Affinity Account Executive

Job Summary

• This position is accountable for the Affinity revenue growth and profitability from the development and management of small to medium Affinity group cases within the personal lines’ insurance business.
• Demonstrates a strong understanding of institutional sales and B-B-C (business to business to consumer) sales channels.
• Ability to create, plan and articulate programs that help National Affinity Groups drive membership value utilizing Farmers products and services. Analyzes, plans and targets institutional level Group Affinity prospects.
• Thoroughly vets prospects with product, underwriting, legal, finance and marketing teams to ensure the business written through the Affinity will drive profitable growth for the organization.
• Leads all new Affinity Group sales activity throughout their Assigned Territory. Responsible for the attainment of profitable, enterprise level sales of the personal lines, Group Direct business.
• Partners with product and underwriting teams to assess business risk and seeks to improve profitability via rate and tiering changes, addition of valued groups and removal of groups that are detrimental to the Affinity business.

Essential Job Functions

• Heavy prospecting activities include weekly cold calling, appointment setting, email, LinkedIn, and customer reference requests to drive first sale business opportunities. Develops detailed individual business plans including action plans for sponsors, brokers, consultants, and direct prospecting activities.
• Identifies and build relationships with key brokers, third-party administrators (TPAs), and consultants in market. Acts as a trusted advisor by small - medium key accounts, brokers, consultants, customer stakeholders and executive sponsors. Develops new business with existing clients, brokers, and consultants. Identifies areas of improvement to meet sales quotas. Ensures timely and successful delivery of our solutions according to customer needs and objectives. Facilitates the account onboarding process by ensuring that all underwriting, marketing, legal, financial and account management partners are brought together for a smooth new case launch.
• Collaborates with marketing, finance, and Head of Affinity to determine ideal marketing strategies, budgets, and annual calendaring of go to market strategies to drive second sales, based on production and demographic data. Analyzes and monitors the financial performance of each of their Group Affinity cases. Partners with the account management team to provide ongoing reports to clients and management.
• Clearly communicates the progress of monthly and quarterly initiatives to internal and external stakeholders. Oversees small and mid-size Affinity group cases and provides subject matter expertise to our most profitable cases. Partners with product, account management, underwriting, and the Head of Affinity to retain all cases that are desirable for persistency and eliminate those cases that are detrimental to profitable growth.
• Provides regional and national competitor and product intelligence to underwriting and product teams to support target market initiatives. Negotiates terms of new affinity programs, in partnership with legal, underwriting and management. In partnership with account management and operations, drives implementation of new agreements, from contracting through account kickoff. Performs other duties as assigned.

Physical Actions

• This role, whether performed virtually or in an office setting, will include normal and customary distractions, noise, and interruptions. Sits or stands for extended periods of time, up to a full work shift. Occasionally reaches overhead and below the knees, including bending, twisting, pulling, and stooping. Occasionally moves, lifts, carries, and places objects and supplies weighing 0-10 pounds without assistance. Listens to, interprets, and differentiates auditory information (example others speaking) at normal speaking levels with or without correction. Visually verifies and reads information. Visually locates material, resources and other objects. Ability to continuously operate a computer for extended periods of time, up to a full work shift. Physical dexterity sufficient to use hands, arms, and shoulders repetitively to operate keyboard and other office equipment up to a full work shift.

Education Requirements

• High School Diploma or equivalent required.
• Bachelors degree preferred.
• CPCU and other industry designations preferred.

Experience Requirements

• Minimum three years of job related experience required with extensive knowledge of insurance products and the Business to Business to Consumer sales processes.
• Proven track record of achieving and exceeding Institutional Group sales goals with ever increasing volumes and objectives required.
• To perform this job successfully, an individual must be able to perform each essential duty satisfactorily.
• The requirements listed below are representative of the knowledge, skill, and/or ability required.
• Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
• Deep relationships within Affinity marketplace with brokers, consultants, and influencers preferred.

Additional Qualification

• Must obtain/maintain P&C license with 30 days of hire.