managementDESTINATIONS

managementDESTINATIONS

Senior Managing Associate (Sr. MA)

Summary and ResponsibilitiesThe Senior Managing Associate (Sr. MA)* will assume

additional management responsibilities, including

increasing his/her level of recruiting and managing agent

productivity, while continuing to meet the minimum

production requirement to maintain the career contract.

The Senior Managing Associate’s responsibilities build

upon those in the Managing Associate (MA) role, and

comprise the following areas:

Recruiting

• Coordinate with Sales Manager to develop a

candidate profile consistent with agency goals;

administer candidate selection assessments

(e.g. POP).

• Demonstrate understanding of necessary metrics and

tracking tools (e.g. SalesForce).

• Understand warm and cold sourcing methodologies,

including social media.

• Explain career agent compensation, agent financing

plan and recognition programs to candidates;

assist Sales Managers in delivering the Career

Presentation Interview.

Training/Development

• Assist in conducting training classes on topics

including products, practice management, and

selling skills.

• Conduct one-on-one training/development sessions

with agents; understand and diagnose specific issues

related to each agent.

• Assist in the development of agent marketing plans;

understand available MassMutual tools.

• Actively continue joint work; successfully partner

with agents to positively impact results.

Accountability

• Understand/track agent activity metrics in the sales

unit; focus on leading indicators (prospects obtained,

phone calls, appointments made/kept, fact finders

taken, etc.).

• Review metrics to diagnose agent issues, and

create agent-specific development plans to address

those issues.

• Provide coaching to improve agent performance

and unit results; work on establishing

agent accountability.

• Hold daily activity accountability sessions with

agents in months 1-3, thereafter at least weekly.

* The Senior Managing Associate role is an independently contracted insurance sales position.

© 2013 Massachusetts Mutual Life Insurance Company, Springfield, MA 01111-0001. All rights reserved. www.massmutual.com. MassMutual Financial Group is a marketing name for Massachusetts Mutual Life Insurance Company (MassMutual) and its affiliated companies and sales representatives.

TR1017 913 CRN201508-175441

Qualifications• FINRA Series 6 (and 63 as required by the state)

• Minimum of 4 recruits as a Managing Associate

• Personal track record of sales success (Rising

Leaders/Leaders production)

• Does not hold other roles within the agency (other

than career agent)

• Agent in good standing

• Has completed MA Training Curriculum and Sandler

(or equivalent)

• Meet established production requirements to

maintain career contract

Additionally, candidates should demonstrate:

• Strong communication skills – both written

and verbal

• Ability to deal well with ambiguity and

shifting priorities

• Ability to effectively collaborate across the agency

• Agency leader in Sandler (or equivalent)

• Effective time management and activity tracking

• Ability to successfully transfer skills to new agents

• Ability to energize others and show passion for

the business

• Focus on team results; willingness to be judged/held

accountable for the activities of others

• Coaching skills; diagnose performance issues and

create development plans

Recommended Results/Key Metrics• Recruit a minimum of 3-4 agents per year.

• Grow Life, Annuity, Disability Income and Long

Term Care (LADL) policies, First-Year Commissions

(FYC), and Premium.

• 2 productive agents (20k in AAA/WCC).

• Continue to monitor/update formal development plan.

• Meet agent contract minimum production

requirements (38k/25k).