Job Description

The Opportunity

MassMutual Strategic Distributors (MMSD) is seeking an experienced Key Account Manager to manage and expand strategic relationships across financial institutions, including broker-dealers, wirehouses, banks, RIAs, and other institutional platforms. Reporting to the Head of Key Accounts, Life & DI, this role will help develop and execute MMSD’s institutional strategy while driving growth across life insurance and disability income insurance.

This role goes beyond traditional account management. The Key Account Manager will serve as a strategic relationship leader responsible for deepening institutional partnerships, identifying growth opportunities, securing product approvals, expanding distribution capabilities, and bringing the voice of institutional partners into key business decisions.

The ideal candidate brings significant experience in institutional distribution and point-of-sale insurance programs, a strong understanding of broker-dealer business models and product approval processes, and established relationships with key industry decisionmakers.

The Team

The Key Account Manager is part of MassMutual Strategic Distributors (MMSD) and will report to the Head of Key Accounts, Life & DI.

This role works closely with internal distribution leaders, wholesalers, Advanced Sales, Product, Marketing, Operations, Underwriting, Technology, Compliance, and Sales Enablement to support strategic institutional relationships and expand access to MassMutual’s Life and DI solutions.

The team is focused on strengthening institutional partnerships, expanding distribution capabilities, and creating opportunities for financial professionals and institutions to deliver insurance solutions to their clients.

The Impact

As a Key Account Manager, you will help shape and execute MMSD’s institutional growth strategy while serving as a key connection between MassMutual and assigned financial institutions. Your responsibilities will include:

• Develop and execute strategic account plans with clear objectives, priorities, actions, and measures of success.
• Build and deepen relationships with home-office executives, product leaders, due diligence teams, platform decisionmakers, sales leaders, and other centers of influence.
• Lead product approval and shelf-placement efforts, coordinating internal stakeholders through due diligence, contracting, implementation, launch, and ongoing review.
• Identify opportunities to expand MassMutual’s presence through additional products, point-of-sale programs, advisor engagement strategies, distribution capabilities, and strategic partnerships.
• Maintain a comprehensive understanding of assigned firms, including their business models, organizational structures, product sales, target markets, platforms, strategic initiatives, competitive environments, and emerging risks.
• Partner with distribution leaders, wholesalers, Advanced Sales, Product, Marketing, Operations, Underwriting, Technology, Compliance, and other business partners to execute strategic growth initiatives.
• Provide institutional market feedback, competitive intelligence, and partner insights to help inform business priorities and decisions.
• Develop institution-specific value propositions, presentations, business reviews, education programs, and advisor engagement initiatives.
• Coordinate product and concept training for key centers of influence, including sales desks, insurance specialists, case managers, wholesalers, financial professionals, and home-office stakeholders.
• Drive strategy for partner meetings, conferences, due diligence sessions, and executive engagements with clear objectives and measurable outcomes.
• Monitor regulatory, competitive, and industry developments and communicate potential implications for assigned partners and MMSD.
• Communicate account progress, opportunities, risks, partner feedback, and recommended actions to the Head of Key Accounts and other senior stakeholders.
• Travel as needed to support partner relationships, strategic meetings, conferences, and business development activities.

The Minimum Qualifications

• Bachelor’s degree or 5+ years of additional financial services experience
• 8+ years of experience in insurance, wealth management, institutional distribution, national accounts, key account management, or related financial services roles.
• FINRA Series 6 or 7 and Life and Health licenses required, or the must obtain within 60 days.
• Ability to travel 30-40%

The Ideal Qualifications

• 10+ years of institutional distribution, institutional relationship management, or national account experience.
• Direct experience building or expanding institutional life insurance or disability income distribution capabilities.
• Established relationships with home-office executives, product committees, due diligence teams, platform leaders, and other institutional decisionmakers.
• Deep understanding of broker-dealer organizational structures, economics, governance, compliance requirements, and centers of influence.
• Demonstrated ability to influence without authority and coordinate cross-functional initiatives within a complex, matrixed organization.
• Ability to work autonomously, manage shifting priorities, and consistently follow through on commitments.
• Proficiency with Microsoft Office applications and experience using data, reporting, and customer relationship management tools to inform account strategy.

Compensation: $110 - $125k base salary range, plus sales-based compensation resulting in a total target compensation package of $175K - $250K.

What You Can Expect at MassMutual

MassMutual offers the opportunity to do meaningful work within a purpose-driven organization that values long-term impact over short-term outcomes. In this role, you can expect:

Clear areas of ownership and accountability, with work that connects directly to company and customer outcomes

A collaborative environment where perspectives are welcomed

Access to learning, development, and internal networks that support continuous growth and skill-building over time

Employee-led communities and forums that foster connection, learning, and inclusion across the organization

A culture grounded in integrity, responsibility, and stewardship—supported by a company with a strong legacy and a future-focused mindset.

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MassMutual is an equal employment opportunity employer. We welcome all persons to apply.

If you need an accommodation to complete the application process, please contact us and share the specifics of the assistance you need.

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