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Financial Sales Consultant - Manager

Company: Allstate Insurance Company
Location: Birmingham
Posted on: July 15, 2019

Job Description:

Where good people build rewarding careers.

Think that working in the insurance field cant be exciting, rewarding and challenging? Think again. Youll help us reinvent protection and retirement to improve customers lives. Well help you make an impact with our training and mentoring offerings. Here, youll have the opportunity to expand and apply your skills in ways you never thought possible. And youll have fun doing it. Join a company of individuals with hopes, plans and passions, all using and developing our talents for good, at work and in life.
Job Family SummaryProvide Support for new and existing Exclusive Financial Services (EFS), Exclusive Agents (EA) and Financial Specialists (FS) related to Allstate Life and Retirement (ALR) products. Implements and/or identifies best practices, education, and sales processes to support business needs. Drives process adoption with EFSs, EAs, FSs and Licensed Sales Professionals (LSP). Influences behavior changes with ability to coach/engage EFSs, EAs, FSs, and LSPs.Job DescriptionThe Financial Services Consultant (FSC) has responsibility for supporting the Territory Sales Leader (TSL) in the development and implementation of Allstate Life and Retirement (ALR)) business strategies for the territory. This includes the ALR production plan & Exclusive Agent (EA), Financial Specialists (FS) and Exclusive Financial Specialist (EFS) development, EFS/FS appointments, and EFS/FS retention, and tactics to increase market share in ALR products. The FSC has direct involvement in the successful recruiting, appointment, installation, development, and retention of EFSs/FSs. This individual shares direct responsibility with the TSLfor achieving the annual ALR production and EFS/FS appointment plans in the assigned geographic area.

The FSC has responsibility for the on-going securities supervision and development of all EFSs/FSs and security licensed EAs of Allstate Financial Services, LLC assigned within a territory to ensure strict adherence to broker/dealer policies and procedures as well as applicable National Association of Securities Dealers, Inc. (NASD), Securities and Exchange Commission (SEC) and state securities laws and regulationsKey ResponsibilitiesRelationship Management

  • Focuses on building and maintaining relationships with distribution leaders, EAs and EFSs/FSs to help align individual producer and leader objectives with the organizations ALR strategic priorities.
  • Works with the TSL to translate territorial business strategies into clear objectives, tactics, specific action steps and accountabilities, and prepares producer production estimates.
  • Works with the TSL to implement tactics and processes to achieve the territorial ALR business plan.
  • Champions new ideas and initiatives; identifies new business opportunities and makes them a reality; fosters innovation and risk-taking.
  • Partners with Field Sales Leaders (FSL)) to implement sales and revenue generating processes with agencies to solidify EA/EFS/FS partnerships and generate ALR business results.
  • Builds and maintains a collaborative working relationship across all distribution functional areas (and proactively shares information to ensure a common vision and partnership in support of agency financial services growth.
  • Effectively partners with FSL, Sales Administrative Leader (SAL) peers.
  • As requested, participates in ALR prospecting activities, sales appointments, and seminars with EFSs/FSs, EAs and FSL.
  • As requested, provides ALR consultation on sales process, product and marketing to EAs and EFSs/FSs
  • Provides assistance to EFS/FS and FSL on advanced markets and complex cases.
  • Maintains working relationship with service centers and reinforces new procedures.
  • Coordinates ALR wholesaling activities in local markets.
  • Communicates sales results, industry developments, licensing and regulatory requirements, educational opportunities, and other pertinent information to ensure that all registered representatives have the information and knowledge necessary to fully engage in the ALR market.
  • Assists the TSL and SAL with the development of frontline distribution leaders, EAs and EFSs/FS ALR skills by accurately identifying skill gaps and by providing groups and individuals with targeted education, as appropriate.
    Key Responsibilities (Cont'd)EFS/FS Appointments

    • Forecasts EFS/FS appointments and other resource needs for the territory, including anticipating turnover, and develops contingency plans to meet the territorial EFS/FS appointment plan.
    • Responsible, with the TSL, for the territorial EFS/FS appointment plan.
    • Prospects for EFS/FS candidates using a variety of sources including but not limited to: industry organizations, industry contacts, internet leads, referrals, cold calls, direct mail, etc. to attract high caliber EFSs/FSs for the territory.
    • Works with Centralized Recruiting Team and regional recruiting teams to identify qualified EFS candidates
    • Interviews EFS/FS candidates, review qualifications and evaluates candidates.
    • Works with the FSL to facilitate future partnerships with EA and EFS/FS candidates prior to the EFS/FS appointment.
    • Prior to submitting an EFS/FS candidate file to the Regional Financial Services Leader (RFSL) for approval, the FSC evaluates and documents on the pre-affiliation checklist, the candidates background (criminal, outside business activities, integrity, etc) and makes the determination that the candidate meets the guidelines set forth by the NASD/SEC for securities licensing.
    • Completes a subsequent evaluation of a candidates background once all external background reports have been received (i.e. results from FBI finger print report, etc.).


      • Conducts new EFS/FS installations and on-going EFS/FS development activities to ensure a quality development process that includes the coordination of all involved support departments.
      • Evaluates EFS/FS skill levels and identifies development and education opportunities for new and existing EFSs/FSs.
      • Delivers structured EFS ALR development programs that support regulatory requirements, the Allstate product portfolio, general industry knowledge, and sales marketing / presentation skills education.
      • Ensures that all EFSs/FSs in the territory participate in annual compliance meetings and complete required continuing education.
        Key Responsibilities (Cont'd)

        • When appropriate, involves Financial Services Education Consultants (FSECs) in the delivery of education.
        • Takes personal responsibility for ongoing growth and professional development by identifying and acting on appropriate training and development opportunities.
        • Leverages opportunities to apply knowledge learned on the job and to share such knowledge/best practices among peers.
        • Involves wholesalers in the sales process, as necessary.

          Financial Services Supervision

          • As delegated by the RFSL, performs those duties, as set forth in the AFS, LLC Written Supervisory Procedures, of a Designated Supervisory Principal (DSP) within a region.
          • Supports the RFSL with day-to-day securities supervision of EFSs/FSs to ensure that they meet SEC, NASD, and all other Allstate Broker/Dealer requirements.
          • Supports the RFSL with day-to-day securities supervision of EA Series 7 activity to ensure that they meet SEC, NASD, and all other Allstate Broker/Dealer requirements.
          • Completes in-person reviews to discuss and record EFS/FS securities business. Some of the reviews will involve an examination of customer account files and the use of the Supervisory Contact Checklist.
          • Implements a process for validating that EFSs/FSs have received the appropriate product knowledge, regulatory, and compliance education required to conduct securities business through Allstate Financial Services.
          • Promptly addresses any suitability concerns brought to his/her attention and ensures that the appropriate documentation is in place for future auditing, and, when requested, works with the Compliance Department to address any securities related customer complaints and internal investigations.
          • Works with the RFSL to promptly investigate and document (including disciplinary action taken) any securities transaction that appears on any exception reports generated by the Broker/Dealer.
            Key Responsibilities (Cont'd)

            • In conjunction with the Broker/Dealer and RFSL, designs and implements Heightened Supervision Plans to address any continuing sales practice concerns with appropriate EFSs/FSs.
            • When an EFS/FS terminates his/her affiliation with Allstate Financial Services (voluntary or involuntary), works with the RFSL to ensure that policy/account files are collected and reassigned are processed in a timely and complete manner.
            • Confirms compliance concerning the safeguarding of customer information.

              Traditional Life (TL) Compliance

              • Focuses on ensuring TL compliance with the regulatory requirements, as well as Company policies and standards.
              • Uses existing technology/reports to monitor TL compliance issues, communicates findings and educates producers on acceptable business practices.
              • Identifies TL compliance education needs and facilitates education to close any skill gaps.
              • Confirming compliance with requirements concerning safeguarding customer information.


                • Focuses on performing administrative functions and utilizing technology to achieve maximum performance effectiveness.
                • Participates in the expense budgeting process; analyzes and tracks actual results to the budget.
                • Compiles, analyzes and communicates sales production reports and results.
                • Attends and participates in market, territorial and regional meetings, as requested.
                  Key Responsibilities (Cont'd)

                  • Processes EFS/FS termination of relationship paperwork by completing required forms and secures Company property.
                  • Communicates with registered representatives on financial services topics, as necessary.
                  • Performs all administrative duties as required.
                    Job QualificationsExperience and Knowledge

                    • 5-10 years of financial services and/or P&C sales/management experience recommended
                    • 4 year college degree
                    • Designated Supervisory Principal experience

                      Analytical and Technical Skills

                      • Extensive financial services product knowledge.
                      • Expertise in NASD, SEC, and Broker/Dealer regulatory requirements.
                      • Experience in using Allstate technology and Microsoft Office Suite.
                      • Knowledge of industry including competitors and trends (i.e., knows what it takes to be successful in the financial services industry; has a thorough knowledge of the industrys history, customers, and competitive environment).

                        Non-technical Skills

                        • Strong communication skills - Includes presentation, business writing, negotiation, motivation and relationship management.
                        • Problem solving Uses judgment by applying broad knowledge and experience when addressing complex issues.
                        • Team building - Blends people into teams when needed; creates strong morale and spirit, defines success in terms of the whole team; creates a feeling of belonging in the team; etc.
                        • Talent management - Fosters an environment that provides learning opportunities and support.
                          Job Qualifications (Cont'd)

                          • Planning and organizational skills - Can engage resources (people, funding, material, support) to get things done; can orchestrate multiple activities at once to accomplish a goal; uses resources effectively and efficiently.


                            • Business knowledge and leadership skills
                            • Ability to develop effective internal relationships across business functions
                            • Overnight travel

                              Required Licenses (including certifications)

                              • FINRA Series 7/24/51 or 53 and 63 (where applicable) required or the ability to acquire in the timeframe set forth by the Allstate Broker Dealer
                              • Life, Health & Variable annuity license
                              • Industry certifications preferred*(CFP, ChFC, CLU, LUTCF)
                              • Requirement for role in 2018: Allstate is investing in the development of its field leaders to drive the trusted advisor strategy. In 2018 sales leaders will be required to complete the Financial Services Certified Professional Designation Program as a condition of employment. Completion of the education must occur by the end of 2019. Incumbents newly hired in 2018 and beyond will have 2 years from the hire date to complete the education program (i.e., hired in January 2019, will have until Jan 2021 to complete it). Deadlines for leaders on a TDY will be extended by the term of the TDY. This is an industry recognized program that is customized for Allstate by the American College of Financial Services. It provides the skills needed to build strong teams, drive results and enable field leaders to coach agencies on how to serve customers.

                                • Leaders who have completed the FSCP, LUTCF, CLU, ChFC or CFP designation education are exempt.

                                  The candidate(s) offered this position will be required to submit to a background investigation, which includes a drug screen.

                                  Good Work. Good Life. Good HandsĀ®.

                                  As a Fortune 100 company and industry leader, we provide a competitive salary but thats just the beginning. Our Total Rewards package also offers benefits like tuition assistance, medical and dental insurance, as well as a robust pension and 401(k). Plus, youll have access to a wide variety of programs to help you balance your work and personal life -- including a generous paid time off policy.

                                  Learn more about life at Allstate. Connect with us on Twitter, Facebook, Instagram and LinkedIn or watch a video.

                                  Allstate generally does not sponsor individuals for employment-based visas for this position.

                                  Effective July 1, 2014, under Indiana House Enrolled Act (HEA) 1242, it is against public policy of the State of Indiana and a discriminatory practice for an employer to discriminate against a prospective employee on the basis of status as a veteran by refusing to employ an applicant on the basis that they are a veteran of the armed forces of the United States, a member of the Indiana National Guard or a member of a reserve component.

                                  For jobs in San Francisco, please click "here" for information regarding the San Francisco Fair Chance Ordinance.

                                  For jobs in Los Angeles, please click "here" for information regarding the Los Angeles Fair Chance Initiative for Hiring Ordinance.

                                  It is the Companys policy to employ the best qualified individuals available for all jobs. Therefore, any discriminatory action taken on account of an employees ancestry, age, color, disability, genetic information, gender, gender identity, gender expression, sexual and reproductive health decision, marital status, medical condition, military or veteran status, national origin, race, religion (including religious dress), sex, or sexual orientation that adversely affects an employee's terms or conditions of employment is prohibited. This policy applies to all aspects of the employment relationship, including, but not limited to, hiring, training, salary administration, promotion, job assignment, benefits, discipline, and separation of employment

Keywords: Allstate Insurance Company, Birmingham , Financial Sales Consultant - Manager, Professions , Birmingham, Alabama

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