Download - Sr. MA Role Description
managementDESTINATIONS
managementDESTINATIONS
Senior Managing Associate (Sr. MA)
Summary and ResponsibilitiesThe Senior Managing Associate (Sr. MA)* will assume
additional management responsibilities, including
increasing his/her level of recruiting and managing agent
productivity, while continuing to meet the minimum
production requirement to maintain the career contract.
The Senior Managing Associate’s responsibilities build
upon those in the Managing Associate (MA) role, and
comprise the following areas:
Recruiting
• Coordinate with Sales Manager to develop a
candidate profile consistent with agency goals;
administer candidate selection assessments
(e.g. POP).
• Demonstrate understanding of necessary metrics and
tracking tools (e.g. SalesForce).
• Understand warm and cold sourcing methodologies,
including social media.
• Explain career agent compensation, agent financing
plan and recognition programs to candidates;
assist Sales Managers in delivering the Career
Presentation Interview.
Training/Development
• Assist in conducting training classes on topics
including products, practice management, and
selling skills.
• Conduct one-on-one training/development sessions
with agents; understand and diagnose specific issues
related to each agent.
• Assist in the development of agent marketing plans;
understand available MassMutual tools.
• Actively continue joint work; successfully partner
with agents to positively impact results.
Accountability
• Understand/track agent activity metrics in the sales
unit; focus on leading indicators (prospects obtained,
phone calls, appointments made/kept, fact finders
taken, etc.).
• Review metrics to diagnose agent issues, and
create agent-specific development plans to address
those issues.
• Provide coaching to improve agent performance
and unit results; work on establishing
agent accountability.
• Hold daily activity accountability sessions with
agents in months 1-3, thereafter at least weekly.
* The Senior Managing Associate role is an independently contracted insurance sales position.
© 2013 Massachusetts Mutual Life Insurance Company, Springfield, MA 01111-0001. All rights reserved. www.massmutual.com. MassMutual Financial Group is a marketing name for Massachusetts Mutual Life Insurance Company (MassMutual) and its affiliated companies and sales representatives.
TR1017 913 CRN201508-175441
Qualifications• FINRA Series 6 (and 63 as required by the state)
• Minimum of 4 recruits as a Managing Associate
• Personal track record of sales success (Rising
Leaders/Leaders production)
• Does not hold other roles within the agency (other
than career agent)
• Agent in good standing
• Has completed MA Training Curriculum and Sandler
(or equivalent)
• Meet established production requirements to
maintain career contract
Additionally, candidates should demonstrate:
• Strong communication skills – both written
and verbal
• Ability to deal well with ambiguity and
shifting priorities
• Ability to effectively collaborate across the agency
• Agency leader in Sandler (or equivalent)
• Effective time management and activity tracking
• Ability to successfully transfer skills to new agents
• Ability to energize others and show passion for
the business
• Focus on team results; willingness to be judged/held
accountable for the activities of others
• Coaching skills; diagnose performance issues and
create development plans
Recommended Results/Key Metrics• Recruit a minimum of 3-4 agents per year.
• Grow Life, Annuity, Disability Income and Long
Term Care (LADL) policies, First-Year Commissions
(FYC), and Premium.
• 2 productive agents (20k in AAA/WCC).
• Continue to monitor/update formal development plan.
• Meet agent contract minimum production
requirements (38k/25k).