Internal Wholesaler

Frederick, Maryland (US)


Working in partnership with the External Wholesaler (RVP), the Internal Wholesaler (IWS) is responsible for achieving the stated production, growth, activity and profitability goals for their assigned region. Work with the RVP in developing and managing business/marketing plans and goals for focus agencies and the region overall, taking ownership of the results. Communicate and build the company’s relationship, reputation and capabilities with each assigned agency. Act as a liaison and primary internal support to facilitate strong, direct working relationships between assigned agencies, RVP and other home office departments.

Working in partnership with the RVP, promote company products and programs to general agency sales, marketing and operational staff within their assigned region to achieve sales objectives. Train and assist the agency staff in delivery of this information to sub-agencies and brokers through joint presentations. Maintain a list of targeted key contacts within each agency and cultivate strong relationships to advance company positioning.

Work with the RVP in the development and execution of the Regional Sales plan and provide internal support when the RVP is in the field. Maintain regular, frequent communications with RVP. 

Train general agency staff on products, illustration software and corporate administrative procedures. Maintain and update procedure scripts, outlines, and presentations.  

Serve as liaison and escalation resource between the home office and general agencies in order to resolve questions/problems relating to the general agency interface with various business areas including: administration, commission accounting, customer service, new business and underwriting. Record any key issues and concerns in the Customer Relationship Management (CRM) system and report any serious issues to management. 

Monitor issued and pending policy delivery by agency. Communicate with agency staff regarding delivery status. Provide support as required. 

Share feedback of the competitive position within the market and amongst general agencies, including, compensation, price and underwriting criteria. 

Promote company products and value proposition to agency staff through pro-active telephone calls. Maintain relationships with agency staff through frequent communications (calling campaigns, newsletters, email, webinars). Record all communications in CRM and report any issues or concerns to management.  

Complete special projects when assigned. Share best practices with other members of the Internal Wholesaler Team.



Bachelor Degree or equivalent experience

Life and Health Insurance Licensed (must obtain within 12 weeks of hire)



3 years sales experience (life insurance sales experience preferred)

Experience working with BGA distribution

Proven track record of success


Strong communication skills (phone and email)

Excellent time management skills

Ability to work independently

Collaborative team player

Well-developed presentation skills (promotional and technical)

Effective at relationship-building

Computer literate

Proficient in use of word processing, email, spreadsheets, database and other business programs

Some travel required