Sr. Account Manager - Life (Producer Group)

Nationwide is a Fortune 100 company dedicated to delivering extraordinary care to help individuals and businesses prepare for their future. The Senior Account Manager will build and cultivate relationships between Nationwide Financial and leaders of assigned firms, focusing on driving sales growth and developing strategic plans to enhance partnerships.

Responsibilities:

• Evaluates current business conditions and goals to determine roadblocks that exist and partners with appropriate parties to grow business with assigned firm(s)
• Identifies product gaps and opportunities then partners cross functionally with respective areas (e.g. product, pricing, operations, etc.) to improve and resolve gaps with the ultimate focus on driving overall sales and growth
• Partners with wholesaling team and Sales Managers to implement sales strategies
• Works closely with wholesale team to ensure assigned firm activity alignment and tracking to annual goals
• Develops a deep understanding of each firms’ needs, works to develop a strategy to meet those needs and work with key internal leaders to drive initiatives that deliver. Creates written strategic plan to strengthen relationships with assigned firms in an effort to increase and drive overall sales results and effectiveness. Written strategic plans include both short term and long-term goals, with strategies and specific tactics to support those goals. Strategic plans are updated quarterly or as often as may be required to ensure optimal results. Owns the account planning process for assigned focus firms and helps guide the organization in optimizing results
• Attends key account national and regional events and represents Nationwide. May present at events and or host study groups
• Visits assigned firms in person at least quarterly to foster effective relationships and build on strategy
• Working in conjunction with Regional VPs, develops relationships with top producers, as identified by the firm
• Drives life sales by winning new profitable business, adding products on platforms and creating opportunities to partner with sales leaders to develop and drive critical initiatives that support growth and access to the right advisors
• Builds and maintains the appropriate relationships and communication protocols required for Life Leaders, colleagues and wholesalers to feel engaged, informed and on-board with focus firm strategic plans
• Finds appropriate opportunities to build brand and access wins for the Life team. Consistently adjusts and communicates broadly around priorities to ensure resources are used efficiently
• Mentors/coaches the internal sales team members assigned to the channel to ensure client needs are met or exceeded
• Shares firm intelligence with internal business partners and documents in Salesforce and other repositories as necessary
• Understands sales goals of the Life business unit, the partnering firms, and each wholesaler and develops strategies to deepen and expand those relationships to maximize production results

Requirements:

• Undergraduate degree in finance, insurance or related fields
• FINRA Series 6 or 7 Associates must acquire the required federal and/or state licenses/registrations within the time period designated by the business unit
• Typically, at least eight to ten years of experience in sales, sales management, markets or relationship management in the insurance or financial services fields
• Financial service products, life insurance, long term care insurance, contracts, securities compliance and competitor products, policies, practices and procedures in customer service and life product processing
• Must have strong interpersonal, presentation, persuasion, and influencing skills
• Excellent verbal and written communication skills necessary for interacting with all levels of internal and external customers at the executive level
• Must have organizational agility, able to build and maintain strong working relationships with business partners
• Ability to analyze metrics and data of firm performance
• Living in Southern California is strongly preferred
• Experience with wholesale distribution of financial services products preferred