National Account VP

Job Summary

This position will report to the National Distribution, VP. This position will work with many long established relationships in a leadership account management function. In addition, this role is expected to foster production through developing existing accounts and onboarding new accounts. Primary expectations include training distributors on products, sales ideas, and procedures through seminars and meetings, recruiting new accounts, negotiating appropriate contract levels, developing sales and marketing plans. This position will lead a team of National Account Managers, and help develop a schedule and performance matrices' for their assigned team. An ability to work weekends and evenings is required. This position will help direct the activities of home office sales support to achieve stated production goals and sales objectives.

Duties & Responsibilities

• Account management and wholesale activities such as; product promotion, partnership promotion, internal projects, and contract integrity.
• Recruit Key Accounts that meet the stated company profile with the ability to generate meaningful sales volumes.
• Manage Key Accounts to appropriate contract levels, including increasing and/or decreasing contract levels.
• Maintain successful business relationships with Key Accounts through frequent communication and visitation. Develop business plans with Key Accounts. Encourage, support and participate in meetings and seminars that promote F&G. Develop knowledge of specific account requirements as they relate to Home Office service capabilities and procedures. Coordinate special needs of Key Accounts in interfacing successfully with the Home Office. Frequent travel is required (including weekends) and travel and entertainment expenses must be reasonable and within guidelines established by management.
• Provide direction to the internal Sales Support team focusing on new account implementation and training. Coordinate action plans to assure complete coverage of Key Accounts, which represent high potential to the Company.
• Identify opportunities for, and coordinate the development of, consistent high quality presentations, and other promotional pieces in support of marketing efforts.
• Research, monitor and track competitors’ products and pricing and the impact they have on F&G’s competitive positioning. Contribute suggestions and competitive intelligence to the VP Key Accounts in design, positioning and opportunity.
• Prepare management reports as requested, to include activity reports and an extensive semi-annual review of Key Accounts.
• Effectively manage National Account Managers to ensure performance metrics are being met, and we are maximizing the teams efficiency.

Supervisory Responsibilities

This role has people leadership responsibilities, including managing performance, developing talent, and supporting engagement and team effectiveness.

Knowledge, Skills & Abilities

• Excellent verbal and written communication skills
• Excellent presentation skills
• Strong project management, organization and follow up skills
• Insurance industry knowledge
• Ability to foster effective working relationships within the organization and with key accounts
• Strong technology skills

Minimum Qualifications

• Bachelor's Degree; preferably in Business or Marketing

Years of Experience

• 10+ year of relevant experience in key account management
• Demonstrated success in sales, marketing and project management

License/Certification

• Industry recognized designation preferred such as CLU, ChFC or CFP.