Head of IA National Accounts

Job Summary

Head of IA National Accounts is a senior role that involves leading a team to build, grow and maintain strong relationships with National Accounts (NAs), and associated Networks.  Maintain executive-level relationships to ensure partnerships and collaborative market strategies with the leaders of these independent organizations to drive deeper more profitable relationships. While continuing to capitalize on the growth of the IA Channel (now the largest channel in the Personal Lines industry). 

Prospects for carrier Renewal Rights deals and large book rolls with National Agencies.  This will include building and refining a screen process. 

Lead the organization to profitably grow a $1.5B book of business that has a sprawling distribution footprint (27K storefronts).  The charter is to make that agency plant more productive, not necessarily to expand the number of local agencies. This will require engaging with National Networks & Brokers to partner with Heads of Zone to drive more production and deeper relationships at the local level.

Identify, vet and secure (when appropriate) relationships with emerging networks.  This will be done in collaboration with the Heads of Zone.

Essential Job Functions

•    Identifies, develops, and oversees implementation of sales plans and strategies that capitalize on emerging opportunities, and reacts to local and national market conditions. 
•    Negotiate compensation structure, both annual and tactical with key NAs. 
•    Leading and developing the national accounts team and modelling the company’s leadership standards.
•    Overseeing strategic customer relationships and maintaining relationships with industry professionals. 
•    Identifying new business opportunities and pitching collaborations to new clients.
•    Communicating business objectives across all markets ensuring alignment with company goals.
•    Secure Renewal Rights deals and larger book rolls
•    Increase productively at the local storefront level with key National Account Partners and heads of Zone.
•    Prospect and secure productive relationships with emerging networks
•    Strategic Planning: Develop and implement strategic account plans to achieve business objectives. Identify opportunities for growth and work with internal teams to develop solutions to support Foremost goals.
•    Expands distribution network as needed to support plan objectives.
•    Client Relationship Management: Develop and maintain strong, long-term relationships with key accounts. 
•    Market Analysis: monitor market trends and competitor activities. Provide insights and recommendations to senior management. 
•    Cross-Functional Collaboration: Deliver on goals and objectives to the IA channel though active, collaborative interaction with all product management, service operation, underwriting, finance, IT and legal departments. 
•    Team Leadership and Development: lead, mentor and develop a team of account managers. Provide guidance, support and performance feedback to ensure team and individual goals are met. 
•    Industry Engagement: maintains active engagement with the industry groups and participate in account specific events.  
•    Prospect and secure Renewal Rights & Larger book rolls

Education Requirements

Bachelor's degree or equivalent experience.

Experience Requirements

•    Experience developing and managing budgets effectively.
•    Effective negotiation skills.
•    Demonstrated success in hiring, training, coaching, mentoring and appraising personnel. Ability to develop a deep bench of talent for both the short term and longer term.
•    Demonstrated success in developing & delivering effective presentations and working with key national accounts. 
•    Strong creative, strategic, analytical, organizational, and personal sales skills.
•    Ability to convey complex subject matter clearly and engagingly.
•    Knowledge of insurance industry and carrier competitors as well as agency and insurance company operations are required.  
•    Ability to develop a strategic plan and oversee successful implementation is a base expectation. 
•    An established network of industry contacts is highly recommended.
•    Ability to work effectively with decentralized, geographically dispersed sales force and agency distributors is needed.