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Stable Value Sales Director

Lincoln Financial Group Radnor, PA

Job Description

Alternate Locations: Chicago, IL (Illinois); Denver, CO (Colorado); US All Regions; Work from Home

Relocation assistance is not available for this opportunity.

Requisition #56666

About the Company

Lincoln Financial Group provides advice and solutions that help empower Americans to take charge of their financial lives with confidence and optimism. Today, more than 17 million customers trust our retirement, insurance and wealth protection expertise to help address their lifestyle, savings and income goals, as well as to guard against long-term care expenses. Headquartered in Radnor, Pennsylvania, Lincoln Financial Group is the marketing name for Lincoln National Corporation (NYSE:LNC) and its affiliates. The company had $222 billion in assets under management as of March 31, 2015.

The Role

As the Stable Value Sales Director in Retirement Plan Services, you will be responsible for developing, directing, implementing & maintaining a complex business plan to achieve sales & growth goals for large/complex targeted external wholesale firms/institutions, including: having a multifaceted understanding of key contacts, how they market themselves, market segments targeted, how they operate to establish relationships, and/or value proposition for assigned area(s) of responsibility. You will direct the overall relationship within assigned firms /institutions & territory.


Drives for Results

  • Develops, directs, implements & maintains a business plan to achieve sales & growth goals for targeted firms including having a multifaceted understanding of key contacts, how they market themselves, market segments they target, how they operate to establish relationships &/or value proposition
  • Develops & drives a complex sales program strategy to increase sales revenue & market share within assigned area of responsibility
  • Increases penetration in territory by optimizing and growing relationships within existing complex firms/institutions
  • Develops, directs & executes complex plans to increase/gain opportunities to introduce Lincoln senior management & other resources to targeted firms/institutions
  • Develops a multifaceted understanding of existing/targeted firms/institutions including targeted market segments, how they operate &/or value proposition(s) & builds relationships with them
  • Builds and directs a complex relationship platform by identifying senior/executive contacts within targeted firms to achieve profitable sales & Lincoln's product breath growth
  • Works effectively to support growth in all segments of Lincoln's products/service offerings to maximize and capitalize on the opportunities to cross sell & penetrate assigned firms/institutions
  • Ensures any potential conflicts regarding Lincoln's products/services are resolved
  • Conducts firm/institution meetings & in-person meetings to achieve sales targets (e.g. due diligence meetings, one-on-one meetings, sponsorship & speaking opportunities)
  • Utilizes expense budgets to set limits & maximizes sales opportunities within his/her assigned territory
  • Collaborates with internal stakeholders on proposals & distribution of relevant marketing materials
  • Maintains sales call data in appropriate systems &/or completing sales reports
  • Meets or exceeds all department &/or sales goals/targets
  • Develops and directs business on behalf of the Lincoln Financial Group (LFG) in a manner that supports a positive company image, in compliance with all required rules and regulations and ethical in all considerations
  • Directs the identification and implementation of process improvements that reduce workloads or improve quality
  • Collaborates with internal stakeholders to ensure the proper processing of all sold products from time of sale to issuance
  • Cultivates, directs & maintains senior/executive level client relationships within assigned territory's firms/institution Increases/gains awareness of Lincoln's products & services with complex firms &/or institutions within assigned territory
  • Works effectively to support growth in all segments of Lincoln's products/service offerings to maximize and capitalize on the opportunities to cross sell & penetrate assigned firms/institutions
  • Develops and maintains collaborative relationships with internal stakeholders to achieve sales objectives

Business Acumen

  • Remains current in profession and industry trends, including book value wrap
  • Makes a positive contribution as demonstrated by: - Making suggestions for improvement- Learning new skills, procedures and processes
  • Maintains knowledge on current and emerging developments/trends, assess the impact, and collaborates with senior management to incorporate new trends and developments in current and future solutions
  • Serves as a subject matter expert to internal/external stakeholders by developing and maintaining an advanced understanding of LFG's products, services and operational structure
  • Serves as a subject matter expert to internal/external stakeholders through leveraging an advanced understanding & expertise of LFG's products, services & operational structure



  • 4 Year/Bachelors Degree or equivalent work experience (4 years of experience in lieu of Bachelors)
  • FINRA S6 and S63


  • 5 7+ Years experience in external wholesale that directly aligns with the specific responsibilities for this position
  • Proven strong stable value and book value wrap experience preferred
  • Proven experience promoting a retirement plan solution provider directly to the plan sponsor preferred
  • Ability to read, analyze and interpret both internal and external documents such as general media/publications, professional journals, technical procedures, governmental regulations, policies, proposals, and standard operating procedures
  • Confident, comfortable communicator with strong written and verbal communication skills
  • Demonstrates ability to communicate knowledgeably and credibly with internal/external senior management
  • Strong presentation skills with demonstrated ability to influence at all levels of management through clear, informed and logical discussions/presentations
  • Apply concepts such as probability, statistics, modeling, percentages, ratios, and proportions to practical solutions
  • Works with mathematical concepts such as averages and/or variances
  • Ability to evaluate information and the implications of a course of action or solution
  • Ability to interpret and apply common sense understanding to carry out a variety of instructions furnished in written, oral, or diagram form
  • Ability to solve problems and deal with a variety of concrete variables in situations where only limited standardization exists
  • Define problems, collect data, establish facts and draw valid conclusions.
  • Evaluate trends in data or information
  • Ability to perform under stress in cases of emergency, critical or hazardous situations
  • Ability to work with others in a team environment
  • Demonstrated ability to identify, develop and implement processes improvements.
  • Demonstrates advanced relationship management skills with internal clients (e.g. management, peers and colleagues) and external clients; proven ability to develop creative and collaborative approaches.
  • Demonstrates strong interpersonal skills with a collaborative style
  • Demonstrates strong project management leadership skills including, critical ability to coordinate and balance multiple projects in a time-sensitive environment, under pressure, and meeting deadlines.
  • Finds common ground and can gain collaboration among management, colleagues and peers.
  • Proficiency with Microsoft Office Suite (Word, Excel, PowerPoint, Outlook)

This position may be subject to Lincolns Political Contribution Policy. An offer of employment may be contingent upon disclosing to Lincoln the details of certain political contributions. Lincoln may decline to extend an offer or terminate employment for this role if it determines political contributions made could have an adverse impact on Lincolns current or future business interests, misrepresentations were made, or for failure to fully disclose applicable political contributions and or fundraising activities.

Job Details

Date Posted November 30, 2018
Date Closes December 30, 2018
Requisition 56666-en_US
Located In Radnor, PA
Department Sales Management
SOC Category 00-0000.00