Manager, Annuity Product Specialist Team Job at Raymond James (Saint Petersburg)

Job Responsibility

Manage a team of product specialists to define and/or adapt financial product offers to meet the needs of a market segment or customer
Lead the annuity product specialist team and coordinate with other functional teams to provide clients with a platform of packaged product investment solutions
Acquire and maintain product & strategy knowledge to inform advisors and clients on products and services
Participate in various product related initiatives including marketing, product development, and service initiatives
Represent the Raymond James platform in meetings with advisors, clients, and product partners
Demonstrate a commitment to creating an environment consistent with the firm's core values
Lead the internal product support teams responsible for educating advisors and clients
Assist the Director, Internal Institutional Annuity Distribution in the management of the Internal Annuity Consultant team
Transfer product knowledge and expertise by communicating with and educating other teams
Represent Insurance Solutions in recruiting "home office visits" and client visits
Assist advisors in educating clients on the benefits and risks associated with complex investment products
Perform human resource management activities, including coaching and mentoring staff
Meet specific objectives related to proactively contacting financial advisors
Work closely with Insurance Solutions product managers and research associates on analysis and recommendations
Perform other duties and responsibilities as assigned

Requirements

Bachelor's degree in finance or a related field
Minimum of six (6) years' experience in the financial services industry
Existing knowledge on the strategies and products offered on the insurance solutions annuity platform
SIE required
Series 7 required
Life & Variable Annuities License required
Advanced knowledge to lead associates that educate financial advisors on multiple investment products
Knowledge of packaged insurance, annuity and investment products and securities markets
Knowledge of concepts, practices, and procedures of product development and management in a financial services/broker-dealer environment
Knowledge of principles of banking and finance and securities industry operations
Knowledge of advanced investment concepts, practices, and procedures used in the securities industry
Knowledge of advanced operational infrastructure of firm
Knowledge of MS Office applications, particularly Excel
Knowledge of Morningstar Direct
Skill in organizing, managing and tracking multiple detailed tasks and assignments
Skill in industry knowledge, critical thinking, excellent verbal and written communication skills
Skill in cultivating and maintaining effective working relationships
Skill in critical thinking and problem solving
Skill in implementing strategies and tactical plans
Skill in gathering and compiling information and data
Skill in basic database and technology concepts
Skill in problem solving
Skill in analyzing business processes
Skill in operating standard office equipment
Ability to demonstrate uncompromising adherence to ethical principles
Ability to represent the company in a highly professional manner
Ability to establish clear directions and priorities
Ability to multi-task, work in teams, self-motivate/take initiative, innovate, work independently, adapt, accept and lead change, meet deadlines
Ability to develop and maintain effective working relationships
Ability to incite enthusiasm and influence, motivate, and persuade others
Ability to promote team cohesiveness, cooperation, and effectiveness
Ability to lead others in providing a high level of customer service
Ability to train, coach, mentor, and lead the work of others
Ability to plan, assign, monitor, review, and evaluate the work of others
Ability to consistently evaluate and lead others in acting on areas of potential improvement
Ability to facilitate meetings
Ability to partner with other functional areas to accomplish objectives
Ability to gather information, identify linkages and trends, and apply findings
Ability to balance conflicting resource and priority demands
Ability to demonstrate a level of competence with well-respected industry partners
Ability to organize, prioritize, and manage tasks and projects
Ability to use appropriate interpersonal styles and communicate effectively and professionally
Ability to assimilate and prioritize strategies into operational guidelines

Commercial Sales

Leads collaborations with various sellers and business stakeholders in order to ...

Location

Singapore , Singapore

Salary:

Not provided

Microsoft Corporation

Expiration Date

Until further notice

Requirements

Bachelor's Degree in Business Management, Information Technology, Law, Marketing, Finance, Communication, Education (or equivalent) or related field AND 5+ years sales and negotiation experience or related work or internship experience OR 7+ years sales and negotiation experience OR equivalent experience.
Master's Degree in Business Management, Information Technology, Law, Marketing (or equivalent) AND 6+ years sales and negotiation experience or related work OR Bachelor's Degree in Business Management, Information Technology, Law, Marketing, Finance, Communication, Education (or equivalent) or related field AND 7+ years sales and negotiation experience or related work or internship experience OR 9+ years sales and negotiation experience OR equivalent experience.

Job Responsibility

Leads collaborations with various sellers and business stakeholders in order to achieve revenue targets independently. Leverages critical resources (e.g., deal desk, sales support, partners, finance) to drive business outcomes. Contributes to high levels of strategic conversations internally or externally. Proactively engages with others to align commercial strategy to customer needs. Participates in the planning and execution of strategies with partners to ensure that solutions are aligned to customer commercial strategic needs. Applies deep knowledge of solution assessment and expected outcomes to determine how commercial licensing and contracting should be changed to best meet customer needs. Drives accountability in resolving cross-functional issues to successful conclusion. Engages in feedback loop to corporate to improve/simplify contractual commercial to meet business needs or market opportunities. Fosters overall success by driving strong team collaboration, cross segment and cross group collaboration. Leads teams by sharing knowledge, supporting the onboarding of others in the same role, and proactively responding to feedback.
Ensures that customer/partner support/account teams deliver value during lifecycle management planning and that they are aligned with teams on customer/partner priorities, strategies, and budget to better structure deals that drive annuity and cloud growth. Initiates and develops challenger relationships with customers/partner to understand their priorities and strategies, and structures deals that drive value and contribute to Microsoft growth through attainment of revenue-based, share-based, and/or consumption-based quota with minimal guidance. Demonstrates empathy with high-level customers and partners. Grows share and adoption while simultaneously driving business value for customers. Proactively identifies and balances customer/partner and Microsoft needs when crafting value-based solutions. Represents customer and partner requirements in proposals. Translates requirements into proposals. Identifies issues and potential recommendations for internal stakeholders to help solve customer/partner issues. Leverages knowledge about customer/partner priorities and industry challenges to solve problems. Simplifies commercial strategies for customers and partners with minimal guidance. Orchestrates the right resources to solve partner issues in deals. Engages with partners (e.g., licensing solution partner [LSP], cloud solution provider [CSP]) in effective ways to establish customer solutions for the benefit of all parties independently.
Leverages knowledge of best practices and strategies to accomplish goals. Understands product strategy per solution area. Analyzes competitive positioning and use cases independently. Possesses and utilizes knowledge of industry, competition, and Microsoft offering to accomplish goals. Provides feedback to align pricing and offers commercial strategies to meet customer needs. Provides alternatives and recommendations internally and externally. Demonstrates agility in aligning business strategies within region. Actively pursues learning opportunities and reinforces understanding of local subsidiary strategy. Helps other team members understand Microsoft/customer business strategies and why they are important for accomplishing goals. Creates clarity in their work and encourages others to do the same. Ensures that their peers follow through on plans.
Leads internal sales and management teams through sales process optimizing for the right level of investment and customization. Accomplishes tasks across stakeholders with appropriate breadth and depth. Crafts deals that will process, including any standard or custom amendments and documentation independently. Leverages internal resources to assist with customer queries regarding contract terms. Finalizes legal amendments reflecting operational and other requirements granted in specific customer situations. Handles objections and negotiates contractual amendments within empowerment as needed. Actively participates in the development of deal strategies to present offers to clients. Engages with stakeholders to ensure that efforts are executed effectively and that milestones are being reached. Ensures that the appropriate value has been sold and that the deployment plan has been considered. Leverages advanced understanding of sales science and operational acumen (e.g., pipeline metrics, closed rates, competitive selling) to establish a strategic sales execution cadence. Analyzes multiple data inputs quickly and develops strategic decision making to ensure the best sales and revenue production and velocity through management team where appropriate. Develops an outlook on upcoming business opportunities for their territory.
Proactively identifies business opportunities which vary based on deal lifecycle and artificial intelligence (AI) (e.g., upsell/cross-sell, expanding footprint, transformational). Uses knowledge of both customer and Microsoft commercial strategies to seize new opportunities that grow the Microsoft annuity footprint. Proactively consults internal partners (e.g., account team unit [ATU], specialist team unit [STU], customer success unit [CSU]) to maximize pipeline conversion. Prioritizes execution appropriately. Leverages knowledge to secure upsells that aligns to proven value. Works with account teams to identify growth opportunities and solutions. Creates and utilizes multiple equivalent offers (MEOs) that advances internal alignment and maximize business outcomes. Oversees offers.
Demonstrates comprehensive knowledge of monetization of products and solutions. Understands limitations on deal making (e.g., understands when it is appropriate and not appropriate to follow through with a deal). Develops and demonstrates comprehensive knowledge of industry and industry trends. Develops customer-centric offers independently by engaging with and aligning account teams around the deal(s) that they are casting. Partners with account team members to determine how opportunities in the account plan may be most effectively monetized. Builds the best contract structure to enable capitalization on opportunities. Leverages advanced knowledge of customer business needs and desired outcomes to achieve revenue goals using ethical selling methods. Develops and presents pricing scenarios and proposals. Builds upon industry knowledge and independently conducts competitive analysis to craft commercial solutions. Acts as a trusted advisor both internally and with customers in the sales process. Ensures appropriate monetization of commercial solutions. Leads early engagement, planning and ideation process. Coordinates and collaborates with peers and stakeholders to influence account territory planning. Crafts and executes close plan strategies. Aligns language of renewal or negotiation to customer's understanding.
Drives adherence to commercial solutions policy for commercial deal execution, inclusive of regulatory laws and principles in local markets, company policies, and guidance for consistent deal making. Coaches sales team to ensure compliance. Maintains and ensures others' sales and negotiation strategies adhere to established guidelines, policies, and legal standards. Partners with high-risk deal desk (HRDD) where applicable and audit teams. Leverages relevant tools including business conduct and integrity, appropriately and confidentially. Actively and promptly raises compliance issues as needed directly to the appropriate compliance organization. Supports less experienced team members in addressing compliance investigations. Pre-empt and advises on potential non-compliance issues and redirect appropriately. Serves as a trusted advisor on compliance (e.g., General Data Protection Regulation [GDPR]). Drives a culture of compliance through the sales deal execution related parts of Microsoft policy (e.g., anti-corruption policy). Ensures that win/win-compliant deal making occurs while commercial solutions.
Creates and manages commercial plan/contributes to account plan for strategic accounts by mapping out how to maximize qualified medium in size/scope or complex commercial opportunity for the account. Analyzes customer commercial opportunity history, inclusive of discounts, concessions, and consumptions for territory. Anticipates and verifies upcoming renewals as appropriate. Partners with leaders when negotiating complex commercial terms in collaboration with the account team and deal manager. Understands stakeholders (priority). Leverages formal negotiation strategies and identifies important factors for successfully negotiating (e.g., anticipates potential vulnerabilities, understands customer measurement of value in order to craft solutions to meet those needs defines walk-away positions). Consults with leaders on rhythm of negotiation team planning and reporting to stakeholders. Utilizes the strategy for the negotiation approach by engaging with senior stakeholders internally and externally. Drives accountability for negotiation outcome(s).
Analyzes deals for risks related to contract growth, partner channel risk, profitability (supported by deal desk as needed), legal issues, and contracting. Assesses and escalates risk as needed. Coaches others on assessment and escalation of risk as needed. Leverages both corporate and local resources. Keeps up to date with current tools. Judges when to take risks (e.g., market making deal).

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Manager, Annuity Product Specialist Team

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