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.

• 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

• Completes all reporting requirements on time
• Develops and executes tactical plans to achieve organizational objectives
• Ensures the use of, and accurate and timely completion, Sales Force 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 (), 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

• 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.

• Responsible for managing a team of 10 – 15 Account Managers
• Accountable for a $350-400M book of business

• Bachelor's degree required, Master's degree preferred
• 8-10 years experience in a group insurance sales…