National Accounts Manager, Brokerage

Summary

Activity will be through F&G Life’s ’s distribution channels, primarily independent sales channel of MGA’s, BGA’s, & Independent Marketing Organizations. 

This position while responsible for developing new and existing relationships will provide equal level of pro-active, high-end support to the National Distribution, VP.  Understanding and mastering F&G Life's products, processes, systems, and resources is very important to the role.  The position produces meaningful and actionable sales reports using existing systems and resources. 

You will be expected to be a significant, highly personalized resource to many sales accounts.  This is primarily for IMO marketing personnel, back office staff and key agents.  You are expected to master F&G Life’s ’s products, and have a high working knowledge of competitor’s products in order to compare and contrast features and benefits.    

In performing the account management role, you will travel to existing relationships and foster new ones.  In collaboration with your accounts and the National Distribution, VP, you will develop and work toward an account sales plan.  You will be expected to meet or exceed the plan.

You will engage with three organizational levels in supporting and growing sales through IMOs: the principal level, the marketer, and the back office/operations.    The principal level requires gaining trust and commitment from owners and/or senior managers as well as developing marketing and sales plans that demonstrate active marketing of F&G Life’s life products.  The marketer level involves building working relationships by providing training and support on F&G Life’s  life products.   Working with the back office, you will facilitate operational needs with resources of F&G Life’s .  In all levels, you are expected to be the primary company resource. 

This position will help direct the activities of home office sales support to achieve stated production goals and sales objectives.  This position works very closely with other sales team members, marketing & operations. 

Organization

This position reports directly to the National Distribution, VP.

Duties and Responsibilities

Demonstrate thorough, in-depth knowledge of company products, practices and procedures.

Conduct new account installations (how to do business with F&G Life’s ) and provide marketing support to IMO internal and external marketers with tools such as WebX, conference calls, Powerpoint, etc. 

Profile and document IMO approach, strategies, personnel, production, etc. through Business Profiles. In person sales activies include: principal planning meetings, marketing meetings, training seminars, boot camps, agent conferences, back office training meetings, joint phone calls or appointments.  Develop expert knowledge and proficiency in company applications including commission systems, company intranet, SalesNet, Salesforce, illustration software, Apple applications. 

Manage relationship, sales and marketing expectations for Independent Marketing Organizations (IMOs) and other high potential agencies – known collectively as “Key Accounts”.

Recruit Key Accounts that meet the stated company profile with the ability to generate sales volumes necessary to validate the MGA compensation and Power Partner bonus schedule.

Manage Key Accounts to appropriate contract levels, including increasing and/or decreasing contract levels, and making recommendations to National Distribution, VPon appropriate incentives necessary to build distribution networks. 

Maintain successful business relationships with Key Accounts through frequent communication and visitation.  Develop and record on company networks business plans with Key Accounts.  Encourage, support and participate in meetings and seminars that promote Fidelity & Guaranty Life.  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.  This position will require approximately 50% travel.  It is also expected that significant time is spent in the home office.  Travel and entertainment expenses must be reasonable and within guidelines established by management.

Identify opportunities for, and coordinate the development of, consistent high quality presentations, and other promotional pieces in support of marketing efforts. Monitor and track competitors’ products and positioning and the impact they have on Fidelity & Guaranty competitive positioning.  Contribute suggestions and competitive intelligence for effective product positioning to the National Distribution, VP.

Prepare management reports as requested, to include activity reports and an extensive semi-annual review of Key Accounts.

Other duties and special projects as assigned by the National Distribution, VP or senior level management.

Experience & Education

• Bachelor's degree preferred, preferably in Business or Marketing.
• Industry recognized designation preferred such as CLU, ChFC or CFP.
• 3+ years of key account management experience.
• Demonstrated success in sales and/or marketing functions.
• Demonstrated ability to work within a home office environment.

Job skills and Knowledge

• 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 PC skills

Physical Demands and Work Environment

Approximately 50% or more travel is required.   

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