Director - National Accounts SE

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 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%

 

The expected hiring range for this position is $118,010.00 - $157,520.00 annually for work performed in the primary location (Atlanta, GA). This expected hiring range covers only base pay and excludes any other compensation components such as commissions or incentive awards. The successful candidate’s starting base pay will be based on several factors including work location, job-related skills, experience, qualifications, and market conditions. These ranges may be modified in the future.

Work location may be flexible if approved by the Company.

What We Offer

At Reliance Matrix, we believe that fostering an 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 – new hires start with at least 20 days of PTO per year in addition to nine company paid holidays.  As you grow with us, your PTO may increase based on your level within the company and years of service. 
• Volunteer days, community partnerships, and Employee Assistance Program
• Ability to connect with colleagues around the country through our Employee Resource Group program

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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