Director - National Accounts

Phoenix, AZ, United States

Job Responsibilities And Requirements

The Director - National Accounts will be responsible for the execution of national client retention and growth strategy (cross-sell) for our National Accounts, consistent with Reliance Standard’s overall value proposition that achieves improved client persistency, improved competitive positioning, increased earnings growth, while expanding brand reputation in the market. This role will lead a team in the delivery of state of the art consultative solutions. Additionally, this position will have accountability for successful attainment of key metrics for his/her assigned team members. The Director will oversee day-to-day operations of the team, and will be responsible for the creation and execution of a business strategy for the National Account Manager team.

Account Management

Manages the market strategy to achieve the retention and growth plan

Achieves retention/membership growth and persistency goals

Ensures Client specific development plans are created and executed on by the Account Managers that report to them

Works with Account Managers to ensure the renewal process is managed accordingly and presentation process completed for assigned clients

Develops and maintains strong intelligence capability through customer/broker contact and formal competitive analysis

Achieves/exceeds earnings plan

Customer Centricity – Listens closely with empathy to the needs and experiences of customers and clients; responds to concerns with a sense of urgency; designs solutions with the end-user in mind

Operational

Completes all reporting requirements on time

Develops and executes tactical plans to achieve organizational objectives

Ensures the use of, and accurate and timely completion, SalesForce and all other organization reporting tools and resources

Monitors critical metrics/dashboards to identify operational strengths, weaknesses and opportunities for improvement

Successfully and strategically partners with all internal departments including National Accounts Implementation Leader, Middle Market field Leadership, Operations etc. for effective, efficient, profitable delivery of initial and ongoing client management

Champions for effective utilization of the National Accounts management tools, including the CRM database (Salesforce.com), as well as team compliance with the usage requirements and comprehension of the national accounts Client Reporting Package (CRP).

Business Acumen - Knows how businesses work; knowledgeable in current and possible future policies, practices, trends, technology, and information affecting his/her business and organization; deep knowledge of existing and emerging competition; is aware of how strategies and tactics work in the marketplace

Leadership

Works with each individual team member to build and execute individual development action plans

Coaches team in their individual development needs

Influential Leadership – Is skilled at getting individuals, teams, and other departments to embrace change; negotiates skillfully to achieve a fair outcome or promote a common cause; communicates a compelling vision and is committed to what needs to be done; inspires others; builds motivated, high-performing teams; understands what motivates different people

Assessing Talent – Ensures leaders recognize the development of internal talent is a priority; identifies succession candidates for key positions; shapes roles and assignments that leverage and develop people’s capabilities

Motivating Others – Creates a climate in which people want to do their best; can motivate many kinds of direct reports and team or project members; can assess each person's hot button and use it to get the best out of him/her; pushes tasks and decisions down; empowers others; invites input from each person and shares ownership and visibility; makes each individual feel his/her work is important; is someone people like working for and with.

Scope

Responsible for managing a team of 10 – 15 Account Managers

Accountable for a $350-400M book of business

Required Knowledge, Skills, Abilities And/or Related Experience

Bachelor’s Degree required, Master’s degree (MBA) preferred

8-10 years experience in a group insurance sales management, claims or underwriting role, including a minimum of 5 years demonstrated success in a National Accounts Management role (or equivalent experience) in the employee benefits industry.

Must have demonstrated superior capabilities in leadership, driver of existing business retention and growth plan execution, strong negotiation skills, management and an ability to successfully lead a multi-tiered team.

Knowledge of Reliance Standard and Matrix Absence Management products and systems strongly desired.

Knowledge of the group insurance market is required, including product knowledge in the areas of disability (LTD and STD), absence management and life insurance.

Proven success in field group insurance sales experience strongly preferred.

The ability to leverage influence throughout the organization (without direct authority), and to multi-task in a dynamic and complex environment is required.

Exceptional project management, financial and leadership skills are required.

Superior presentation skills are required.

Proficiency in Microsoft Excel and Word required.

Ability to Travel: Up to 50%

Hiring Range: $111,240.00 - $148,480.00 Salary

The hiring range listed in this posting represents the expected hiring range for work performed in the primary location (Phoenix, AZ). If this role is eligible for remote work, or will report to a different office than the one listed above, the hiring range may differ.

Work location may be flexible if approved by the Company.

What We Offer

At Reliance Matrix, we believe that creating a more diverse, equitable and inclusive culture allows us to realize more of our potential. And we can’t do this without our most important asset—you.

That is why we offer a competitive pay package and a range of benefits to help team members thrive in their financial, physical, and mental wellbeing.

Our Benefits:

An annual performance bonus for all team members

Generous 401(k) company match that is immediately vested

A choice of three medical plans (that include prescription drug coverage) to suit your unique needs. For High Deductible Health Plan enrollees, a company contribution to your Health Savings Account

Multiple options for dental and vision coverage

Company provided Life & Disability Insurance to ensure financial protection when you need it most

Family friendly benefits including Paid Parental Leave & Adoption Assistance

Hybrid work arrangements for eligible roles

Tuition Reimbursement and Continuing Professional Education

Paid Time Off, volunteer days, community partnerships, and Employee Assistance Program

Ability to connect with colleagues around the country through our Employee Resource Group program and our Diversity Equity & Inclusion Council

Our Values:

Integrity

Empowerment

Compassion

Collaboration

Fun

EEO Statement

Reliance Matrix is an equal opportunity employer. We adhere to a policy of making employment decisions without regard to race, color, religion, sex, national origin, citizenship, age or disability, or any other classification or characteristic protected by federal or state law or regulation. We assure you that your opportunity for employment depends solely on your qualifications.

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