National Accounts Manager, IMO Distribution

Job Summary

Activity will be through Fidelity and Guaranty’s (F&G) Annuity distribution channels, primarily independent sales channel of MGA’s, BGA’s and Independent Marketing Organizations (IMO)

This position, while responsible for developing new and existing relationships, will provide equal level of pro-active, high-end support to the National Account VP and key accounts. Understanding and mastering F&G’s processes, systems, and resources is very important to the role. The position produces meaningful and actionable sales reports using existing systems and resources.

This position will be expected to be a significant, highly personalized resource to many sales accounts. This position is mainly for marketing personnel, back office staff, and key agents within the IMO. It also involves identifying which Power Partners have experience working with small to mid-size broker-dealers and registered investment advisors (RIAs).The incumbent in this role is expected to master F&G’s products, and have a high working knowledge of competitor’s products in order to compare and contrast features and benefits. This position requires travel to support IMO field distribution efforts including but not limited to attending conferences, main stage and board room presentations.

The National Accounts Manager will develop and work toward meeting or exceeding an account sales plan, in collaboration with the National Account VP.

This role will engage across organizational levels with the principal, the marketer, and the back office/operations in supporting and growing sales through IMOs. The principal level requires gaining trust and commitment from agency leadership as well as developing marketing and sales plans that demonstrate active marketing of F&G -Annuity products. The marketer level involves building working relationships by providing training and support on F&G Annuity products. Working with the back office, this position will facilitate operational needs with resources of F&G. In all levels, the incumbent is expected to be the primary company resource.

This position will help direct the activities of home office sales support to achieve stated production goals and sales objectives. This position works very closely with other sales team members, marketing & operations.

This position reports directly to the National Account VP, IMO Distribution.

Duties and Responsibilities

• Demonstrate thorough, in-depth knowledge of company products, practices and procedures.
• Conduct new account installations (how to do business with F&G) and provide marketing support to IMO internal and external marketers with tools such as webinars, conference calls, PowerPoint, etc.
• On an ongoing basis, profile and document IMO approach, strategies, personnel, production, etc. through business profiles. In person sales activities include: principal planning meetings, marketing meetings, training seminars, boot camps, agent conferences, back office training meetings, joint phone calls or appointments. Develop expert knowledge and proficiency in company applications including commission systems, company VDI, Salesforce, illustration software and F&G’s producer portal, SalesLink.
• Manage relationship, sales and marketing expectations for Independent Marketing Organizations (IMOs), and other high potential agencies – known collectively as “key accounts”.
• Recruit key accounts that meet the stated company profile with the ability to generate sales volumes necessary to validate the MGA compensation.
• Make recommendations, to the National Account VP, on appropriate contract levels, including increasing and/or decreasing contract levels, and on appropriate incentives necessary to build distribution networks.
• Maintain successful business relationships with key accounts through frequent communication and visitation. Develop and record on company networks business plans with key accounts. Encourage, support and participate in meetings and seminars that promote Fidelity & Guaranty Life. Develop knowledge of specific account requirements as they relate to home office service capabilities and procedures. Coordinate special needs of key accounts in interfacing successfully with the home office. This position will require approximately 50% travel. It is also expected that significant time is spent in the home office. Travel and entertainment expenses must be reasonable and within guidelines established by management.
• Identify opportunities for, and coordinate the development of, consistent high-quality presentations, and other promotional pieces in support of marketing efforts. Monitor and track competitors’ products and positioning and the impact they have on F&G competitive positioning. Contribute suggestions and competitive intelligence for effective product positioning to the National Account VP, IMODistribution.
• Utilize a channel-agnostic approach in discovery process working with IMOs and Broker Dealers, ensuring that we offer solutions that are valued most by each potential distributor.
• Prepare management reports as requested, to include activity reports and an extensive semi-annual review of key accounts.
• Other duties and special projects, as assigned, by the National Account VP or senior level management.

Experience and Education Requirements

• Bachelor's degree required preferably in Business or Marketing or equivalent to appropriate years of job experience
• 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.
• Demonstrated ability to work within a home office environment
• Prefererably bilingual in Spanish

Knowledge, Skills & Abilities

• Excellent verbal and written communication skills
• Excellent presentation skills, product and competitor knowledge
• Strong project management, quarterly business planning, organization and follow up skills
• Insurance industry knowledge
• Ability to foster effective working relationships within the organization and with key accounts
• Strong PC skills

Other Requirements

• Perform other functions, duties and projects, as assigned
• Regular and punctual attendance
• Approximately 60% travel is required including many nights and weekends.

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