Disability Income (DI) Specialist

The Disability Income Wholesaler is a sales-support and business-development role within Vista’s Design Center, supporting the “Protect” pillar of our Plan, Protect, Grow approach. As the firm’s dedicated DI resource, you will own disability income case design and advisor support end to end, working alongside the Design Center’s life, annuity, and planning specialists to deliver a coordinated advisor experience. You will be the go-to resource for DI illustrations, case design, sales support, and product positioning—driving DI production across the organization and helping advisors bring income protection into every client conversation—from new professionals and physicians to business owners and executives.

Key Responsibilities

• Serve as the primary internal point of contact for advisors on individual DI, business overhead expense (BOE), disability buy-out (DBO), key person, and multi-life/executive carve-out cases
• Run DI quotes and illustrations, recommend riders and benefit structures, and prepare client-ready proposal summaries
• Proactively outbound-call advisors to generate DI activity, identify opportunities in existing client bases, and drive cross-sell from life, planning, and wealth management relationships
• Partner with advisors and teams for point-of-sale expertise when required
• Partner with New Business Coordinators and the Sales Execution team, who own application tracking and underwriting follow-up; step in on complex or escalated underwriting questions when your DI expertise is needed
• Partner with firm leadership to drive DI campaigns and specialty-market initiatives, taking ownership of the firm's DI production goals.
• Collaborate with Design Center teammates so DI is built into integrated case designs alongside life insurance, annuities, and financial planning recommendations.
• Deliver DI training to new hiring classes and senior advisors through lunch-and-learns, joint work, and case reviews.

Qualifications

• Bachelor’s degree
• 2+ years of experience in insurance sales support, case design, internal wholesaling, or brokerage; disability income experience strongly preferred
• Active Life & Health license (or ability to obtain within 90 days)
• Working knowledge of DI product features: own-occupation definitions, benefit periods, elimination periods, residual/partial benefits, COLA, and future increase options
• Strong communication skills with a consultative, proactive approach to advisor relationships
• Highly organized, detail-oriented, and comfortable managing multiple cases and deadlines
• Proficiency in Microsoft 365 (Excel, Outlook, Teams); CRM and quoting software experience a plus

Preferred

• FINRA SIE / Series 6 or 7, or professional designations such as CLU, ChFC, or DI-specific training
• Experience with MassMutual DI products and new business processes

What Success Looks Like

• Seamless continuity of DI support for advisors, with illustrations, case design, and sales support fully established within the Design Center.
• Increased number of advisors writing DI and growth in submitted and placed DI premium
• Faster illustration and case design turnaround, with clean handoffs to New Business and Sales Execution
• DI integrated into financial planning and new advisor development workflows

Compensation & Benefits

Competitive base salary plus a production-based incentive tied to agency DI results. Comprehensive benefits including medical, dental, vision, 401(k), paid time off, and ongoing professional development and licensing support.