Manager, Strategic Accounts
About The Position
The Manager, Strategic Accounts oversees a portfolio of key accounts and supervises Strategic Account Specialists, developing the account management function and growing and retaining key accounts throughout the sales process. The role includes people management, including coaching, performance and corrective action discussions, and fostering a positive work culture. The manager uses strategic and innovative approaches to meet annual quota goals, communicates with clients to understand their needs and explain product value, and builds relationships based on trust and respect. The position collaborates with internal departments to fulfill client needs, analyzes market and account data, maintains accurate case-load and account records, resolves complaints, improves processes to prevent further issues, identifies industry trends, and communicates and delegates action plans across the sales organization. Light travel of approximately 30% is required.
Requirements
- High school diploma, GED, or equivalent education required.
- At least 5 years of experience in a sales or account management position required.
- Advanced industry experience with expertise in a specific skill set or business area required.
- Knowledge of MSA terminology, workers’ compensation, and liability cases.
- Ability to solve complex account management, sales, and prospective-client issues.
- Ability to educate clients and prospective clients and manage and build relationships.
- Excellent written and verbal communication skills.
- Workers’ Compensation and/or Medicare Set Aside subject matter expertise, including deep domain expertise in post-settlement administration for workers’ compensation and liability cases; ability to explain the subject to others in writing and verbally and serve as a resource for Sales Operations and Member Care Services.
- Ability to navigate multiple systems, including MS Office Suite (Word and Excel), CareHub, Adobe, and Salesforce products.
- Proven sales strategy experience resulting in significant client relationship growth.
- Must be legally authorized to work in the United States full-time without employer sponsorship to commence employment.
Nice To Haves
- Bachelor’s degree in a related field, or equivalent demonstrated through a combination of work experience, training, military service, or education.
- Experience in workers' compensation and liability, settlement administration, Medicare Set Asides, or related insurance industries.
- Prior people leadership and change management experience.
Responsibilities
- Oversee a list of key accounts and supervise a team of Strategic Account Specialists.
- Develop the account management function and grow and retain key accounts throughout the sales process.
- Manage people, including coaching, facilitating performance and corrective action discussions, and fostering a positive work culture.
- Use strategic and innovative approaches to meet annual quota goals.
- Communicate with clients to understand their needs and explain product value.
- Build client relationships based on trust and respect.
- Collaborate with internal departments to fulfill client needs.
- Collect and analyze data to position products and services in the market.
- Maintain accurate records of potential case load and account notes.
- Resolve complaints and prevent additional issues by improving processes.
- Identify industry trends.
- Communicate and delegate action plans throughout the sales organization.
- Travel lightly, approximately 30%.
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What This Job Offers
Job Type
Full-time
Career Level
Manager
Education Level
High school or GED
