presentation, communication, and relationship-building skills.
• Experience using CRM systems, digital sales tools, and performance data to manage sales activity and results.
• Strong organization, follow-through, time management, and ability to work independently.
• Ability to collaborate across internal teams and resolve issues affecting producer experience and case progression.
• Commitment to accurate product representation and compliance with approved sales practices.
• Ability and willingness to travel within the assigned territory as business needs require.

PREFERRED QUALIFICATIONS

• Reside in one of the assigned territory states, Texas or Arizona preferred.
• Established relationships with agents, agencies, independent marketing organizations (IMOs), or other relevant distribution partners.
• A demonstrated track record of premium growth, producer recruitment, activation, retention, and repeat business.
• Experience with digital-first or hybrid wholesaling models.
• Experience selling fixed indexed annuities (FIAs) or other annuity products.
• Familiarity with sales analytics, CRM reporting, virtual presentations, and digital marketing campaigns.
• Experience partnering with internal operations and service teams to advance business and resolve producer issues. OUR BENEFITS:
• Medical, Dental Vision
• Company Paid HRA
• 401(k) + match
• Paid FMLA
• Pension Plan
• Long-Term & Short-Term Disability
• Life Insurance & AD&D
• PTO and VTO (Volunteer Time Off)