External Wholesaler, Life Insurance - West Coast Territory

The Opportunity

As an External Wholesaler focused on Life Insurance, you will independently manage your territory, build deep distributor and advisor relationships, and deliver protection solutions that support the long‑term financial security of clients. This role blends consultative selling, strategic territory management, and relationship leadership. You will partner closely with independent insurance advisors, BGAs, IMOs, and national broker/dealers, positioning Mass Mutual’s Life Insurance solutions as a core component of holistic financial planning.

We’re growing, and our distributors and advisors expect expertise, responsiveness, and results. We are building a dynamic team of external wholesalers who can expand market presence, deepen penetration, and drive consistent, quality Life Insurance production across third‑party channels.

In this role, you will be accountable for territory performance including production results, penetration rates, and product mix, while serving as a trusted partner to distributors and financial professionals. Through a consultative selling mindset, you will assess advisor and client needs, deliver persuasive presentations, navigate negotiations, and solve problems in ways that create lasting value. You will represent the organization with a strong professional presence, demonstrating clear, confident verbal and written communication across a variety of audiences.

Internally and externally, you will operate with a high level of operational effectiveness, collaborating seamlessly with partners, managing priorities efficiently, and contributing to a team‑oriented culture that drives results.

• Thrives in a relationship‑driven, performance‑focused sales environment

• Brings discipline, accountability, and follow‑through to territory management

• Uses data, insights, and activity management to drive sustainable growth

• Puts advisors and distributors at the center of every interaction

• Independently manage assigned territory and distributor relationships to drive Life Insurance production

• Maintain proactive, consultative sales relationships with financial professionals through ongoing profiling, relationship development, and continuous refinement of the advisor base

• Execute defined activity expectations to maximize growth opportunities within assigned accounts and territory

• Deliver sales ideas, product positioning, and Life Insurance education to financial professionals

• Monitor territory performance to ensure alignment with overall company objectives

• Provide weekly updates to sales management on activity, pipeline, and results

• Coordinate effectively with internal teams including underwriting, operations, and relationship management

• Effectively manage travel and expense budgets

• Other duties as assigned

• High School Diploma

• 5+ years of experience in insurance wholesale distribution

• Active State Life & Health license

• FINRA Series 6 or 7 and 63 required at time of application

• Must reside in the following states (West Coast):
  Wyoming, Washington, Utah, Oregon, Nevada, Montana, Idaho, Hawaii, California, Arizona, Alaska

• Travel required, estimated up to 75%

• Bachelor’s degree

• 5+ years of Life Insurance wholesale distribution experience

• Proven track record of developing sales results within an assigned territory

• Experience working across multiple third‑party distribution channels (BGAs, IMOs, national broker/dealers) strongly preferred

• Strong presentation, negotiation, and communication skills

• Ability to work independently, manage competing priorities, and execute with consistency

• $65,000–$100,000 base salary, plus sales‑based compensation, resulting in a total target compensation range of $200,000–$400,000.

• Regular meetings with the Life/DI National Sales Team

• Focused one‑on‑one meetings with your manager

• Networking opportunities including access to Asian, Hispanic/Latinx, African American, women, LGBTQIA+, veteran and disability‑focused Business Resource Groups

• Access to learning content on Degreed and other…