Internal Wholesaler


The Position

Partner with assigned Sales Vice President(s) (SVP) and House accounts, to create new and manage existing relationships with advisors to increase revenue of Highland Capital Brokerage. This is accomplished through a consultative sales approach providing financial insight and product information via the telephone so SVP(s) and advisors can effectively offer Highland’s full suite of products to their clients. 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:

Illustration Support

  • Available directly to advisors via phone and/ or email to fulfill illustration requests on the fly
  • Generate illustrations based on the specific request and case design of the Sales Vice President
  • Produce revised illustrations as needed based on changes in underwriting, premiums received, etc.

Schedule Management

  • Proactively follow-up with advisors on illustrations previously run to set appointments for the SVP to meet as needed
  • Work closely with the SVP to develop and execute an appropriate business plan to maximize sales within the market of the SVP
  • Identify sales opportunities within the SVP’s existing block of business and contact those advisors to schedule follow-up appointments for the SVP

Product Knowledge

  • 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 SVP so as to increase sales

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


  • College degree required
  • Life Insurance license


  • 2+ years of prior Life Insurance sales and/or marketing experience

Technical Skills

  • 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

  • Strong sense of customer service
  • Strong sense of accountability and follow-up
  • Able to work well with others as team
  • Able to work in a fast pace environment and to adapt to change
  • Good communication skills — written and verbal
  • Concentration despite interruption
  • Detail oriented
  • High degree of confidentiality