National Account Executive

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Date: Jul 27, 2022

Location: Remote, IL, US

Company: New York Life Insurance Co

 

When you join New York Life, you’re joining a company that values career development, collaboration, innovation, and inclusiveness. We want employees to feel proud about being part of a company that is committed to doing the right thing. You’ll have the opportunity to grow your career while developing personally and professionally through various resources and programs. New York Life is a relationship-based company and appreciates how both virtual and in-person interactions support our culture.

 

GBS

 

 

The National Account Executive (NAE) holds primary responsibilities for the strategic account management large and/or complex national accounts. The NAE will develop and execute strategies in support of assigned client’s benefit programs and administration in connection with New York Life Group Benefit Solutions products and services. They will focus on implementing sales strategies to achieve revenue targets through selling new business to existing accounts. Through partnership and active engagement with their internal matrix partners, the NAE effectively manages business relationships and collaborates and communicates across all product/operational lines, as necessary, to ensure that systems and processes are in place to meet their client's needs.

 

Responsibilities

 

  • Manage a disciplined account engagement process which is comprised of goals, strategies to achieve goals, and tactics to support execution of strategies to manage, maintain, and grow a book of business
  • Develop deep customer relationships to facilitate intimate knowledge of our customers' objectives
  • Assume role of trusted strategic consultative partner of our customers 
  • Travel is required at a minimum of 25%
  • Develop and execute on book of business plans for meeting annual National Account goals for persistency, profitability, rate renewal actions, and referrals
  • Exude self-motivated ownership of results, continually acting with a sense of urgency to ensure that results are attained, if not exceeded
  • Exemplify internal and external leadership
  • Embrace culture of learning and continuous improvement
  • Champion perpetual change to ensure that we anticipate market trends and offer industry-leading products and services
  • Active participation at pre-sale meetings and finalist presentations to communicate the National Account Management philosophy 
  • Identify and develop credible referral opportunities. Partner with Sales by providing producer/customer data and insight to improve sales success rate
  • Effectively manages, in conjunction with the implementation team, the on-boarding of new sold cases and additional lines of coverage sold to existing accounts. National Account Executives will oversee the following:
    •  Ensures timely and effective meetings with client/producer to obtain all necessary information and requirements for complete and accurate sold case installation
    •  Sets appropriate expectations with clients and producers with a focus on contract provisions and any potential exceptions
    •  Works with the National Account to effectively communicate guidelines and expectations for Account Administration
    •  Ensures coordination of internal business partners in order to deliver on their clients needs
  • Effective Customer Service Administration and Issue Resolution: All National Account Executives will partner with their National Account in oversight of the following:
    •  Service requests
    •  Issue Resolution
    •  Contract changes
    •  Administrative questions
  • Routine Customer/Producer Interface:
    •  Effectively plans quarterly client meetings with a specific pro-active agenda
    •  Promotes Value Added services and new initiatives
    •  Ensures contract features and benefits meet clients ongoing needs and will make recommendations for change where appropriate
    •  Keeps abreast of clients changing benefits/HR needs/corporate landscape
    •  Identifies and coordinates annual enrollment activity and communication requirements
    •  Actively supports book of business growth objectives by identifying and pursuing opportunities for new and/or increased lines of coverage in conjunction with Sales
    •  Partners with Sales to educate and develop relationships with producers and their staff
  • Effective Renewal Coordination, Evaluation, and Presentation:
    •  Coordinates renewal requirements for assigned cases working in conjunction with Sales and other internal disciplines including underwriting and claims with the objective of ensuring a successful renewal process and outcome
    •  Utilizes trends and analysis to develop a consultative product review along with an insightful financial analysis
    •  Proactive partnership with underwriting to identify cases with rate guarantee extension potential 12+ months prior to renewal
    •  Understand and embrace the National Account Experience with constant input on its evolution
    •  Primary focus on persistency results and an innate understanding of how these results affect bottom line
    • Detailed post mortems for any cancelled cases

 

Qualifications

 

  • 4 year college degree required or equivalency
  • Significant years of experience in Account Management or Underwriting experience
  • Group Life Health Sales License required
  • Has working knowledge of the market segment, industry, products and services
  • Financial/Underwriting acumen, technical knowledge and analytical skills with effective presentation capabilities
  • Knowledge of competitor's group insurance products, provisions, and overall philosophy with the ability to leverage our competencies to further support profitability and sales objectives

 

Key Competencies

 

  • Job Knowledge: Understands customer requirements and maintains an up to date familiarity with products/services
  • Influencing: Is willing to state opinions assertively, writes and speaks clearly and concisely, can explain the same idea to people of many levels and backgrounds, and delivers messages in a positive manner
  • Accountability: Takes ownership of goals and objectives, is accountable for own decisions, and honors both internal and external commitments. Takes immediate and independent action to suggest improvements, sets high standards, and works diligently to achieve segment objectives
  • Creative Problem Solving: Creates innovative solutions to customer challenges, looks for new ways to accomplish objectives, is good at conceptual thinking, and takes the extra step to deliver the highest level of customer service

 

#LI-LS1

#LI-REMOTE

 

Recognized as one of Fortune’s World’s Most Admired Companies, New York Life is committed to improving local communities through a culture of employee giving and volunteerism, supported by the Foundation. We're proud that due to our mutuality, we operate in the best interests of our policy owners. We invite you to bring your talents to New York Life, so we can continue to help families and businesses “Be Good At Life.” To learn more, please visit LinkedIn, our Newsroom and the Careers page of www.NewYorkLife.com.

Job Requisition ID: 87180

 

 

 


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