National Accounts Manager

Summary

Join Fidelity & Guaranty Life as a Key Account Manager, responsible for developing and maintaining relationships with Independent Marketing Organizations (IMOs) and other key accounts. You will provide high-level support to the National Accounts VP, creating and executing account sales plans, and exceeding sales targets. This role requires mastering F&G products and processes, proficiently using company applications, and strong communication and presentation skills. Significant travel (approximately 50%) is expected, involving various sales activities such as meetings, training, and webinars. You will collaborate with internal teams and home office staff to ensure smooth operations and achieve production goals. The position reports directly to the National Account VP, Specialty Brokerage Distribution.

Requirements

• Bachelor's degree required preferably in Business or Marketing
• 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
• Perform other functions, duties and projects as assigned
• Demonstrated ability to work within a home office environment
• Approximately 50% travel is required

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 Specialty Brokerage 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 activies include: principal planning meetings, marketing meetings, training seminars, boot camps, agent conferences, back office training meetings, joint phone calls or appointments
• You must have a willingness to host webinars and attend conference and meetings on weekends and evenings
• Develop expert knowledge and proficiency in company applications including commission systems, company VDI, Salesforce, illustration software, Apple applications
• 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 and Power Partner bonus schedule
• Manage Key Accounts to appropriate contract levels, including increasing and/or decreasing contract levels, and making recommendations the National Account VP on appropriate incentives necessary to build distribution
• 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 Fidelity & Guaranty competitive positioning
• Contribute suggestions and competitive intelligence for effective product positioning to the National Account VP
• 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

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