National Accounts Manager, Independent Brokerage Life Sales

About the role

This position is responsible for developing new and existing relationships and providing proactive, high-end support to the National Accounts VP and key Specialty Brokerage accounts. You will master F&G processes, systems, and resources to produce meaningful and actionable sales reports. As a highly personalized resource, you will support IMO marketing personnel, back-office staff, key IMO principals, and agents. The role requires mastery of F&G products and a strong working knowledge of competitors' products to compare features and benefits.

You will travel to foster and grow relationships, collaborate on account sales plans, and engage with three organizational levels: principals, agents, and back-office/operations. The role involves attending conferences and meetings, including weekends and evenings, and requires approximately 50% travel.

Responsibilities

• Demonstrate thorough, in-depth knowledge of company products, practices, and procedures.
• Conduct new account installations and provide marketing support to Specialty Brokerage internal and external marketers using tools such as webinars, conference calls, and PowerPoint.
• Profile and document IMO approach, strategies, personnel, and production through Business Profiles.
• Engage in in-person sales activities, including principal planning meetings, marketing meetings, training seminars, boot camps, agent conferences, back-office training, and joint phone calls or appointments.
• Host webinars and attend conferences and meetings, including weekends and evenings.
• Develop expert knowledge and proficiency in company applications, including commission systems, company VDI, Salesforce, illustration software, and Apple applications.
• Manage relationship, sales, and marketing expectations for Independent Marketing Organizations (IMOs) and other high-potential agencies ("Key Accounts").
• Recruit Key Accounts that meet the company profile and can generate sales volumes to validate MGA compensation and Power Partner bonus schedules.
• Manage Key Accounts to appropriate contract levels, including adjusting contract levels and recommending incentives to the National Account VP.
• Maintain successful business relationships with Key Accounts through frequent communication and visitation.
• Develop and record business plans with Key Accounts on company networks.
• Encourage, support, and participate in meetings and seminars promoting Fidelity & Guaranty Life.
• Develop knowledge of specific account requirements related to Home Office service capabilities and procedures.
• Coordinate special needs of Key Accounts to interface successfully with the Home Office.
• Identify opportunities for and coordinate the development of high-quality presentations and promotional pieces.
• Monitor and track competitors' products and positioning, and contribute competitive intelligence for effective product positioning.
• Prepare management reports, including activity reports and semi-annual reviews of Key Accounts.
• Perform other duties and special projects as assigned by the National Account VP or senior management.

Requirements

• Bachelor's degree required, preferably in Business or Marketing.
• Industry-recognized designation preferred, such as CLU, ChFC, or CFP.
• 3+ years of key account management experience.
• Demonstrated success in sales and/or marketing functions.
• Excellent verbal and written communication skills.
• Excellent presentation skills.
• Strong project management, organization, and follow-up skills.
• Insurance industry knowledge.
• Ability to foster effective working relationships within the organization and with key accounts.
• Strong PC skills.
• Regular and punctual attendance.
• Demonstrated ability to work within a home office environment.
• Approximately 50% travel is required; travel and entertainment expenses must be reasonable and within management guidelines.

Work Environment

F&G offers flexible work arrangements, including in-office, hybrid, and remote options. During the hiring process, you will collaborate with your leader to determine the best arrangement for the role. F&G complies with federal and state disability laws and provides reasonable accommodations for applicants and candidates with disabilities.