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Job Title :
Relationship Manager
Job ID :
Category :
Sales Group
Location :
Full Time Remote, VA US
Job Type :
Full Time
Posted On :
Job Description :

Are you looking for unlimited opportunities to develop and succeed?  With work that challenges and makes a difference and a flexible and supportive environment, we can help our customers achieve their dreams and aspirations.

Key Focus/Scope 


Position is part of a four member sales team responsible for effectively managing targeted intermediary relationships by:

  • Working with area RVP and RPSA to provide in-force plan support to “focus” Advisers
  • Partnering with focus Advisers to provide expertise and to ease the administrative burden associated with retirement plans
  • Retention of existing plans through service excellence and an in-force re-pricing strategy
  • Providing customized education and enrollment solutions with the intent of increasing participation and AUM 
  • Filling the role of consultant to Advisers, TPA’s and plan sponsors, as it relates to the retirement plan business    

Major Responsibilities


 Work with sales team
  • To understand the priorities of Adviser relationships in the territory and the effective interaction of the team’s various roles
  • To identify key intermediary relationships and the opportunity to support: service commitment to plan sponsors and employees; ability to generate additional revenue through growth and retention of assets under management; and, understanding the tools and resources of JH Retirement Plan Service
  • To perform sales functions in the absence of an RVP for micro/small plans
  • To support larger plan sales final’s as required
  • Coordinate TPA focused efforts with local RMD
  • To maintain and advance intermediary relationships (both adviser and plan consultant (TPA)) in the absence of an RVP


Partnering with intermediaries to gain an understanding of their service commitment to plan sponsors and how JH can compliment
  • To identify and position the best JH tools/resources to support key intermediaries’ ongoing service commitments to plan sponsors and eligible employees (i.e. Annual Due Diligence meetings, Annual Contract Review reports; Impact Statements; employee education and enrollment needs)
  • To work with key intermediaries to identify gaps in their service models where JH can provide support (i.e. bilingual employee education support)
  • To develop campaigns that target retention and growth of JH’s inforce block of business; implementing asset maximization and retention strategies that influence greater participation, increased deferral rates and account consolidation 
  • To work with intermediaries to insure quality ongoing service deliverables related to Plan Design; Retirement Readiness; Investment Selection; Managing Administration and ERISA compliance
  • To work as a liaison to build stronger TPA/Adviser relationships for the benefit of mutual clients 

Training and Development

  • To train advisers and their support staff in the utilization of JH tools and resources
  • To develop best practices that strengthen adviser’s existing service model
  • Providing administration and training programs for TPA’s 

Issue Resolution

  • To work as a liaison to manage timely resolution of service issues by effectively managing both internal and external resources and expectations
  • Experience • University degree (or equivalent work experience with pension and/or PC experience)
  • Three to five years of similar experience
  • Life insurance and variable licenses as determined for territory
  • Industry designations such as AIF, APA, APR, ChFC, CLU, CEBS, CFA, CFP, QKA, QPA, QPFC, RIA
  • NASD Series 7 and 63; within 6 months of hire
  • Bilingual Spanish strongly preferred

Knowledge & Skills Company and Product Knowledge

  • Excellent understanding of retirement plans; retirement plan marketplace; and, key competition
  • Thorough understanding of John Hancock products, pricing, services and procedures
  • Strong understanding of investments and portfolio analysis
  • Strong understanding of regulatory environment and its impact on business and the intermediaries’ future

Organization Skills

  • Strong ability to work independently, with frequent travel and development and management of own schedule
  • Ability to prioritize tasks
  • Excellent time management and organization skills
  • Ability to effectively manage internal network of resources to satisfy the demands of intermediaries and their block of business

Presentation Skills

  • Excellent presentation skills; able to demonstrate professional poise and confidence
  • In-depth knowledge of presentation preparation
  • Ability to determine impact of presentation to various audiences; and, to prepare both informational and decision-making presentations
  • Ability to effectively use multi-media tools and techniques

Influencing Outcomes-Selling Skills

  • Strong negotiating skills
  • Strong interviewing and listening skills
  • Strong ability to effectively manage difficult situations
  • Diagnose, manage and build strategic relationships

Interpersonal Relationship and Communication Skills

  • Strong interpersonal relationship and communication skills
  • Strong ability to effectively communicate complex information to differing levels of audience sophistication
  • Written communication skills
  • Knowledge of who to call to resolve issues expediently
  • Knows when to do vs. delegate vs. escalate (good judgment)
  • Ability to exercise resiliency
  • 1:1 communication skills

Problem Solving Skills

  • Excellent customer service skills
  • Strong ability to anticipate and respond to issues affecting intermediaries’ practice; and, define and resolve issues
  • Strong ability to conduct analysis and respond with meaningful, application solution
About John Hancock Financial and Manulife
John Hancock is a division of Manulife Financial Corporation, a leading international financial services
group that helps people achieve their dreams and aspirations by putting customers’ needs first and
providing the right advice and solutions. We operate primarily as John Hancock in the United States, and
Manulife elsewhere. We provide financial advice, insurance and wealth and asset management
solutions for individuals, groups and institutions. Assets under management and administration by
Manulife and its subsidiaries were over $1.04 trillion (US$829.4 billion) as of December 31, 2017. Manulife Financial Corporation trades as MFC on the TSX, NYSE, and PSE, and under 945 on the SEHK. Manulife can be found at
One of the largest life insurers in the United States, John Hancock supports approximately 10.7 million
Americans with a broad range of financial products, including life insurance, annuities, investments,
401(k) plans, and college savings plans. We also offer advice through Signator, a network of independent
financial advisors. Additional information about John Hancock may be found at
Agency submissions and contacts are by invitation only and must be initiated by John Hancock's Recruiting Department only.  Unsolicited agency submissions will not be honored.

Sales Group
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