GENERAL PURPOSE OF THE JOB:
The Head of National Accounts is responsible for building and leading the Eagle Life key accounts team to onboard new firms and increase our visibility and shelf space within existing ones, including focus on the headquarters of new and existing firms while coordinating closely with wholesalers' activities and areas of sales opportunities. The incumbent leads the establishment of new selling agreements, integrating with their respective product platforms, negotiating revenue share arrangements, aligning marketing strategies, and partnering on conference support. The Head of National Accounts proactively leads a joint company-strategic account planning process that develops mutual performance objectives, financial targets, and critical milestones over a multi-year period.
ESSENTIAL DUTIES AND RESPONSIBILITIES:
Builds a team of national account associates to prospect, qualify and generate new financial institutions (banks and broker dealers) to market Eagle Life's suite of annuity solutions.
Develops and maintains strong relationships with decision makers at financial institutions to consistently uncover opportunities for Eagle to increase our visibility and sales capabilities.
Works alongside the President of Eagle Life to develop strategic sales plans, go to market strategies, operational efficiencies, and marketing alignment with key firms.
Works with executive management to assure that Eagle Life account acquisition plans support overall corporate multi-year plans around ROA and ROE.
Manages Eagle Life's efforts around operations, technology and communications on how we best integrate with firms, including bifurcating dedicated resources to ensure that we are managing AEL and Eagle Life interactions with intermediaries appropriately.
Keeps executive management informed by preparing weekly reports, creating presentations, interpreting information, and making recommendations.
Collects and analyzes industry data to learn more about customer behavior to support future product design and firm product desires.
Regularly attends industry events and roundtables to build stronger alliances with firms and centers of influence.
Serves as integral to the achievement of the overall sales plan which includes profitability, mix of business, and growth trajectory.
This position will have direct report team members assigned to support the needs of our various bank and broker dealer partners.
EDUCATION AND/OR EXPERIENCE:
Bachelor's degree (B.A.) from a four-year college or university in business administration, marketing or related field; plus ten (10) years of progressively responsible related account acquisition experience in annuity or asset management sales within the financial services industry, including five (5) in a leadership role; or equivalent combination of education and/or experience.
Must have a robust list of contacts with firm gatekeepers with numerous financial institutions.
CERTIFICATES, LICENSES, PROFESSIONAL DESIGNATIONS:
Must be 6 or 7 series licensed along with a supervisory principal series 24.
KNOWLEDGE, SKILLS AND ABILITIES:
Mastery of annuities, asset manager partners, and various dynamics between the many distribution channels. This would include banks, broker dealers, wire-houses, career agency, and RIAs.
A proven leader in the industry for both national account acquisition and team building.
Must be a highly motivated self-starter and results driven individual.
Dynamic personality with a drive to reach and close key decision makers.
Ability to prepare and effectively present information to financial institutions, executive management, public groups and other key stakeholders.
Exceptional communication, negotiation and interpersonal skills.
Ability to successfully handle pressure, multi-task, adapt to change and meet deadlines in a fast-paced agile work environment.
Willing and able to put in more hours than a typical workday when necessary.
Ability to use sound and accurate judgment in identification and resolution of conflicts with our firms.
Mathematical skills and strong attention to detail.
Ability to work cooperatively and successfully with employees, customers, and other outside third parties.
Strong organizational and planning skills.
Proficient in the use of Microsoft Office Suite.
Overnight travel required when necessary.