COLI Sales Consultant

COLI Sales, Institutional Insurance

Full-Time, Remote - US

The Opportunity

MassMutual is growing its institutional insurance business with differentiated expertise, strong distributor partnerships, and a sharp focus on delivering exceptional client outcomes. We’re seeking a commercially driven, relationship-focused COLI / ICOLI Sales Consultant to help expand our presence in the market and support the continued growth of our COLI and ICOLI solutions.

In this role, you will work closely with brokers, consultants, producers, and internal business partners to help bring complex institutional life insurance opportunities to market leveraging purpose built Registered VUL (RVUL) and Private Placement VUL (PPVUL) product solutions. You’ll combine relationship management, technical case consultation,

This is an ideal opportunity for a candidate who enjoys working at the intersection of sales, strategy, and execution, someone who can translate market insight and product expertise into meaningful results for distributors, clients, and the business.

The Team

Our Institutional Insurance COLI Sales team helps distributors and corporate clients navigate sophisticated life insurance needs with confidence. We bring together expertise across sales, underwriting, new business, legal, actuarial, product, and operations to deliver tailored support and thoughtful solutions in the COLI and ICOLI markets.

We value collaboration, responsiveness, and deep market knowledge. By partnering closely with brokers and producers, we help move complex opportunities forward, strengthen distributor relationships, and position MassMutual as a trusted carrier in a highly specialized market.

The Impact

As a COLI / ICOLI Sales Consultant, you will make a direct and visible impact by:

• Building strong relationships with brokers, consultants, producers, and broker dealers to help position MassMutual’s COLI and ICOLI solutions competitively in the market

• Providing consultative guidance on product design, underwriting considerations, reinsurance parameters, and relevant regulatory requirements

• Advancing new opportunities through the full sales lifecycle, including case design, proposal development, underwriting coordination, application support, and implementation

• Maintaining a strong and actionable sales pipeline while contributing to growth, profitability, and overall business results

• Collaborating across underwriting, legal, actuarial, product, and operations teams to deliver a seamless experience for distribution partners and clients

• Representing MassMutual in meetings, presentations, and industry forums while sharing market insight that supports strategy and product development

• Serving as a trusted resource on institutional life insurance market dynamics, product capabilities, and complex case consultation

Minimum Qualifications:

• Bachelor’s Degree

• FINRA Series 6 or 7 License at time of application, or within 90 days of hire

• 7+ years of experience in Executive Benefits and/or COLI market

• Ability to travel as needed, up to approximately 50%

Preferred Qualifications

• 10+ years of experience supporting or driving sales in the COLI/ICOLI markets

• Life and health insurance licenses and/or industry designations such as CLU, ChFC, or FLMI

• Demonstrated expertise in institutional life insurance products, market dynamics, financial performance metrics, and case design

• Experience using life insurance illustration tools to develop proposals and support complex sales opportunities

• Strong relationship management experience with brokers, producers, consultants, distribution firms, and other external partners

• Strong analytical, quantitative, problem-solving, and critical thinking skills

• Experience with RVUL, PPVUL for COLI or ICOLI, or other institutionally priced life insurance solutions

• Familiarity with non-qualified benefit plan funding applications and institutional investment structures

• Strong public speaking, presentation, and communication skills

• Experience partnering with product development or strategy teams to support solution enhancements and business growth

Compensation: $98,900 - $127,900 base range plus sales-based incentive opportunity resulting in a total target compensation package of $170,700 - $256,800

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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Why Join Us.

We’ve been around since 1851. During our history, we’ve learned a few things about making sure our customers are our top priority. In order to meet and exceed their expectations, we must have the best people providing the best thinking, products and services. To accomplish this, we celebrate an inclusive, vibrant and diverse culture that encourages growth, openness and opportunities for everyone. A career with MassMutual means you will be part of a strong, stable and ethical business with industry leading pay and benefits. And your voice will always be heard.

We help people secure their future and protect the ones they love. As a company owned by our policyowners, we are defined by mutuality and our vision to put customers first. It’s more than our company structure – it’s our way of life. We are a company of people protecting people. Our company exists because people are willing to share risk and resources, and rely on each other when it counts. At MassMutual, we Live Mutual.

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.

At MassMutual, we focus on ensuring fair, equitable pay by providing competitive salaries, along with incentive and bonus opportunities for all employees.  Your total compensation package includes either a bonus target or in a sales-focused role a Variable Incentive Compensation component.  For more information about our extensive benefits offerings please check out our Total Rewards at a Glance.