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Become A Wholesaler

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Working As A 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 A Wholesaler Do At Massmutual Financial Group

* Answer incoming ACD calls for National Sales desk in a timely, accurate manner, ensuring a high service level.
* Provide professional sales oriented detailed information (product information, illustrations, forms and marketing materials) for producers and back office support personnel.
* Act as a liaison on behalf of National Sales for the advisor and other sales entities that do business with us informing them of ongoing products and communications.
* Work as a contributing team member to assist in achieving national sales goals while providing backup to the other members of the team when needed.
* Work with designated business partners to address any issues that would impact the ability of a submitted case to be “reported” in a timely manner, while being respectful of procedures.
* Become proficient with and effectively utilize illustration tools, SalesForce and other identified systems/tools.
* Involvement with ad hoc projects for the sales team to allow internals to stay focused on their accounts.
* Will be expected to cross-train on all product lines within 6 months of hire; Life Insurance, Disability Income, Long Term Care, and Annuities

What Does A Wholesaler Do At American Equity

* Understand and exhibit ethical behavior and business practices that align with the values of Eagle Life
* Understanding the agent/advisor, developing and maintaining relationships
* Thorough understanding of Eagle Life products and procedures
* Partnering with internal wholesaler to create sales plans and quotas that align with business objectives
* Ability to work remotely and independently
* Reporting on sales and field activity
* Competition/market research.
* Analyzing trends and developing new opportunities for growth
* Problem resolution
* Travel planning/appointment setting.
* Reporting (includes expense and regular reporting).
* Train the trainer, training of agents and advisors
* Performs other duties as assigned.
* None

What Does A Wholesaler Do At Massmutual Financial Group

* Candidates should be seasoned sales representatives with superior sales skills when working both with agents/ advisors/ brokers and employers
* Ability to present technology with enthusiasm and be able to interpret prospects needs to focus on appropriate features and products at the level of detail needed.
* This includes superior facilitation / communication skills to articulate the value proposition of MassMutual@Work products and services in response to individual client need
* Ability to learn and retain complex system details and requirements and relay those details succinctly and in layman terms
* Incumbents work independently with large/important prospects
* Identify and cultivate prospective producer and plan sponsor clients, prepare and deliver new business presentations, and close the sale of products and services
* May assist in maintaining client relationships, perhaps with relationship management and/or plan administration staff.
* May develop/maintain relationships with consultants, intermediaries and/or industry experts
* Maintain industry knowledge necessary to be a product expert on employee benefits and employers interested in leveraging private exchange / benefit administration technology
* Understand the full spectrum of health and welfare benefit programs, carriers and benefit trends
* Attend industry conferences to learn trends and promote BeneClick!
* Maximize marketing and sales efforts by partnering with RSD’s and MD’s on intermediaries and prospects
* Work with the MassMutual@Work and BeneClick! teams to transition sold cases into satisfied inforce clients by setting appropriate expectations and bringing in the right resources
* Develop and execute on go-to-market business plans in partnership Head of BeneClick! and RS Sales
* Collaborate with internal sales and marketing teams to develop selling messages for producers, employers, and employees, including promotional and educational materials
* Provide input to and participate in projects to enhance sales operations
* Manage self in accordance with regulatory requirements and compliance ground rules, including promptly obtaining all necessary licenses
* Cooperate with, and support, the efforts of the Home Office in marketing thrusts and other matters surfaced by Mass Mutual
* Handles projects or work with defined scope in own discipline and typically has a short-term focus
* Build strong relationships with brokers, agents, advisors and execute an assisted sale model with employers in conjunction with local sales teams
* Partner with other Mass Mutual Sales representatives across the organization to create greater awareness opportunities for all Mass Mutual products especially BeneClick!
* Providing marketing support and coordinating customer service to producers

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How To Become A 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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Wholesaler jobs

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Wholesaler Demographics


  • Male

  • Female

  • Unknown



  • White

  • Hispanic or Latino

  • Asian

  • Unknown

  • Black or African American

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Languages Spoken

  • Spanish

  • French



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Wholesaler Education


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Top Skills for A Wholesaler


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Top Wholesaler Skills

  1. Territory Sales
  2. Annuity Products
  3. Wholesalers
You can check out examples of real life uses of top skills on resumes here:
  • Identified and capitalized upon market opportunities to drive territory sales, expand market penetration and win dominant market share versus competition.
  • Trained branch employees on term life insurance, variable, fixed and indexed annuity products.
  • Partner with Regional Directors and Internal wholesalers with all aspects of producer development and maintenance of business.
  • Worked together with branch manager and personal banker to achieve high levels of success, while providing excellent customer service.
  • Leveraged asset allocation knowledge and quantitative portfolio analysis skills to influence the product evaluation and selection process.

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