Relationship Manager - Mid-Market Retirement Plans - Pennsylvania

Job Description

Are you looking for unlimited opportunities to develop and succeed? With work that challenges and makes a difference, within a flexible and supportive environment, we can help our customers achieve their dreams and aspirations.

Job Description

Job Summary:

Through expert application of Strategic Account Management and Consultative Selling techniques, develop and maintain effective ladder of relationships within client, prospect and intermediary organizations. Deliver superior level of service to optimize client satisfaction and loyalty while also meeting RPS business needs, specifically product penetration, cross sell and overall revenue growth objectives. Act as a key contributor to the Relationship Management team, foster productive internal relationships and participate in collaborative initiatives in support of overall team objectives.

Key Accountabilities:

Individual Accountabilities:

Strategic Relationships with loyal advisors, plan sponsors and John Hancock RPS Service Team:

• Maintain the highest standard of excellence in sponsor and financial advisor service by attending to inquiries/requests and by leveraging internal resources
• Provide strategic direction and oversee tactical support to existing clients and their advisors through leadership of the client service team
• Ensure rapid resolution of sponsor issues by leveraging the extended John Hancock service team, while identifying root causes and prevention strategies.
• Review financial advisor’s book of business to identify issues/problems with plans and facilitate discussion of enhanced services and offerings the advisor could offer to specific clients
• Partner with financial advisors to understand their business model and optimize the collective value chain to the plan sponsor
• Collaborate with regional sales and John Hancock service team to ensure annual business plan targets are achieved while maintaining a ‘Participant First’ mission.
• Demonstrate executive presence and authority over subject matter in order to instill confidence in clients and influence successful outcomes
• Through research and relationship building, develop a deep understanding of assigned client’s business and industry, strategy, philosophy and needs around benefit programs, market position, etc
• Establish trust and credibility with key influencers at client organization, including but not limited to HR, Finance, and Executive officers
• Establish trust and credibility with key external influencers, including Financial Advisors, Consultants, and other intermediaries
• Responsible for successfully negotiating win/win outcomes around product, fee, and other deliverables
• Understand p&l drivers for clients and present thoughtful case for p&l decisions, including revenue enhancements, concessions, etc.
• Institutionalizes appropriate information and history in CRM system
• Proactively keep Division Vice President informed of key activities with assigned clients

Plan Retention and Profitable Growth:

• Through consultative selling/negotiation techniques, achieve all annual financial goals – revenue, concessions, M&A.
• Improve net flows and AUA through coordination of plan design optimization and employee education and engagement strategies
• Work with intermediaries to ensure quality ongoing service related to plan design; investment selection; and ERISA compliance.
• Implement asset maximization and asset retention strategies that influence greater participation, increased deferral rates and consolidation.
• Identify optional features and services to benefit sponsors and participants and generate revenue for John Hancock Retirement Plan Services.
• Support new sales and market development initiatives
• Lead service team discussions in Sales presentations
• Exhibit deep understanding of key features and benefits of RPS and JH products and services

New Business Development

• Support sales in responding to RFPs, including participation in sales meetings to advance opportunities
• Identify cross-selling opportunities when clients are involved in M&A activities or have additional retirement plans with other providers.

Job Requirements:

• Ability to anticipate, meet and /or exceed customer needs, wants and expectations
• Effectively communicate, build rapport and relate well to various stakeholders. Specifically, a superior ability to facilitate client committee meetings, creating a productive dialogue that furthers the goals of the client and John Hancock.
• Work effectively and productively with others; puts success of team and John Hancock ahead of self.
• The ability to quickly recover from adversity and channel that into motivation to succeed in the future
• Setting, pursuing and attaining goals; regardless of obstacles or circumstances
• Ability to demonstrate initiative and willingness to manage your clients as your own business
• Superior relationship building skills at the mid/large market space
• Strong consultative selling skills
• Strong business acumen
• Expert influence and negotiation skills
• Strong executive presence
• Superior emotional intelligence
• Intellectual curiosity
• Strong sense of urgency and accountability
• Analytical and execution ability; able to go high and deep
• Valid Driver’s license
• Hold FINRA Series 6 or 7, 63 or 66; ability to obtain Insurance licensing within 3 months
• LI - JH - JHC

If you are ready to unleash your potential, it’s time to start your career with Manulife/John Hancock.

About Manulife

Manulife Financial Corporation is a leading international financial services group that helps people make their decisions easier and lives better. We operate primarily as John Hancock in the United States and Manulife elsewhere. We provide financial advice, insurance, as well as wealth and asset management solutions for individuals, groups and institutions. At the end of 2018, we had more than 34,000 employees, over 82,000 agents, and thousands of distribution partners, serving almost 28 million customers. As of June 30, 2019, we had over $1.1 trillion (US$877 billion) in assets under management and administration, and in the previous 12 months we made $29.4 billion in payments to our customers. Our principal operations in Asia, Canada and the United States are where we have served customers for more than 100 years. With our global headquarters in Toronto, Canada, we trade as 'MFC' on the Toronto, New York, and the Philippine stock exchanges and under '945' in Hong Kong.

Manulife is an equal opportunity employer. We strive to attract, develop and retain a workforce that is as diverse as the customers we serve and to foster an inclusive work environment that embraces the strength of cultures and individuals. We are committed to fair recruitment, retention and advancement and we administer all of our practices and programs based on qualification and performance and without discrimination on any protected ground. It is our priority to remove barriers to provide equal access to employment. A Human Resources representative will consult with applicants contacted to participate at any stage of the recruitment process who request any accommodation. Information received regarding the accommodation needs of applicants will be addressed confidentially.