Description
The successful candidate in this position is responsible for leading initiatives to develop and grow relationships with Alliant’s new and existing SEG partnerships The National Manager leads a team of relationship managers charged with strengthening sponsor affinity, negotiating ongoing access for Alliant to promote benefits within partner companies, meeting and exceeding challenging portfolio sales objectives including new member, balance, and product targets, and developing strategies that drive sustained success for Alliant as a premier at work benefits provider nationally. Work involves ensuring the overall growth of the SEG portfolio while maintaining a focus on managing acquisition and marketing expenses in line with Alliant’s low cost business model. Resources to do the job require reliance on knowledge of strategic business planning, superior relationship management and communication abilities, strong employee coaching, development, and performance management skills, and intermediate knowledge of Microsoft PowerPoint, Word, Outlook, Project, and Excel. Direction is received from the Director of National Sales & Service.
Responsibilities include:
Relationship Management: Proactively develops, plans, and implements strategies and initiatives designed to increase participation among sponsor organizations as measured by membership penetration, balance growth, product sales, and satisfaction of sponsor partners. Drives value by understanding the comprehensive employee-benefit business needs of partner companies and creates strategic solutions to meet those needs while driving organizational sales objectives. Leads development and execution of individual partner relationship plans for large national accounts and oversees strategies to grow relationships across the entire portfolio of Alliant partner companies. Works in tandem with the National Manager, Benefit Solutions in designing and delivering presentations for tier one prospects and the approval of all new key sponsor partnerships prior to charter amendment. Identifies key decision makers and influencers at sponsor companies and creates strong relationships to gain high utilization of credit union benefits. Coordinates closely with Partner Acquisition Team (outside sales) to ensure comprehensive relationship plans are developed for all accounts under management to ensure achievement of all first short term and long term sales targets. Identifies and implements best practices in relationship management and engages internal partners in the support of sponsors under management, including marketing, automation, and ATM deployment strategies. Additional responsibilities includeevaluation of non-performing accounts and the development of team action plans to stimulate deeper sales penetration, creating and delivering relationship/sales presentations to executive level audiences at prospective and existing partner companies, and conducting market and industry research to ensure strong competitive differentiation.
Marketing & Professional Networking: Directs Partner Relations Team in the creation of employer promotions, custom product development, and special programs to engage and onboard prospective members. Works closely with internal Marketing partners to develop effective SEG communication vehicles, advertising campaigns, and collateral materials to aid in successful achievement of all new member, balance growth, and product targets within the portfolio. Represents Alliant at industry and partner-specific networking events and leverages contacts to refer new business opportunities to Alliant. Attends Human Resource networking functions, focus groups, and Human Resource conferences to aid in the development of overall benefit strategy. Assists in the identification of potential merger opportunities and solicitation of Board of Directors candidates from within key sponsor audience.
Personnel Management: Leads and supervises a team of Relationship Managers. Manages, evaluates and documents performance and career development. Identifies development and training opportunities for team members and ensures high level of employee engagement within team. Works together with Human Resources team in the recruitment of staff. Hires, disciplines and terminates according to policy. Provides on-going training. Maintains organization’s values and demands the highest standard of conduct from self and others on and off premises.
Requirements
Completion of a Bachelor’s degree (Master’s preferred) in Marketing, Communications, Sales or a related field and 10+ years experience in C-level business-to-business sales (preferably employee benefits sales) and executive relationship management; or an equivalent combination of training and experience. Must have previous experience establishing and maintaining relationships with large corporate accounts. Must have previous supervisory experience in leading and managing relationship teams. Experience in establishing relationships in the Human Resources field and/or financial services preferred. Excellent communication, relationship building, and presentation skills required. Up to 30% travel, some evenings and weekends.
