Key Account Manager, Life & Disability Income Insurance

About the role

MassMutual Strategic Distributors (MMSD) is looking for an experienced Key Account Manager in Springfield, Massachusetts to manage and grow relationships with financial institutions such as broker-dealers, wirehouses, banks, RIAs and other institutional platforms. Reporting to the Head of Key Accounts, Life & DI, the role develops and executes MMSD's institutional strategy and drives growth in life insurance and disability income insurance. It goes beyond traditional account management: the manager acts as a strategic relationship leader, deepening partnerships, securing product approvals and expanding distribution.

Key responsibilities

• Develop and run 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 decision-makers and other influencers.
• Lead product approval and shelf-placement efforts, coordinating due diligence, contracting, implementation, launch and ongoing review.
• Identify ways to expand MassMutual's presence through additional products, point-of-sale programs, advisor engagement and partnerships.
• Maintain a thorough understanding of assigned firms' business models, platforms, target markets and competitive environment.
• Partner with distribution leaders, wholesalers, Advanced Sales, Product, Marketing, Operations, Underwriting, Technology, Compliance and Sales Enablement.
• Provide market feedback, competitive intelligence and partner insights to inform business decisions.
• Create institution-specific value propositions, presentations, business reviews, education programs and advisor engagement initiatives.
• Coordinate product and concept training for sales desks, insurance specialists, case managers, wholesalers and financial professionals.
• Drive strategy for partner meetings, conferences, due diligence sessions and executive engagements.
• Monitor regulatory, competitive and industry developments and communicate them to partners and MMSD.
• Report account progress, opportunities, risks and recommendations to the Head of Key Accounts and senior stakeholders.
• Travel 30-40% as needed for partner relationships, meetings and business development.

Required profile

• Bachelor's degree or 5+ years of additional financial services experience.
• 8+ years in insurance, wealth management, institutional distribution, national accounts, key account management or related financial services roles.
• FINRA Series 6 or 7 and Life and Health licenses required, or must be obtained within 60 days.
• Ability to travel 30-40%.
• Ideal: 10+ years of institutional distribution or national account experience, direct experience building institutional life insurance or disability income distribution, and established relationships with institutional decision-makers.

Required skills

• Strong understanding of broker-dealer business models, product approval processes and broker-dealer organizational structures.
• Proficiency with Microsoft Office; experience with data, reporting and customer relationship management tools is an advantage.

What we offer

• Base salary of $110-$125k, plus sales-based compensation, for a total target package of $175K-$250K.
• Clear ownership and accountability, a collaborative environment and access to learning and development.
• Employee-led communities and forums, and a culture grounded in integrity and stewardship.