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Number 54 on the Fortune Magazine 100 Best Places to Work.
Compensation Grade: S110
SUMMARY: Manage and establish sales objectives and performance of account executives for different customer segments nationally; develop and maintain strategic relationships with top tier national and regional brokerage firms, c-level executive and Fortune 500 companies. Leads the performance and achievement of the sales team through application of a consultative approach model. Drives participation in pet insurance products by developing and maintaining strategic relationships with clients that include high profile accounts, jumbo accounts, exchanges, and government agencies. Participates in the selection, training, coaching and evaluation of account executives. Manages work activities using Sales Force, completes and approves records and reports, and communicates compliance standards.
REPORTING RELATIONSHIPS: Reports to Director, Group Accounts
1.Responsible for driving participation in new and existing accounts, maintaining and furthering existing strategic business partner relationships to increase the growth of the voluntary benefit channel.
2.Evaluate and present recommendations for opportunities to drive participation through new and existing partnerships.
3.Compile and analyze detailed data and reports and provide updates and recommendations for best course of action to ensure sales targets are met.
4.Consider business issues related to growing the voluntary benefits channel to ensure increasing participation in existing groups which may require consulting with management, considering ROI models, and recommending effective actions.
5.Participate in planning and projecting quarterly and annual revenue and policy participation targets by region or based on account size and/or new business development opportunities in allocating leads and managing accounts.
6.Analyze market practices and industry trends in pet health care consumer demand and confer with sales leadership regarding
competitor activities, product enhancements, and marketing and sales development tactics.
7.Draft and deliver executive summaries and presentations for existing top tier clients and F500 companies in order to drive sales in new and existing accounts.
8.Lead the recruiting, selection, training, and evaluation of account executive sales staff; recommend staffing changes as needed.
9.Ensure field team has the necessary tools to effectively grow the channel through increasing participation; ensure an effective on-boarding training program.
10.Produce and analyze sales participation reports; evaluate continuing sales revenue and cost performance in relation to budget plan and determine where additional support is needed.
11.Set clear targets, objectives, and expectations; regularly monitor performance using standard metrics, informal and formal evaluations, and coaching; instill company culture and values; promote team selling and cooperation.
12.Complete administrative functions with high quality in a timely manner, such as expense reports, reporting, and evaluation records, budget and re-forecasting.
13.Collaborate with leaders, parent company and consultants to develop and implement sales compensation models for direct reports, regularly assessing their efficacy in delivering the desired results, both for business growth and employee engagement.
14.Review and negotiate contracts with both internal and external partners.
15.Work with marketing support team for enrollment roll-outs, digital collateral, campaigns and customized materials requests.
16.Prepare standardized materials in concert with sales management and legal staff for implementation by group accounts sales team.
17.Maintain an extensive working knowledge of the benefits landscape and property and causality insurance to ensure internal
products and technology align with the market.
18.Performs other duties as assigned.
TYPICAL SKILLS AND EXPERIENCES:
Education: Bachelor's degree in Business Administration, Marketing, Sales or a related field is preferred.
License/Certification/Designation: Possession of a valid driver's license, an acceptable driving record, and proof of insurance, as required by the company. If quoting, pricing, negotiating, or rating insurance, the employee must be able to attain a valid P&C (Property & Casualty) Insurance license along with the required appointment from the issuing insurance company. Licensed employees are expected to successfully complete at least 25 hours of continuing education each year. Employees must be able to frequently travel on company business.
Experience: Seven or more years of progressively responsible experience in sales, account management and/or relationship management, to include experience with managing and supervising associates in an insurance company or agency preferably in the health care industry.
Knowledge: Account management and opportunity development practices; proposal development and evaluation practices; sales pipeline management practices; long-term marketing penetration, sales development, and relationship building strategies; Nationwide pet insurance and competitor products and services; broker, TPA, and client networks within industry; pet insurance products, services, and standards; voluntary and payroll deduction employee benefit plans; health and property and casualty brokerage practices and third party administrators; ROI principles in sales decision making; principles of employee motivation, supervision, and evaluation; sales training methods and closing techniques.
Skills/Competencies: Evaluate business opportunities, broker networks, special markets, and account development potential; analyze account management practices, communications methods, and sales strategies to determine what changes are needed; exercise initiative in translating leads to business opportunities and accounts; independently organize and manage work tasks to achieve effective use of time; make persuasive presentations and communicate effectively with strategic partners, special market representatives, brokers, TPAs, clients, group accounts, staff, executive management, and other pet insurance representatives. Ability to read, analyze, and interpret general business periodicals, professional journals, and technical procedures. Ability to write reports, and business correspondence. Ability to speak in front of others, lead, and facilitate; and/or train small to large groups which include employees, policyholders, and outside groups. Ability to add, subtract, multiply, and divide in all units of measure, using whole numbers, common fractions, and decimals. Ability to solve practical problems and deal with a variety of concrete variables in situations where only limited standardization exits. Ability to interpret a variety of instructions furnished in written, oral, diagram, or schedule form.
Other criteria, including leadership skills, competencies and experiences may take precedence.
Staffing exceptions to the above must be approved by the hiring manager's leader and HR Business Partner.
Values: Regularly and consistently demonstrates the Nationwide Values and Guiding Behaviors.
Overtime Eligibility: Exempt (Not Eligible)
Working Conditions: Employees work in normal office and/or normal home office environments. Employees are expected to occasionally bend, stoop, reach, lift, and carry equipment, collateral, and materials used at vendor fairs, open enrollments, and trade shows, weighing up to 50 pounds. Some travel required with possible overnight stay.
ADA: The above statements cover what are generally believed to be principal and essential functions of this job. Specific circumstances may allow or require some people assigned to the job to perform a somewhat different combination of duties.
Credit Check: Due to the fiduciary accountabilities within this job, a valid credit check and/or background check will be required as part of the selection process.
Safety Sensitive (SS):
Evaluation Activity: 12/2014 EMT; Updated 10/2017 CLR
Additional Job Description
Job ID: 55869