The Manager, Training & Development (MTD) is responsible for
scheduling, maintaining and integrating consistent delivery of training in an agency
and its detached offices, with the priority being on those in their first 24
months, whether those in our Career Development Program (CDP) or those who have
transitioned to a full-time Financial Professional Associate (FPA) position. While e-Learning and self-development is
utilized for both process and product training, the MTD will be the primary
local support for any fundamental development, process, and product questions.
The Manager, Training & Development (MTD) balances a dual
reporting relationship to the territory’s Director, Leadership Development and
the agency’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 Recruiting
& 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 agency success drivers (or
goals) including productivity benchmarks.
Primary responsibilities and duties include:
the licensing and certification process and completion for new professionals
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.
through in-agency role-play or appointments with clients, the proficiency with
Core Skills program. This includes, but is not limited to initial personal
interactions, referral gathering, fact finding, and making a recommendation.
any curriculum and training for Financial Professional Associates (FPA) in
their first 24 months of full-time production
and control the sessions and speakers on the agency’s monthly agency training
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
the point person in the agency for product and business partners who come into
as the contact person for industry study programs
Marketing and sales skill development
Understand and transfer knowledge
around basic marketing fundamentals such as phoning, marketing campaigns, seminars,
and our client contact management system to financial professionals,
specifically those in the 0-24 month timeframe
Teach and reinforce marketing concepts
within both broad and target markets to new 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 Marketing Plan.
in partnership with the Managing Director and management team to develop and
implement agency strategy and tactics revolving around marketing concepts and
community target marketing
as the contact person for marketing questions in the agency
in Building the Agency
tools that provide insight and suggestions into marketing activities of a
candidate beginning with a Candidate’s Natural Marketing Plan completed during
through personal observation
feedback to the Managing Director and Manager, Financial Services on a regular
basis regarding financial professionals
the achievement of Agency goals for expense management, recruiting, production,
profitability, and compliance. This may include working with both the Managing
Director and the agency’s Director, Operations & Controls
the Agency graduation rate
for and actively participate in all components of MTD, training programs and
and execute an individual developmental plan to identify personal strengths and
improve key developmental areas, that will be reviewed with Director, Agency
Training and Managing Director
in courses offered outside of Prudential by professional organizations for
required Prudential and industry required learning
a professional organizations (Ex. NAIFA and GAMA)
a professional designation (Ex. CLU, ChFC)
all FPAs get Launch Bonus, a compensation offered if certain productivity marks
are achieved in the first
retention of 70%
quarterly marketing plans of financial professionals for first 12 months of
Sales/Field Coaching appointments per week
to perform in a satisfactory manner can negatively impact the performance and
retention of new sales professionals.
Other effects include negative impact to the agency and company’s growth
and revenue targets, and sales practices exposure.
Required Skills, Knowledge, and Experience
Knowledge of financial services products and markets
2-4 years of financial services experience
Strong communication, facilitation, interpersonal, problem solving and team building skills
Proven proficiency in relationship driven sales process and selling skills.
Strong working knowledge of the marketing programs and concepts.
Ability to coordinate and deliver training in various locations.
Organization/time management skills
Proven ability to transfer skills and knowledge with a track record of success in developing others and assessing development needs of sales professionals (0-24 months).
Proficiency in technology applications including distance-learning tools.
Proven leadership skills and ability to influence and partner/collaborate with others
Achievement oriented with a track record of success in previous roles
Active in professional and community organizations
Maintain all appropriate licenses as required by the company
Industry designations or currently pursuing (CLU®, ChFC®, LUTC, CTLC)
4-year college degree preferred.
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. EEO IS THE LAW. The Prudential Insurance Company of America, Newark, NJ and its affiliates.