Director, national accounts job description

Springs Window Fashions has been part of the window treatments industry since 1939. Headquartered in Middleton WI, we have over 8,000 associates and 18 locations worldwide. Our products are available in nearly every major retailer, in thousands of designer showrooms and showcased in large commercial buildings. Our company is privately owned with products marketed across a broad portfolio of brands including Bali, Graber, SunSetter and Mecho. We pride ourselves as “The Best Experience Company,” striving to provide the best experience for our consumers, channel partners, and associates.

National Accounts Team:

Dealer National Accounts is a dynamic team of sales professionals with a history of growing sales profitably and building meaningful long-term customer relationships. This position will be responsible to manage the portfolio of national account business, including developing and maintaining relationships with the multiple custom window treatment retailers in North America. Supported by a dedicated team of national account managers, channel marketing team and the industry's best inside sales and customer service, the Director of National Accounts position represents an exciting opportunity to take this business to the next level.

Mission:

The primary mission of the Director of National Accounts is to own and drive long-term profitable growth and achieve budgeted sales and profits for the entire portfolio of dealer national accounts. The Director of National Accounts will be responsible for understanding each account as well as collaborating with national account managers to build the business using a fact-based approach to position our products, programs, and promotions to help maximize sales and profits. The Director of National Accounts will also be responsible for building and maintaining relationships with key corporate contacts as well as their network of dynamic dealers.

Objectives & Outcomes:

The primary objective of this role is to grow sales and profits, meeting, or exceeding budget year over year. This role is also responsible for managing and coaching a team of professional national account managers and inside sales team that support our portfolio of dealer national accounts. Of equal importance is to build and maintain strong relationships with corporate clients as well as influential owners within their networks. The ideal candidate will be collaborative in nature, developing close relationships with our team of dedicated national account managers, inside sales team, channel marketers, and customer service.

* Develop short- and long-term strategies to grow share and conversions across the portfolio of accounts; maintain key customer relationships and attend important customer meetings and/or customer conventions

* Oversee the development, preparation, and delivery for all important customer presentations (conferences, events, etc.)

* Understand market pricing, our position within the market, and how to leverage that to drive profitable sale growth

* Understand and be responsible for profitability of the portfolio of national accounts compared to budget and prior year

* Understand the competition and stay on top of competitor and market changes, including price position, promotional strategies, and new product offerings

* Collaborate and coordinate with Channel Marketing, Merchandising and Product Management departments on the successful launch of new products, programs, and promotions

* Collaborate with finance to develop proforma and breakeven analyses for proposed promotions or special offers and present to leadership

* Oversee development of quarterly business review presentations and assist national accounts in facilitating to leadership

* Collaborate with Regional Sales Managers, Territory Sales Managers and Inside Sales to drive key initiatives through to execution

* Oversee the coordinate the investigation of elevated customer complaints or concerns

Requirements

Education & Experience

* A bachelor's degree is required, preferably in marketing or business

* 10+ years of professional sales experience is required

* Experience should involve selling consumer products to national accounts

* Experience should include managing a team of account managers

* Experience selling custom products is preferred

* Ability to travel up to 35% required, including attending annual conventions and sales meetings

Knowledge, Skills and Abilities

* Human Relations: Should be outgoing and pleasant as well as persistent, yet tactful. Should be a good listener and able to convey concern, interest, and thoughtfulness. Must be proactive and responsive. Must be able to have difficult conversations in a professional manner. Must have the ability to coach and manage others to bring out their best. Must be ablet o collaborate effectively with other departments.

* Analytical: Should be a fact-based decision maker and have a good analytical, problem-solving approach with ability to analyze customers' individual needs. Strong understanding of financials.

* Conceptual: Must be a strategic thinker; able to develop both short- and long-term strategies. Must be imaginative and able to tailor programs to serve customer's needs. Should be ingenious in developing ideas to make doing business with Springs convenient and preferable over the competition.

* Selling Skills: Must have strengths in solution-based selling, utilizing data (retail sales data, consumer insights, industry share data, etc.) to help gain sales and market share. Must demonstrate past successes in national account sales and share examples of these best practices and how they can apply to the window coverings industry.

The Director, IA (Independent Agent) National Accounts, is instrumental to the growth of our National Accounts footprint, focusing on the recruitment, vetting, training, and management of large Regional and National Independent Agencies. They serve a critical liaison role for high-profile clients and are responsible for developing strong relationships with these strategic partners to drive additional business. They prioritize client satisfaction, promote our products, and ensure healthy relationships between the company and these Agencies. They will be responsible to conduct business reviews with their Accounts to identify trends and elicit additional production.
Essential Job Functions
Prospect for, vet, and propose new National Accounts to appoint Manage the National Accounts prospect pipeline and track the appointment process Manage relationships with current and future National AccountsFollow up on incoming requests for appointments from potential National Accounts and evaluate their value to the organization; create CBAs (Cost-Benefit Analysis) of these potential relationships when appropriate Actively participate within a collaborative, cross-functional environment to plan for and ensure growth in the National Accounts arena Conduct regular business reviews with National Accounts to review production, quality, and profitability trends Effectively manage National Accounts to consistently achieve agreed upon new business production, direct written premium, loss ratio goals, and other KPIsReport National Account performance to management Key participant in designing and presenting growth/profit sharing bonus agreements Ensure timely response to any issues raised or discovered Monitor market trends and competitors Solicit new agencies, evaluate their potential to write quality new business, and recommend qualified new agencies for appointment to the vice president of Business DevelopmentAssist in training National Accounts on Acceptance Products, Processes and TechnologyIncrease the percentage of producing agents within the territory through additional training and process improvements Recommend termination of agents for lack of production, unprofitable results, or other cause, if necessary Recommend technological or process improvements needed to increase National Account performance Document actions and communications with each National Account in SalesforceOther duties as assigned

Desired Qualifications
Bachelor's degree, or in-lieu of degree, equivalent education, training, and work-related experience of 5 years of more in a Business Development, Sales and/or Account Management role2+ years of work-related experience in P&C insurance operations3+ years' experience in a regional or national account manager positionA solid grasp of sales metrics, performance measures, and technical indicatorsA thorough aptitude for analysis and strategy Decisive thinking and leadership abilities Excellent interpersonal and client-relations skills Negotiation, conflict resolution, and presentation skills Dynamic and creative problem-solving abilitiesA strong account-focused mindset Professional maturity and confidence Proficient in Microsoft Office (Word, Excel, Outlook, PowerPoint), Salesforce, and other sales analytic reportsA proven track record of consistently meeting sales and new business expectations, including achieving sales plan targets Must possess effective verbal and written communication skills Must perform well in high-energy, dynamic, and team-oriented environments Ability to adapt to new situations and learn quickly High degree of initiative, mature judgment, and discretion Ability to follow directions and complete assigned tasks within a timely manner with limited supervision

Working Conditions:
Corporate office environment. Hybrid and/or remote considerations given Light travel required to include auto or air travel and overnight stays.

As a Team Member at Acceptance Insurance, you will be part of a growing organization that continues to evolve and positively impacts the lives of our team members and customers.

We are looking for team members that engage - who take responsibility for themselves and take care of their customers and colleagues. Ideal candidates can compose themselves under pressure, have a “make It right” mindset, and focus their energies on solving problems. This means you'll be supported by a team with all these qualities, too. If this sounds like the kind of team you'd like to join, we want to hear from you!

Acceptance Insurance offers a full line of benefits including: Health Insurance, Dental, Vision, Paid Vacation, Disability Insurance and Employer Matching 401(k) Program.

WE ARE AN EQUAL OPPORTUNITY EMPLOYER. Applicants are considered for position and are evaluated without regard to mental or physical disability, race, religion, sexual orientation, color, gender, national origin, age, marital status, military or veteran status or any other protected local, state or federal status unrelated to the performance of the work involved.

You are a driven and motivated problem solver ready to pursue meaningful work. You strive to make an impact every day & not only at work, but in your personal life and community too. If that sounds like you, then you've landed in the right place.
**This position is 100% work from home but must sit in the Central or Eastern time zone.**
Leadership
Direct accountability for leadership of assigned Sr. CRMs for National Accounts.Is accountable for the National Accounts customer experience as well as profitable growth and persistency on the in force book of business as defined by the operating plan.Exceptional ability to drive employee engagement and build an inclusive environment and professional development opportunities for team members.Drive consistency of all goals delivered to Sr. CRMs as well as other required leadership messaging across their assigned team.Be active and vocal leaders representing the field/external perspective to internal business partners Partners with NA DRM on service related and client facing imperatives to drive an exceptional customer experience.Can represent region/DRM, as needed Tracks/reports to DRMs on upcoming renewals, escalated client issues, add issue projections, RFPs, etc.Engages with team on add issue planning Cascade and follow-up on other internal partner requests and provide follow-up (billing requests, RFCs, etc.) Tracks CRMs performance/coaching and updates DRMs as appropriate around performance issues Acts as initial escalation point for their team Ensure that Sr. CRMs follow blueprint initiatives/objectives and monitor/assist with ongoing customer strategies Ensure salesforce updates are being made accurately and timely Facilitate huddles and 1:1sConducts annual performance review and ongoing coaching

Book of Business Management
Responsible for managing a small group of National Account customers. This includes meeting with customers based on each customer's preference and needs, which is typically 1 - 2 times per year. This may likely include out of state travel. Primarily responsible for managing all aspects of each customer's relationship with the various disciplines within Group Benefits. This includes anticipating customer needs and taking proactive steps to advance the relationship and deliver consultative solutions.Confidently and effectively delivers The Hartford's strategy and message (from finalist through overall management of a customer and BOB) Appropriately and effectively leverages Hartford resources to deliver and execute on customer strategy Develops and executes comprehensive BOB strategy consistent with, segment requirements, and individual customer's needs.Strategizes on customer's enrollment and consumer education needs, utilizing the resources, tools and systems available to improve the customer risk profile by increasing participation and penetration.Drives the renewal process in collaboration with the National Account Executive and the Underwriter, engaging other business partners as appropriate.Primary liaison between customer, producer, underwriter and internal business partners to ensure customer needs are addressed, bringing in the right resources at the right time. This includes keeping the NA Client Consultant and Account Executive informed, engaging them as needed.Delegates tasks to NA Client Consultant, providing direction and mentoring as needed. Partners with NA Client Consultant to service existing accounts, effectively addressing customer inquiries, implementing processes and resolving customer issues. In conjunction with the NA Client Consultant, educates customers on plan administration and processes.Partners with Claims Customer Support Team (CCST) to communicate changes in process, resolve claim concerns and identify trends. Facilitates development of strong relationship between CCST and customer.Maintains knowledge of our competitors in the national market Actively supports pre-sale / finalist activities in conjunction with internal business partners. This includes occasional travel to participate in finalist meetings, typically on short notice.Coordinates various types of audits (e.g. claims, security, premium) with appropriate internal partners, customers and any third parties that may be involved; activities include things such as coordinating the necessary resources, agreements, payment of fees, and the gathering & disseminating of information.Identifies opportunities for process improvement, for the benefit of individual customers and the broader customer base, and takes action as appropriate.Aggressively looks for cross-selling and other relationship opportunities within GB and throughout Hartford Financial Services. Participates in special projects in support of organizational needs, effectively assessing and communicating business impacts.

Qualifications
5 + years of GB Account Management, Claims or Underwriting preferred.Prior leadership experience preferred but not required License required for all states within which inforce cases for direct reports are sitused.Travel is required within assigned territory and for select national events.Possesses strong marketplace relationships.Robust command of employee benefits products and services.Understands organizational processes, methods and systems.Strong financial acumen is required. Takes Ownership - Takes immediate and independent action, suggests improvements, sets high standards for self and others and works hard to achieve them.Conveys a commitment to providing responsive customer service.Effective writing and communication skills required Strong conflict resolution and critical thinking skills required Demonstrates strong coaching and feedback ability Demonstrates effective team relationships across organizational lines.Collaborates with other members of the organization to deliver results and communicate customer needs effectively.Ability to convey The Hartford's value proposition and differentiators in the marketplace.Demonstrates high accountability and ownership

Compensation
The listed annualized base pay range is primarily based on analysis of similar positions in the external market. Actual base pay could vary and may be above or below the listed range based on factors including but not limited to performance, proficiency and demonstration of competencies required for the role. The base pay is just one component of The Hartford's total compensation package for employees. Other rewards may include short-term or annual bonuses, long-term incentives, and on-the-spot recognition. The annualized base pay range for this role is:

$125,000 - $125,000

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