Job Specification - Income Consultant | Retirement & Investment Strategy

🎯 Role Definition

At its core, the Income Consultant role is about being a strategic partner and subject matter expert in the art and science of generating sustainable lifetime income. You will be the go-to resource for our network of financial advisors, providing in-depth analysis, case consultation, and education on a wide array of income-focused products and strategies. This isn't just about selling products; it's about collaboratively architecting personalized, resilient financial futures for end-clients, ensuring they can meet their lifestyle goals throughout retirement. You are the intellectual engine behind our firm's retirement income proposition, translating complex market dynamics and product features into actionable, client-centric solutions.

📈 Career Progression

Typical Career Path

Entry Point From:

Internal Wholesaler / Hybrid Wholesaler
Financial Advisor / Paraplanner
Retirement Plan Specialist
Investment Analyst

Advancement To:

Senior/Lead Income Consultant
External Wholesaler / Regional Vice President
Director of Advanced Planning
Product Strategist (Income Solutions)

Lateral Moves:

Product Manager (Annuities, Mutual Funds)
Financial Planning Specialist

Core Responsibilities

Primary Functions

Serve as the primary subject matter expert on a comprehensive suite of income-oriented investment solutions, including variable, registered index-linked, fixed, and immediate annuities, as well as bond ladders and dividend-focused equity strategies.
Provide proactive and reactive consultative support to financial advisors via phone, email, and virtual meetings, helping them solve their most complex client retirement income challenges.
Develop and present customized, client-specific income plan illustrations and proposals that clearly articulate the benefits and risks of recommended strategies.
Conduct in-depth case analysis and design, reviewing clients' holistic financial situations to architect optimal and compliant retirement income solutions.
Educate and train financial advisors on the nuances of our product suite, market trends, and effective client conversation techniques related to income planning.
Host engaging and informative webinars, conference calls, and virtual training sessions for large and small groups of financial professionals.
Partner closely with external sales teams (Regional VPs) to develop and execute territory business plans, identify key growth opportunities, and deepen advisor relationships.
Stay abreast of evolving market conditions, economic trends, legislative changes (e.g., SECURE Act), and competitor activities that impact retirement income planning.
Translate complex financial concepts, product mechanics, and investment jargon into clear, compelling, and actionable insights for financial advisors and their clients.
Analyze client portfolios and financial statements to identify gaps or opportunities for enhancing their long-term income generation potential.
Guide advisors through the sales and application process, ensuring all paperwork and compliance requirements are met accurately and efficiently.
Utilize CRM systems (like Salesforce) to meticulously track advisor interactions, manage a pipeline of opportunities, and report on key activity metrics.
Collaborate with the marketing and product development teams to provide field-based feedback for the creation of new sales collateral, tools, and product enhancements.
Act as a key resource in navigating challenging client conversations, providing talking points and strategies for addressing common objections and concerns.
Maintain an expert-level understanding of advanced retirement planning topics such as Social Security optimization, Required Minimum Distributions (RMDs), and tax-efficient withdrawal strategies.
Create and model sophisticated financial scenarios to illustrate the long-term impact of different income strategies on a client's portfolio longevity and legacy goals.
Champion the firm's overall investment philosophy and value proposition, positioning income solutions within a broader wealth management context.
Participate in national and regional conferences, representing the firm and delivering expert presentations on income-related topics.
Proactively reach out to a designated list of advisors to build relationships, uncover needs, and drive adoption of the firm's income solutions.
Review and deconstruct competitor products and illustrations to provide advisors with effective positioning strategies and competitive advantages.

Secondary Functions

Mentor and provide informal guidance to junior members of the internal sales or service teams.
Contribute to the creation of thought leadership content, such as white papers, blog posts, and market commentaries, in collaboration with the marketing team.
Participate in special projects and firm-wide initiatives aimed at improving advisor experience or operational efficiency.
Assist in the onboarding and training of new sales desk employees, sharing best practices and product knowledge.
Gather and synthesize feedback from the field on advisor needs and competitive intelligence to inform strategic decision-making.

Required Skills & Competencies

Hard Skills (Technical)

Expert-level knowledge of retirement income products, particularly variable, registered index-linked, fixed, and immediate annuities.
Proficiency with financial planning and illustration software (e.g., Morningstar, Zephyr, eMoney, MoneyGuidePro).
Strong understanding of portfolio construction, asset allocation, and modern portfolio theory as it applies to decumulation.
Deep familiarity with tax regulations and implications surrounding retirement accounts (IRA, 401(k)), RMDs, and non-qualified assets.
Active FINRA Series 7 and 63 (or 66) licenses are mandatory.
Proficiency in using CRM software (Salesforce preferred) to manage sales activities and advisor relationships.

Soft Skills

Exceptional consultative communication and active listening skills, with the ability to diagnose underlying needs and build trust quickly.
Polished presentation and public speaking abilities, capable of engaging audiences of varying sizes and levels of expertise.
Superior problem-solving and analytical skills, with a talent for simplifying complex information into actionable strategies.
Innate ability to build and maintain strong, long-lasting professional relationships.
A highly motivated, proactive, and competitive mindset, driven by achieving individual and team goals.
High emotional intelligence and empathy, crucial for understanding the sensitive nature of retirement planning for end-clients.
Resilience and the ability to thrive in a fast-paced, target-driven environment.

Education & Experience

Educational Background

Minimum Education:

Bachelor's Degree

Preferred Education:

MBA or advanced industry designations such as Certified Financial Planner (CFP®), Retirement Income Certified Professional (RICP®), or Chartered Financial Consultant (ChFC®).

Relevant Fields of Study:

Finance
Economics
Business Administration
Communications

Experience Requirements

Typical Experience Range:

5-10 years in the financial services industry.

Preferred:

Direct experience in an internal or hybrid wholesaling role, as a financial advisor, or in another advisor-facing consultative position with a demonstrated focus on retirement income products and strategies.