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Sales and Distribution - Mayfield Heights, OH Manager, Training & Development

About the position

At Prudential, we measure our long-term success on our ability to deliver value for shareholders, meet customer needs, and attract and develop the best talent in the industry. We offer an inclusive work environment where financial professionals and managers can develop to their full potential and strengthen their communities. Prudential Advisors is presently looking for a [title] in [name of Firm in city, state].
Position Summary
The Manager, Training & Development (MTD) is an integral part of the Firm’s leadership team. The MTD coordinates the on-boarding of all new financial professionals to help drive the Firm’s overall productivity and professionalism. The MTD is responsible for scheduling, maintaining and integrating consistent delivery of training. While e-Learning and self-development is utilized for training, the MTD serves as the primary resource for fundamental process, systems and product training and questions.
The Manager, Training & Development (MTD) balances a dual reporting relationship to the territory’s Director, Leadership Development and the Firm’s Managing Director. The primary reporting relationship is to the Director, Leadership Development who ensures the MTD is adhering to and implementing the current processes and training pieces developed within the Professional Development department, as well as the expectations put in place for the role. The second reporting relationship is with the Managing Director. This relationship focuses on the day-to-day activities such as training and joint work appointments as well as Firm success drivers (or goals) including productivity benchmarks.
Primary responsibilities and duties include:
  • Training and Development
    • Manage the licensing and certification process completion for new and Experienced Financial Professionals
    • Understand, deliver, and coach to Prudential’s Core Skills program as designed by our Professional Development department, specifically to new professionals as they learn the role and participate in the Career Development Program
    • Demonstrate, through in-Firm role-play or appointments with clients, the proficiency with the Core Skills program. This includes, but is not limited to initial personal interactions, referral gathering, fact finding, needs analysis, and making a recommendation
    • Implement curriculum and training for Financial Professionals
    • Organize and control the sessions and speakers on the Firm’s monthly agency training calendar
    • Participate in joint field work with individuals at various points of their career (typically 0-24 months) to both demonstrate and observe the processes, and offer coaching and feedback to the professional
    • Participate in the coordination and delivery of Experienced Financial Professionals onbaording.
    • Provide coaching to new and experienced financial professionals to prepare for client meetings and support the new business application process (ACES)
    • Be the point person in the Firm for product and business partners (both proprietary and non-proprietary) who come into the Firm
    • Serve as the contact person for industry study programs
  • Marketing, business, and sales skill development
    • Understand and transfer knowledge around basic business planning, and basic marketing fundamentals such as phoning, marketing campaigns, leads management, seminars, our client contact management system to financial professionals.
    • Teach and reinforce marketing concepts within both broad and target markets to new and experienced professionals by running training sessions on various marketing programs and working with individuals one-on-one
    • Partner on a regular basis with the individual’s manager (Manager, Financial Services) to build, validate, and implement his/her Business Plan, Marketing Plan, and Individual Development Plan (IDP).
    • Work in partnership with the Managing Director and management team to develop and implement Firm strategy and tactics revolving around marketing concepts and community target marketing
    • Serve as the contact person for marketing and business planning questions in the Firm
  • Participate in Building the Firm
    • Review tools that provide insight and suggestions into marketing activities of a candidate beginning with a Candidate’s Natural Marketing Plan and business plan completed during selection process
    • Recruit through personal observation
    • Provide feedback to the Managing Director and Manager, Financial Services on a regular basis regarding financial professionals
    • Support the achievement of Firm’s goals for expense management, recruiting, production, profitability, and compliance. This may include working with both the Managing Director and the Firm’s Director, Operations & Controls
    • Control the Firm’s graduation rate
  • Manages Self-Development
    • Prepare for and actively participate in all components of MTD, training programs and events
    • Create and execute an individual developmental plan to identify personal strengths and improve key developmental areas, that will be reviewed with Director, Leadership Development and Managing Director
    • Participate in courses offered outside of Prudential by professional organizations for professional designations
    • Complete required Prudential and industry required learning
    • Join a professional organizations (Ex. NAIFA and GAMA)
    • Obtain a professional designation (EXCLU®, ChFC®, CFP®)
      Performance expectations:
  • Virtually all FPAs get Launch Bonus, a compensation offered if certain productivity marks are achieved in the first 16 weeks.
  • 24-month fiscal retention of 40%
  • Validate quarterly Business Plans, Marketing Plans, and Individual Development Plans of financial professionals for first 12 months of full-time production
  • 4 Joint Sales/Field Coaching appointments per week
Effects of Errors

Failure to perform in a satisfactory manner can negatively impact the performance and retention of new sales professionals. Other effects include negative impact to the Firm’s and company’s growth and revenue targets, and sales practices exposure.

Qualifications

Required Skills, Knowledge, and Experience

  1. Proficiency in training delivery virtually and in person, as well as the ability to coordinate training in various locations
  2. Proven ability to transfer skills and knowledge with a track record of success in developing others and assessing development needs of sales professionals
  3. Knowledge of financial services products, programs and markets, including financial planning and asset management business
  4. 3-5 years of financial services experience
  5. Strong communication, facilitation, interpersonal, problem solving and team building skills
  6. Proven proficiency in relationship driven sales process and selling skills.
  7. Strong working knowledge of the marketing programs and concepts.
  8. Organization/time management skills
  9. Proficiency in technology applications including distance-learning tools.
  10. Proven leadership skills and ability to influence and partner/collaborate with others
  11. Achievement oriented with a track record of success in previous roles
  12. Active in professional and community organizations
  13. Maintain all appropriate licenses as required by the company
  14. Industry designations or currently pursuing (CLU®, ChFC®, CFP®)
  15. 4-year college degree preferred.

Prudential is a multinational financial services leader with operations in the United States, Asia, Europe, and Latin America. Leveraging its heritage of life insurance and asset management expertise, Prudential is focused on helping individual and institutional customers grow and protect their wealth. The company's well-known Rock symbol is an icon of strength, stability, expertise and innovation that has stood the test of time. Prudential's businesses offer a variety of products and services, including life insurance, annuities, retirement-related services, mutual funds, asset management, and real estate services.

We recognize that our strength and success are directly linked to the quality and skills of our diverse associates. We are proud to be a place where talented people who want to make a difference can grow as professionals, leaders, and as individuals. Visit www.prudential.com to learn more about our values, our history and our brand.

Prudential is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, genetics, disability, age, veteran status, or any other characteristic protected by law.

Note that this posting is intended for individual applicants. Search firms or agencies should email Staffing at staffingagencies@prudential.com for more information about doing business with Prudential.