Associate Sales Vice President


The Position

An Associate Sales Vice President is responsible for proactively promoting sales of insurance solutions to financial advisors in an assigned channel and territory through internal sales calls, wholesale and point of sale efforts. This is accomplished through a consultative sales approach providing financial insight and product information via the telephone, using other communications technology, and where required, limited face-to-face contact with advisors. This position requires an individual that has a sales focus with excellent phone skills, strong work ethic and a competitive drive to succeed.

Key areas of responsibility include, but are not limited to the following:

  • Develops and maintains profitable productive relationships with Financial Advisors in assigned territory in order to significantly capture sales and market share
  • Partners with Financial Advisors to provide solutions that increase their book of business
  • Proactively prospects for new business
  • Plans and executes active marketing campaigns within territory
  • Fields inbound calls from our advisors/partners regarding product questions
  • Proactively seeks and supports the development of new initiatives to enhance Highland Capital’s success and market presence
  • Develops and implements a Territory Business plan
  • Supports and participates in various Strategic Partner firm meetings and conferences
  • Captures field activity and sales related data in Highland’s CRM
  • Coordinates sales activities with Internal Wholesalers and the External Wholesalers in other product lines

Minimum requirements and qualifications include, but are not limited to the following:

Product Knowledge

  • Proven knowledge and expertise in Life Insurance solutions
  • Attend conference calls, webinars, etc. offered by various carriers to stay abreast of current product offerings and features
  • Travel to Home Office seminars to maintain familiarity with products and illustration nuances
  • Gather and share marketing ideas, product niches, etc. with peers so as to increase sales


  • College degree required
  • FINRA Series 6 or 7, Series 63 or 66 and Resident Insurance licenses required


  • 2–3+ years of experience in Financial Services Internal Sales that directly aligns with the specific responsibilities for this position
  • Education, experience and/or proficiency in Sales, Customer Service, Financial Services

Technical Skills

  • Strong knowledge and understanding of technology (social media and virtual meeting software (Go-To-Meeting/Webex))
  • Proficient with Microsoft Word, Excel, Outlook, and Internet Explorer, including carrier and vendor websites
  • Proficient in WinFlexWeb and various carrier illustration software suites
  • Business writing skills – Intermediate level
  • Able to learn new technology as needed

Soft Skills

  • Excellent presentation and communications skills
  • Desire to educate and inspire
  • Motivated by sales and track record of consistent sales success
  • Self-starter/self-motivated
  • Good at building and retaining relationships
  • Ability to have limited travel to conferences and industry events
  • Strong sense of accountability and follow-up
  • Able to work in a fast pace environment and to adapt to change
  • Detail oriented
  • High degree of confidentiality