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Become An Internal Wholesaler

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Working As An Internal Wholesaler

  • Selling or Influencing Others
  • Communicating with Persons Outside Organization
  • Establishing and Maintaining Interpersonal Relationships
  • Getting Information
  • Analyzing Data or Information
  • Deal with People

  • Mostly Sitting

  • Stressful

  • $71,550

    Average Salary

What Does An Internal Wholesaler Do At New York Life Insurance Company

* Fielding of inbound calls from agents in regards to investment products and identifying selling opportunities.
* Make proactive sales calls on a daily basis with existing representatives to strengthen relationships and find selling opportunities.
* Work closely with the Investment Consultants to develop and execute an appropriate business plan to maximize territorial sales.
* Become a specialist in New York Life Investment products.
* Identify and convert dormant responsibilities into producing representatives.
* Assist in training of new associates

What Does An Internal Wholesaler Do At Principal Financial Group

* Provide marketing and presale support through daily phone contact with business unit sales representatives to improve product sales.
* Promote business unit investment products and resolve questions from representatives on investment products.
* Investment products may include Fixed, Immediate, and Variable Annuities and Mutual Funds.
* Provide support for business unit wholesalers and internal wholesalers to support sales efforts by assisting with case design, sales ideas, hypothetical product illustrations and application materials.
* Provide competitive research and analysis on products and sales to our representatives through following industry trends and staying current on product development and sales approaches

What Does An Internal Wholesaler Do At Raymond James

* Assists in all aspects of the sales process.
* Works with Senior Wholesalers to generate new business and increase sales for the Asset Management Group (AMG).
* Communicates to Financial Advisors in other regions and introduce AMG products both in person and by phone.
* Assists in case analysis and presentation.
* Assists in the creation of Preferred Client Proposals, Investment Policy Statements, Mobius, Zephyr and Morningstar reports as needed.
* Assists in supporting marketing campaigns by organizing and implementing telephone calls and mailings.
* Responds to requests from Financial Advisors who need assistance in selling products.
* Performs other duties and responsibilities as assigned

What Does An Internal Wholesaler Do At Massmutual Financial Group

* Answer calls from MMLIS 800 number
* Engage in case consultation with advisors to provide information on available MMLIS product solutions for the client needs
* Provide assistance with all aspects of Proprietary Advisory platform – explanation of all features, available investments, investment policy rules, pricing models, training and licensing requirements
* Provide assistance with all aspects of utilizing Envestnet – building models, research tools, proposal navigation, recording reviews
* Provide timely information regarding products available from MMLIS – mutual funds, 3rd party advisory products, 529 plans, available donor advised giving options, available non purpose lending options, selling agreements, brokerage account feature, benefits, costs, and available marketing materials.
* Conduct daily proactive contact with advisors to provide them with updates on products, sales ideas, upcoming value add strategic partner conference calls and to thank advisors for business placed.
* Also follow up on External WMC partner activity.
* Create and distribute Morningstar snapshot reports for prospects assisting advisors in analyzing potential prospect accounts.
* Follow up and offer consultation and solutions in partnership with the advisors.
* Product support and consultation for available non-proprietary variable annuities
* Assist advisors with navigation of the Consolidated Client Reporting tool from Envestnet, pulling performance reports, book of business analysis, explaining performance methodology
* Partner with Pension Resource center to communicate and respond to retirement plan availability questions
* Assist advisors with available research packages through MMLIS and NFS
* Support Firm recruiting efforts by providing MMLIS SME to prospective recruits
* Participate in special projects when necessary at the direction of NSD and Director of Internal Sales (i.e webex training for New Advisor Development team on monthly basis

What Does An Internal Wholesaler Do At Great American Insurance Co.

* Participate in department and company processes.
* Assist with department communication notices.
* Prepare Competition reports and other financial, agency reports.
* Bachelor’s degree is required with a focus in Business or Marketing.
* NASD Series 6 or 7.
* Life and Health Agent License.
* years of experience in marketing and sales, preferably in the insurance industry
* Professional designations such as CLU, CFP, CASL, CHFC are preferred.
* Effective telemarketing skills.
* Advanced knowledge of Microsoft Office products and experience with various insurance/annuity administration systems.
* Experience with CRM systems is a plus.
* In-depth knowledge of company products and distribution.
* Excellent written and verbal communication skills (including presentation skills).
* Good working knowledge of software systems used (office and administration systems).
* Ablility to work effectively in a team environment and multi-task projects.
* Knowledge of securities and insurance products.
* Creative problem solving skills; able to effectively coordinate projects independently.
* Well organized with the ability to multitask.
* ID: 22821

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How To Become An Internal Wholesaler

A bachelor’s degree is required for entry-level jobs, and a master’s degree in business administration (MBA) is useful for advancement.


Securities, commodities, and financial services sales agents generally must have a bachelor’s degree to get an entry-level job. Studies in business, finance, accounting, or economics are important, especially for larger firms. Many firms hire summer interns before their last year of college, and those who are most successful are offered full-time jobs after they graduate.

Numerous agents eventually get a master’s degree in business administration (MBA), which is often a requirement for high-level positions in the securities industry. Because the MBA exposes students to real-world business practices, it can be a major asset for jobseekers. Employers often reward MBA holders with higher level positions, better compensation, and large signing bonuses.


Most employers provide intensive on-the-job training, teaching employees the specifics of the job, such as the products and services offered. Trainees in large firms may receive technical instruction in securities analysis and selling strategies. Firms often rotate their trainees among various departments to give them a broad understanding of the securities business.

Securities, commodities, and financial services sales agents must keep up with new products and services and other developments. They attend conferences and training seminars regularly.

Licenses, Certifications, and Registrations

Brokers and investment bankers must register as representatives of their firm with the Financial Industry Regulatory Authority (FINRA). To obtain the license, potential agents must pass a series of exams.

Many other licenses are available, each of which gives the holder the right to sell different investment products and services. Traders and some other sales representatives also need licenses, although these vary by firm and specialization. Financial services sales agents may need to be licensed, especially if they sell securities or insurance. Most firms offer training to help their employees pass the licensing exams.

Agents who are registered with FINRA must attend continuing education classes to keep their licenses. Courses consist of computer-based training on legal requirements or new financial products or services.

Although not always required, certification enhances professional standing and is recommended by employers. Brokers, investment bankers, and financial services sales agents can earn the Chartered Financial Analyst (CFA) certification, sponsored by the CFA Institute. To qualify for this certification, applicants need a bachelor’s degree or 4 years of related work experience and must pass three exams, which require several hundred hours of independent study. Applicants also must have an international passport. Exams cover subjects in accounting, economics, securities analysis, financial markets and instruments, corporate finance, asset valuation, and portfolio management. Applicants can take the exams while they are getting the required work experience.


Securities, commodities, and financial services sales agents usually advance to senior positions in a firm by accumulating a greater number of accounts. Although beginners often service the accounts of individual investors, they may eventually service large institutional accounts, such as those of banks and retirement funds.

After taking a series of tests, some brokers become portfolio managers and have greater authority to make investment decisions regarding an account. For more information on portfolio managers, see the profile on financial analysts.

Some experienced sales agents become branch office managers and supervise other sales agents while continuing to provide services for their own clients. A few agents advance to top management positions or become partners in their firms.

Many investment banks use an “up or out” policy, in which entry-level investment bankers are either promoted or terminated after 2 or 3 years. Investment banks use this policy to ensure that entry-level positions are not occupied long term, allowing the bank to bring in new workers.

Important Qualities

Analytical skills. To judge the profitability of potential deals, securities, commodities, and financial services sales agents must have strong analytical skills. This includes computer programming skills which they use to analyze financial products. 

Customer-service skills. Securities, commodities, and financial services sales agents must be persuasive and make clients feel comfortable with the agent’s recommendations.

Decisionmaking skills. Investment banking traders must make split-second decisions, with large sums of money at stake.

Detail oriented. Investment bankers must pay close attention to the details of initial public offerings and mergers and acquisitions because small changes can have large consequences.

Initiative. Securities, commodities, and financial services sales agents must create their own client base by making “cold” sales calls to people to whom they have not been referred and to people not expecting the call.

Math skills. Securities, commodities, and financial services sales agents need to be familiar with mathematical tools, including investment formulas.

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Internal Wholesaler jobs

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Internal Wholesaler Career Paths

Internal Wholesaler
Regional Vice President Business Developer Business Development Manager
Director Of Sales
10 Yearsyrs
Investment Consultant Branch Manager Account Executive
District Sales Manager
7 Yearsyrs
Account Executive Sales Manager
General Manager
7 Yearsyrs
Assistant Vice President Office Manager Account Manager
Key Account Manager
7 Yearsyrs
Business Developer Real Estate Agent Account Manager
Major Account Manager
7 Yearsyrs
Regional Sales Consultant Regional Sales Manager
National Account Manager
8 Yearsyrs
Regional Sales Consultant Business Developer Business Development Manager
National Sales Director
10 Yearsyrs
Wholesaler Regional Vice President Sales/Marketing
National Sales Manager
10 Yearsyrs
Regional Marketing Director Regional Vice President Sales/Marketing
Regional Sales Director
10 Yearsyrs
Account Executive Sales Consultant Sales Manager
Regional Sales Manager
9 Yearsyrs
Investment Consultant Project Manager Product Manager
Sales Manager
5 Yearsyrs
Regional Marketing Director Director Of Sales
Sales Vice President
9 Yearsyrs
Assistant Vice President General Manager Account Executive
Senior Sales Executive
9 Yearsyrs
Sales Consultant Sales Manager
Senior Sales Manager
7 Yearsyrs
Regional Vice President Vice President, Business Development
Senior Vice President, Sales
14 Yearsyrs
Director Of Sales Operations Director Territory Manager
Strategic Accounts Manager
9 Yearsyrs
Director Of Sales Recruiter Inside Sales Representative
Territory Account Manager
8 Yearsyrs
Sales Consultant Senior Sales Representative Account Executive
Territory Manager
7 Yearsyrs
Investment Advisor Branch Manager Account Executive
Territory Sales Manager
7 Yearsyrs
Investment Advisor Assistant Vice President
Vice President & Sales Manager
9 Yearsyrs
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Internal Wholesaler Demographics


  • Male

  • Female

  • Unknown



  • White

  • Hispanic or Latino

  • Asian

  • Unknown

  • Black or African American

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Languages Spoken

  • Spanish

  • French

  • Mandarin

  • Chinese

  • German

  • Cantonese

  • Carrier

  • Italian

  • Portuguese

  • Hungarian

  • Vietnamese

  • Shona

  • Japanese

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Internal Wholesaler

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Internal Wholesaler Education

Internal Wholesaler

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Top Skills for An Internal Wholesaler


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Top Internal Wholesaler Skills

  1. Independent Financial Advisors
  2. Sales Territory
  3. Annuity Products
You can check out examples of real life uses of top skills on resumes here:
  • Traveled in the territory conducting educational seminars and continuing education classes for independent financial advisors.
  • Cultivated a sales territory reaching $75 million in the Metro NY area.
  • Position variable annuity products to meet client need of financial advisors.
  • Team with external wholesaler to develop sales and servicing strategy in order to manage assigned sales region effectively.
  • Exceeded or met annual sales goals, with $100+ million in territory sales each year, for 5 consecutive years.

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