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Account Executive (existing account sales)

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Our client offers a leading software / technology based Voluntary Benefits Solution.

Seeking an Account Executive to represent the solutions, strategies, and capabilities to our existing client, strategic partner and broker relationships.  In this role, you will own a book of business and be accountable for all facets of your dedicated Client relationships.  You will be the Client’s go-to lead – supported by our Account Management team – for ongoing client strategy, servicing, communication, escalations, industry trends and insights, adding additional products and services, etc. You will have the ability to access and leverage internal resources, as well as our broker and provider partners, to help you achieve your goals. Your primary business tools will be Google Suite, Microsoft Office, Salesforce and other proprietary internal tools.

 

You will need to be a self-starter, and able and eager to develop long-standing relationships with high-level human resources/benefits leaders and executives to ensure that is meeting and exceeding our Clients’ expectations.  Therefore, deep product knowledge and placement strategy in the voluntary benefits industry is essential to being successful in this role.  If this sounds like you, read on…

Your Mission

  • Lead the strategic aspects of our existing client relationships, which will include using data-driven, industry insights to make appropriate recommendations to Clients, in order to expand and enhance the voluntary benefits experience for their employees
  • Mine your existing Clients to identify opportunities for additional products and services, leveraging both Salesforce and our internal sales enablement resources to grow your book of business
  • With the support of our Account Management team, address any issues or concerns that arise and escalate to appropriate internal and external teams as necessary
  • Work closely with carrier/provider contacts as it pertains to Client strategy, experience, and issues or reporting needs
  • Direct internal resources to help manage carrier RFPs end-to-end for in-force sales opportunities
  • Manage the review and delivery of Client reporting

Recipe for Success

  • 10+ years’ experience in voluntary benefits relationship and/or account management roles, managing a sizeable book of business in the large account market (5,000+ employees)
  • 5+ years’ experience working in the group benefits industry (medical, dental, vision, disability, life, accident, critical illness, hospital indemnity, auto & home, etc.)
  • Demonstrated ability to assess and understand Clients’ overall benefit objectives, and successfully apply voluntary benefit concepts and solutions to help Clients achieve their benefit program goals
  • Evidence of ability to upsell assigned book of business with additional products and services
  • Ability to understand Client-specific and industry data, trends, and insights and effectively translate to Client needs and objectives
  • Ability to balance attention to detail with swift execution
  • Ability to form strong personal relationships with clients while maintaining a positive attitude with all stakeholders (clients, vendors, peers) even in difficult situations
  • A self-starting attitude – having the ability to identify and act on opportunities and manage them through the sale and implementation process
  • Proven ability to design, communicate, and execute sales growth plans
  • Proficiency with multiple online tools (in particular, Salesforce, G-Suite, Smartsheet and Microsoft Office)
  • Proficiency working with reporting data in Excel
  • Experience managing RFP processes with insurance carriers
  • Confident in client-facing situations, both remote and in-person
  • Strong written and verbal communication and documentation and follow-up skills

Cherries on Top

  • Experience with voluntary benefits (e.g. critical illness, accident insurance, hospital indemnity, legal plans, pet insurance, student loan refinancing, auto & home, etc.)
  • Experience at a technology company
  • Experience with payroll processing and voluntary benefits enrollment solutions
  • Experience with innovative, creative marketing


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