Senior Account Growth Manager of Network Distribution

Legal & General America•Frederick, MD

101d•Remote

About The Position

At Banner Life Insurance Company, we lead with heart and ambition. Every day, we transform purpose into progress, guided by our unwavering commitment to be better for our customers, clients, and communities, not just today but long-term as well. Our people are the driving force behind everything we achieve. Their passion, purpose, and pursuit of innovation empower us to deliver cutting-edge solutions that support those we serve, ensuring we are here for you, here for good and striving for better. We’re a forward-thinking company energized by our work and how we show up for one another. Our culture is built on meaningful impact and genuine enjoyment, because we believe great work and great experiences should go hand in hand. By offering career development opportunities, comprehensive benefits, and programs that support your wellbeing, we help you thrive personally and professionally. We are here for you, here for good and here for better. The Senior Account Growth Manager of Network Distribution is a key leader and facilitator of the growth agenda at Banner Life. Working in partnership with the National VP, the Senior Account Growth Manager is responsible for achieving the established production, growth and profitability goals, while increasing market share within their assigned and newly established accounts, as well as growing, managing, and developing a sales team to support further channel growth. This is a high-growth position that offers the ability to learn and master many skills, including account management and growth, business development, data literacy and digital mindset. The Senior Account Growth Manager serves as primary account relationship manager, working directly with network marketing distribution, agency principals, sales and operations staff with a focus on identifying and implementing growth opportunities. Collaborate with the Digital Distribution channel leaders in providing support and business development activities for agencies assigned, and act as the dedicated internal sales support for these agencies, and external as needed. Act as a liaison to facilitate strong, direct working relationships between assigned agencies, Digital Distribution channel leaders, Relationship Managers (RM), IT, Operations and Underwriting.

Requirements

5-7+ years of life insurance carrier, IMO, or related field, experience
5-7+ years of B2B2C/B2B/D2C sales or relationship management experience
7+ years of industry experience, with at least 5 years in a customer contact sales role
Understanding of life insurance distribution channels and business models
Proven track record of sales success including account management and business development
Understanding of life insurance underwriting and operational management practices
Proven strategic thinker who is execution-oriented and willing to own projects
Passion for emerging technologies and market disrupting business models
Experience in reporting software such as Tableau or Power BI
Consultative sales and business development approach
Interpersonal skills to establish relationships with sources of intelligence within the company, the industry and within the Digital Distribution channel
Strong Management skills to develop a sales support team
Ability to communicate with all levels within the organization
Ability to manage multiple projects with focus on individual delivery dates
Ability to present or train small groups on key research findings
Ability to connect business benefit with initiatives for proper prioritization

Responsibilities

Assess the overall needs of assigned accounts, recommend, and implement growth initiatives that coincide with the business model and goals of assigned accounts.
Drive and collaborate innovation, research, and development activities of Banner Life and alignment of activities with growth initiatives of assigned accounts.
Serve as key relationship points of contact for assigned network marketing distribution, agency principals, sales and operations staff, keeping our customer at forefront of all discussions.
Develop client-specific project plans and work across cross-functional teams to include Sales, Marketing, IT, Operations and Underwriting to achieve prescribed revenue and growth goals. Achieve all internal and client deadlines to ensure successful implementation of key programs.
Track and report on results of growth initiatives and account activity with the goal of growing assigned accounts by 10x on an annual basis.
Monitors assigned distributors, network marketing distribution, affinities and FinTech intelligence to grow awareness of the competitive position Banner Life holds. Account intelligence includes business objectives, growth initiatives, marketing campaigns, primary markets, websites and other relevant data.
Work in collaboration with the National VP to assess new opportunities of distribution relationships. Work in tandem to onboard, train and launch network marketing distribution.
Promote Banner Life products and programs to assigned network marketing distribution, agency principals, sales and operations staff to include leadership, sales, marketing, operations and technology teams. Train and onboard staff during initial launch and ongoing training.
Organizing, facilitating, and leading in-person training sessions and meetings for key agents and leadership, with a focus on driving business growth
Support the National VP with integration planning and execution with Horizon digital platform.
Support the National VP with acquiring and analyzing industry intelligence from relevant sources to identify market size by product and channel, growth trends, geographic market share for Banner Life, and other industry data. Propose new opportunities expanding into new market segments.
Define and report the position LGA products, processes and platforms hold within the competitive landscape of assigned network marketing distribution.
Represent Network IMO’s in cross-departmental work groups and process improvement teams.
Provide data analysis of sales and marketing information for management and external partners. Collect, analyze and track data for results tracking and projection projects. Review and analyze data reports to identify trends and opportunities, then present actionable insights to key external leadership to support growth initiatives.
Work in close collaboration with Relationship Managers to monitor business inventory of issued and pending policies, proactively sharing information with agencies with a focus on improving placement.
Manage a team that serves as liaisons and escalation resources for agencies, connecting and facilitating hand-off to appropriate key contacts in other departments.