National Accounts Manager

Summary

Join Fidelity & Guaranty Life Insurance Company (F&G) as a National Accounts Manager and play a pivotal role in expanding our annuity distribution channels, primarily through independent sales channels. You will cultivate and maintain strong relationships with key accounts, providing high-level support and strategic guidance. Mastering F&G's systems and resources is crucial, as you'll generate actionable sales reports and serve as a primary company resource for various sales accounts. This role demands a deep understanding of F&G's products and those of competitors, requiring approximately 50% travel to support field distribution efforts. Collaborate with the National Account VP to develop and execute account sales plans, engaging with principals, marketers, and back-office staff to drive sales growth. You will also contribute to the development of marketing materials and monitor competitor activities. This position reports directly to the National Account VP, IMO Distribution.

Requirements

• Bachelor's degree required preferably in Business or Marketing or equivalent to appropriate years of job experience
• 3+ years of key account management experience
• Demonstrated success in sales and/or marketing functions
• Demonstrated ability to work within a home office environment
• 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
• Perform other functions, duties and projects, as assigned
• Regular and punctual attendance
• Approximately 60% travel is required, including some nights and weekends

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
• 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

Preferred Qualifications

• Industry recognized designation preferred such as CLU, ChFC or CFP
• Preferably bilingual in Spanish

Benefits

F&G believes in an employee-centric flexible environment, which is why we offer the ability for in-office, hybrid and remote work arrangements