Vice President (vp), Sales Intelligence And Field Support
MetLife 

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Vice President, Sales Intelligence & Field Support

THIS POSITION WOULD IDEALLY BE LOCATED IN SCHAUMBURG, ILLINOIS OR BRIDGEWATER, NJ

Summary of Position Responsibilities:

The Vice President, Sales Intelligence & Field Support position exists to optimize the sales outcomes and financial discipline in all areas (i.e. new business, upsells, cross sells and renewals) of the sales team in the 2–25,000 plus lives marketplace.  This position is responsible for enabling the profitable growth of this business by identifying, developing and/or leveraging innovative strategies, resources and tools to aid the sales team. This position also oversees Small Market Field Operation. The role provides reporting tools, execution, and strategy for the Small, Mid and Large Markets Sales organizations The collective outputs of this position will support and drive the success of the sales team in their pursuit of reaching $1 billion in life, dental and disability sales by 2010.

Dimensions of Position:
• Span of control 131 associates
• Direct reports    5 direct reports

Principal Accountabilities of Position:
1. Develop, implement, execute and monitor financial strategies and metrics that drive Small and Mid-Large Sales organization.
2. Act as the financial liaison between the Institutional Business Finance Department and Product CFO’s for Small, Mid-Large Sales. Coordinates financial analysis such as expense allocations, sales planning, etc between Finance and Small, Mid-Large Sales teams.
3. Oversee many financial aspects of the Sales planning process, and continue to bring enhanced financial discipline to strategic plans across Small, Mid-Large market segments
4. Create financial benchmark measures and metrics to support revenue growth and earnings across all Institutional Business market segments
5. Continue to develop forecasting models to measure effectiveness of all Small, Mid-Large Sales initiatives.
6. Partner with the Director of Strategic Initiatives for Sales Strategy and Productivity to develop the Strategic Plan for Sales to support the overall Institutional planning process.
7. Partner with Sales Strategy and Productivity Leaders to ensure business plan focus is on developing maximum efficiency from sales resources while achieving appropriate ROI
8. Partners with Sales Compensation to drive strategically, the direction of compensation across the small and mid-large markets, by creating appropriate consistencies and targets for field representatives and their management.
9. Co-ordinate strategic initiatives across the small and mid-large markets where cross product approaches are required
10. Manage the financials, tactics, renewals and underwriting of the Strategic Partnership blocks – drive the strategic solution around both the Association and TPA, GA & Strategic Alliance blocks in consort with the sales leadership of the group.  Manage the relationships with the two larger Associations, MMA and CSEA.
11. Analyze detailed reporting that leads to monthly reporting on the EDGE.
12. Complete financial analysis such as expense allocations, ROI calculations, experience studies and renewal applications for the entire small business block.
13. Oversight of the renewal process for the entire small market’s 58,000 groups.
14. Serve as overall leader of the Field Underwriting & Sales Support Organization.

Required Skills:

• 10+ Years as a Senior Financial VP supporting a marketing function.  
• Strong Preference for a Senior Actuary with strong analytical skills. Must have at least 5-10 years in a people management capacity with strong leadership skills.
• Strong Understanding of Marketing/Sales Analysis and Forecasting
• Strong communication and presentation skills.
• Must have the ability to develop strong relationships among senior management and peers and have the ability to deal with the challenges of managing their expectations
• Insurance background strongly preferred
• Bachelors degree with a financial discipline.

All applicants must apply on-line via the MetLife website: http://careers.peopleclick.com/careerscp/client_metlife/external/gateway.do?functionName=viewFromLink&jobPostId=20231&localeCode=en-us

MetLife is proud to be an equal opportunity/affirmative action employer. We are committed to attracting, retaining and maximizing the performance of a diverse and inclusive workforce.