Corporate Vice President, Training Support Lead

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Date: Jul 29, 2022

Location: White Plains, NY, US

Company: New York Life Insurance Co

 

 

When you join New York Life, you’re joining a company that values career development, collaboration, innovation, and inclusiveness. We want employees to feel proud about being part of a company that is committed to doing the right thing. You’ll have the opportunity to grow your career while developing personally and professionally through various resources and programs. New York Life is a relationship-based company and appreciates how both virtual and in-person interactions support our culture.

 

New York Life’s primary distribution channel is the career Agency sales force of more than 12,000 agents, operating in virtually every major city in the United States.  Every agent is affiliated with one of our 117 General Offices. These offices are operated by Agency management teams responsible for agent and management recruiting, development, and sales.  Approximately half our agents operate their businesses out of our General Offices, while the other half maintains independent office locations. 

 

Our General Offices are divided up among four Zones. In addition to our Zone offices, an Agency Home Office team responsible for strategy, finance, administration, standards, training, marketing and communications supports our agents and field managers.  The Agency operation also comprises teams charged with growing our business in key market segments, including the middle-income market, the advanced (high-net-worth) market, select cultural markets, and the women’s markets. Agents sell individual life insurance, individual annuities, and long-term care insurance products, as well as mutual funds.

 

This role will lead a team of experienced individuals in coaching Field Training Managers (Development Managers or DMs) on prospecting strategies, initiatives, processes, toolsets, and skills, so DMs can in turn coach Agents on developing strong prospecting skillsets. We are looking for an outstanding individual with strong leadership skills, excellent intellectual, pragmatic problem-solving skills, strong communications and influencing capabilities, a robust strategy and change management toolkit, a passion to effect change across the organization at the most senior levels, and strong people management and development skills.   A major part of this role will be to support the adoption of our Sale Force customer relationship management platform, by training DMs to be the primary support resource in bringing new agents up to competency level in using that platform.

 

Role Overview

  • Support the National Development Team in transforming Field Development Managers (DMs) into prospecting resources with great efficiency and effectiveness in their local sales offices
    • Support development and delivery of training materials on prospecting strategies, initiatives, processes, toolsets, and skills to coach Field Managers (DMs) on the “what, the why and the how”
    • Support webinars/virtual classrooms and in-person Prospecting Sessions (e.g., skill builders, schools) to coach Field Managers (DMs)
    • Help ensure Field Managers (DMs) coach agents and other field managers (e.g., Partners) on prospecting initiatives, processes, toolsets, and skills
    • Work with Field Managers (DMs) to track impact of local office initiatives on KPIs; gather details on local prospecting initiatives that are successful

 

  • Collaborate with the other functions within the Field Prospecting Team to support initiatives and programs aimed at increasing lead sourcing and nurturing results
    • Surface local initiatives that have the potential to be rolled out more broadly into national programs to other local offices
    • Support the building of national programs/initiatives

 

  • Partner with other departments (Agency Digital Experience, Marketing) on enabling agents to leverage CRM capabilities (Marketing and Sales Central) for prospecting
    • CRM activation: train field managers (DMs) on CRM capabilities for prospecting
    • CRM development: provide inputs on development of CRM capabilities required for prospecting
    • Collaborate with National Development team on driving field managers (DMs) to push CRM activation among agents; support initiatives aimed at guiding agents to activate/utilize CRM
    • Provide inputs on improvement opportunities for CRM to better serve prospecting needs
    • Surface business requirements to Marketing and drive team through their fulfillment

 

  • Provide support on prospecting requests from field managers; manage online prospecting resources (e.g., portals, tools) and develop systems (e.g., templates, procedures) to automate request fulfillment

 

Qualifications

  • High School/GED
  • Minimum of 5-10 years of relevant experience
  • Relevant industry or sales experience
  • Proficient with digital tools (e.g., use of CRMs, social media) and MS Office
  • Excellent Presentation skills
  • Ability to coach & develop others
  • Client prospecting and sales competencies/experience
  • Ability to analyze week to week/month to month New Org Agent prospecting activity and trends and recommend steps that can be taken to continue activity or improve upon low activity
  • Project management skills

SF:LI-KV1

 

Recognized as one of Fortune’s World’s Most Admired Companies, New York Life is committed to improving local communities through a culture of employee giving and volunteerism, supported by the Foundation. We're proud that due to our mutuality, we operate in the best interests of our policy owners. We invite you to bring your talents to New York Life, so we can continue to help families and businesses “Be Good At Life.” To learn more, please visit LinkedIn, our Newsroom and the Careers page of www.NewYorkLife.com.

Job Requisition ID: 86801

 

 

 


Nearest Major Market: White Plains
Nearest Secondary Market: New York City

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