SM - Sales & Marketing
Estimated Travel Percentage (%): Up to 50%
Relocation Provided: Yes
American General Life Insurance Company
Market Business Leader, Group Retirement is a key member and leader of a dedicated team around strategic leadership over our efforts in our core markets of K-12, Higher Ed, Healthcare, Government and Religious & Charitable. The role is to develop and drive our strategic plan in the market identifying key opportunities, driving product initiatives which drive the growth of our P&L for the market. This business leader will support sales and relationship management in efforts to grow and retain client base and is the subject matter expert representing AIG’s thought leadership in the market.
Lead the assigned markets business planning process to support the annual company business plan. Collaborate with Group Retirement Senior Leadership Team to develop and manage the market strategy and business plan through market driven fact based decision making.
Maintain, build, and establish effective relationships with associations and key market decision-makers and plan sponsors, as well as retirement plan consultants to support growth and development of the assigned market. Leverage existing relationships with industry associations and clients to grow the market.
Participate in new business development and retention activities by collaborating with the Vice Presidents of Business Development team and the Field Management team to proactively identify potential assigned market opportunities within their geographic territories. Coordinate and manage the national assigned market new business pipeline
Participate in the planning and execution of the assigned market activities and communications.
Coordinate association and conference sponsorships, marketing and entertainment events.
Provide market based input into the current portfolio and new and innovative products, services and solutions which meet the needs of the assigned market(s).
Provide the thought leadership and drive development of understanding of the dynamics and trends of the assigned markets. Be proactive with peers and others inside and outside AIG to develop thought leadership which allows AIG to better position our products and services for the markets.
Product Design & Development
Provide leadership in identifying and driving forward innovative go to market opportunities as well as tactical product plans and execution for Group Retirement products and services, leveraging her/his subject matter expertise as the fulcrum point that interfaces closely with Group Acquisition, Relationship Management, Field sales, Marketing, Operations, IT, Market research, Legal and Government relations and Strategy teams. Work cross functional to examine current Group Retirement products and solutions, and the way these products are promoted, sold and compete in the market, thereby recommending changes or innovations for product extensions, adaptations, or new products to meet market needs.
Drive development of value-added and thought leadership content for Group Retirement. The value-added content will cover topics such as AIG’s position on the state of the art in retirement plan investing, to optimal plan design and implication of new regulations on the retirement plan industry. Work with Marketing and Market Management to customize to work with the sales teams, distributors, customer care, consultants, plan sponsors and participants.
Interface with marketing on the development of collateral and sales materials to match to the needs of the assigned market(s). Analyze and design the right public relations, advertising, marketing focus for the core group of retirement products, both internally to the Group Acquisition, Relationship Management, Field sales force as well as to the external distributors, in order to enhance brand strength.
With experience in the analysis and interpretation of data, provide direction to team of Strategy analysts and actuaries to develop creative approaches to problem solving and building of new ways of looking at the markets. Leverage market research and AIG Data Science to provide insights.
Analyze sales for each existing market results and trends relative to events, competition and market conditions.
Study competition to develop product ideas or selling strategies.
Develop business plans and periodic product line reviews.
Develop new markets and new revenue streams
Education Undergraduate degree required; advanced degree/MBApreferred.
This senior retirement plans professional with specific experience in the one of Group Retirement’s core markets should have 10+ years of experience in market strategy/business development/design technical role with an investment management/mutual fund-based or retirement plans products business.
The successful candidate will have strong talent management skills experienced with best in class practices to hire, coach and retain players for their organization.
S/He will have experience in designing strategies, to develop and launch new products into the assigned markets. S/he is a driver and a thought leader who can successfully initiate and execute on business plans.
S/He should have a deep understanding of the retirement administration and retirement income industry.
Strategic Leadership &Visionary Thinking
As a driver of change and innovation, able to anticipate future trends and their impact on both the retirement segment and the enterprise, and initiate possible solutions or minimize the negative exposure.
Strategic thinking to develop cutting edge/innovative and commercially viable opportunities in the retirement markets. Able to define what success will look like and influence others of the opportunity for AIG.
In leading the development of new ideas, ability to take calculated risks and manage returns.
A master at communicating and influencing others inside and outside the organization in a planned, well informed, and credible manner in order to ensure that the most viable ideas are pursued and that none are overlooked or discounted because they do not “fit” with today’s thinking.
Able to evaluate opportunities and challenges as they arise, maintain a clear vision, and yet show the flexibility to alter the plan where circumstances/timing warrant change.
Achievement of commercial value.
Experience in a role requiring executive level influence; track record for selling ideas and effectively challenging the status quo.
Industry Knowledge/Technical Skills
Well-informed in a variety of areas regarding the Group Retirement and retirement market, from an investment, insurance, product development, distribution perspective.
Group Retirement product expertise and in depth market knowledge of the retirement industry to achieve product commercial success.
Experienced in product development as part of a product life cycle, and in product management controlling a Market Business Leader product from its innovation and development to its decline.
Strong analytical/financial background to understand the related financial complexities of the retirement business.
Experience developing effective solutions to fill supply and demand gaps of retirees and their behavioral patterns.
Product research experience in studying a market to understand the customer needs, competitive landscape, and market forces with the goal of uncovering opportunities for creating product enhancements as well as new products.
Able to create excitement around the Healthcare and Government markets. Experience communicating the product benefits, features and target markets, and in general championing the product to internal teams such as Group Acquisition, Relationship Management, Marketing, Operations, IT and senior executives. This also includes being a champion of the market needs to internal and external audience such as press, analysts and customers, working closely with Marketing and/or Press Relations (PR) teams.
Show ability to drive integrative change.
Take the initiative and move others to “make things happen.”
Leverage internal resources and gain cooperation in a matrixed organizational environment to extract contributions to product development and move forward the product cycle.
Adept at evaluating the existing organizational structure, establishing meaningful, measurable goals and milestones by which to evaluate performance of people and systems within the context of the business plan’s short and long term objectives.
Utilize outside the box thinking to challenge conventional norms and execute innovative, well-thought-out, financially viable approaches.
Strong project management skills.
People Management/Relationship Building
Diplomatic, politically savvy, and sensitive, without being political, in navigating through highly interdependent/matrixed organization; effective in building camaraderie at the senior levels of the organization and regarded as a trusted, credible and valued colleague.
Ability to recruit and build strong teams, where people work both individually and collectively in an interdependent, creative way, offering client-centric solutions, achieving business goals.
Deal head-on with managing the talent of the product development organization.
Demonstrate effective interaction at all levels, internally and externally, engendering confidence and professional regard and leading the team to deliver cutting-edge product solutions and client-centric service.
Must be able to work well with peers and be viewed as a major contributor and team player, seeking out expertise and adding value to the business.
In making changes, the executive must be able to take charge (in a nonthreatening, non-alienating way).
Track record of managing team that develops innovative, industry leading ideas.
Familiarity with environments where “failures” may occur, and not all development ideas or projects come to fruition, but able to maintain personal and team motivation.
Show leadership in project management and all parties involved, including, critical ability to coordinate and balance multiple tasks in a time-sensitive environment, under pressure, meeting deadlines.
Reputation to engender confidence and credibility with all constituents; persuasive and committed to developing superb relationships and partnerships over the long term.
Strong written/verbal communication skills
Excellent presentation skills to present a business case, product strategy and/or business requirements on how to capitalize on the uncovered opportunities for product development.
Ability to communicate knowledgeably and credibly with senior management and internal constituents.
Creative, thinks out-of-the-box
Strong problem solving skills
Intellectual capacity to absorb and understand significant amounts of complex information
Strong values encompassing integrity, objectivity, partnership
High achievement orientation and pride in succeeding, giving rather than taking credit
Strong influencing skills
Sensitivity to individual and group needs/good listener
Self -motivating/good self- management skills
Good communications skills
Capable of working and contributing in a team environment
It has been and will continue to be the policy of American International Group, Inc., its subsidiaries and affiliates to be an Equal Opportunity Employer. We provide equal opportunity to all qualified individuals regardless of race, color, religion, age, gender, gender expression, national origin, veteran status, disability or any other legally protected categories.
At AIG, we believe that diversity and inclusion are critical to our future and our mission – creating a foundation for a creative workplace that leads to innovation, growth, and profitability. Through a wide variety of programs and initiatives, we invest in each employee, seeking to ensure that our people are not only respected as individuals, but also truly valued for their unique perspectives.