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Affinity Client Manager

Location:

OH - Dublin

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Summary: 

Generate sales and cross-selling activity to assigned alumni and other associations, member firms and businesses, including providing support of all sales activities as required to grow revenue from insurance products year-over-year.

Establish, implement and manage new and existing business relationships with alumni clients and other entities that are engaged in the sale of insurance products.

ESSENTIAL DUTIES AND RESPONSIBILITIES include the following. Other duties may be assigned.

Account Management

  • Concentrate on selling  products, services, and information to prospects and clients as assigned.
  • Continue to build and maintain client relationships to ensure exceptional service for constituents that strengthens their relationship, positions the organization as a valued resource, and generates revenue to support its mission (when applicable).
  • Call upon clients to maintain relationships, present annual reviews and new product proposals, and obtain administrative and marketing agreement renewals
  • Identify and call upon prospects to make sales presentations in order to obtain new business
  • Provide client and prospect data for entering into appropriate databases
  • Establish and maintain communication, help resolve problems, and provide appropriate service in order to maximize our relationship with assigned association clients and prospects. 

Management

  • Work alongside Regional Business Development Directors and Producers to ensure specified territory is managed and effectively run within specified guidelines.
  • Expand market intelligence of  alumni associations to drive business forward
  • Oversee workflows for partner accounts, manage partner communications for territory and resolves escalated issues or questions from partners
  • Maintain new business cross sell and referral activity to support annual individual and team goals.
  • Build and maintain successful relationships with business partners
  • Responsible for assisting CIR in achieving a revenue and margin target
  • Represents CIR at client and industry trade association meetings
  • Attend weekly, monthly and/or quarterly meeting to report on leads, appointments, sales and account status information.

Product and Providers

·         Work with product providers to ensure a reasonable profit to maintain the viability of the business.

  • Provide and coordinate product information to new and existing clients.
  • Establish relationships with appropriate contacts in those areas assigned.

Business Development

  • Contributes to product research and development
  • Work closely with Operations to design, implement, analyze and deploy new business processes
  • Manage partner relationships to increase business and identify new opportunities for company partnerships
  • Track all business development activities, analyze quarterly progress and suggest new strategies based on findings within assigned territory.

Strategic Planning

  • Develop formalized process for takeover business
  • Monitor and evaluate the activities of the competition
  • Monitor and evaluate activities of competitors. Develop and execute action plan for takeover business from CIR competitors, in particular Marsh Affinity Services and Meyer & Associates.
  • In cooperation with senior management and other functional areas, will work with the manager – sales communication to execute sales communication strategy, budget and market analysis for assigned territory.
  • Correlates compatibility of promotion programs with sales activities and marketing planning.

Marketing

  • Contribute relevant input to marketing strategy and scheduling decision-making process
  • Facilitate securing client cooperation for planned marketing activities (i.e. late data files, new staff information, approvals, etc.)
  • Respond to sales/marketing projects and campaigns.
  • Coordinate renewal activity with account executives, and benefits coordinators as appropriate.

Accountabilities

  • Assist in the planning and execution of sales and client relations’ activities (i.e. seminars, dinners, corporate visits, etc.)
  • Maintain database in CRM as required.
  • Maintain in good standing all required licenses in the state of residence and meet all required continuing education requirements.
  • All other duties and responsibilities as deemed necessary by management.
  • Understand, support, promote and act in accordance with the company’s vision and mission.  These are:

Vision – We are a resource and trusted advocate.

Mission – Our mission is building and strengthening relationships, instilling confidence, and cultivating trust.  We do this by learning the needs of the people we serve and responding with innovative advice, products and services that provide peace of mind.

  

Territory

  • Will handle multiple states.  Locations are flexible and to be determined depending on candidate affiliations.
  • Travel will be approximately 25% of the time on all forms of transportation, requiring an estimated 30-40% upon hire.

QUALIFICATIONS  To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Education and Experience Requirements:

  • High School Diploma or G.E.D.  is required; four-year college or university degree is preferred.
  • Experience working with educational alumni organizations; affinity group/program organizations and/or Personal Lines; Life, Long Term Care insurance, or Travel Insurance is preferred.
  • Supervisory experience is helpful but not required.
  • A practical understanding of alumni organizations and insurance is important for evaluating new business opportunities and managing the priorities of existing business relationships.

Other Skills and Abilities:

In order to perform this job successfully, an individual:

  • Sales and customer service oreintation is required.
  • Must have or develop strong knowledge of USI Affinity Alumni and Student Division  product line and related insurance concepts.
  • Must be able to develop and maintain strong business relationships as well as the ability to deal effectively with difficult or sensitive situations.
  • Must have excellent organizational skills and attention to detail. 
  • Must be able to work independently and as part of a team
  • Must be a self starter; be able to work independently and be goal oriented..
  • Must be proficient in the MS Office suite of products including Word, Excel, Powerpoint and Lotus Notes.
  • Must present a professional presence and appearance consistent with the environment of the BR organization, prospects, clients and corporate partners.

Certificates and Licenses – Licensed in, or become licensed in Life/Health and P&C insurance as required based on home state and territory. 

Computer Skills – To perform this job successfully, an individual should have knowledge of the Microsoft Office Suite of products, including Word; Excel; Access; and Outlook.  Project Management software knowledge and experience is a plus.

Language Ability – Ability to read, analyzes, and interpret common scientific and technical journals, financial reports, and legal documents.  Ability to respond to common inquiries or complaints from customers, regulatory agencies, or members of the business community.

Math Ability – Ability to work with mathematical concepts such as probability and statistical inference, and fundamentals of plane and solid geometry and trigonometry. Ability to apply concepts such as fractions, percentages, ratios, and proportions to practical situations.

PHYSICAL DEMANDS  The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

While performing the duties of this job, the employee is regularly required to talk or hear.  The employee frequently is required to walk and sit.  The employee is occasionally required to stand; use hands to finger, handle, or feel; and reach with hands and arms.  The employee must occasionally lift and/or move up to 10 pounds.  Specific vision abilities required by this job include close vision, distance vision, and color vision.

Employee must be able to travel on all forms of transportation.


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USI is committed to providing a full-suite of competitive benefits for our growing population and its diverse needs. We offer a wide range of health, welfare and financial benefits including medical, wellness, dental and vision, 401(k), flexible spending and health savings accounts, short and long-term disability, life insurance and other unique employer-sponsored and voluntary programs. USI also offers a generous paid time off policy, paid family leave benefit as well as paid holiday time.


Job ID:

25810

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