Role Overview
The National Accounts Team Lead is responsible for leading, developing, and driving performance of Account Executives within the West Region. Partnering closely with the Region Lead, this role ensures regional and national strategies are translated into strong execution, sustained growth, and consistent business results.
Account Executive Leadership & Performance
- Lead, coach, and manage Account Executives to achieve individual and regional growth, retention, and activity goals.
- Establish clear performance expectations and accountability aligned with regional priorities.
- Conduct regular pipeline, book strategy, and performance reviews.
- Identify and address performance gaps, partnering with the Region Lead on talent decisions and succession planning.
- Foster a high‑performance, collaborative culture focused on client outcomes and growth.
Partnership with Region Lead
- Serve as a close strategic partner to the Region Lead in setting priorities, growth strategies, and execution plans.
- Translate regional and national strategy into clear, actionable expectations for Account Executives.
- Provide ongoing insight on performance trends, risks, talent readiness, and capacity.
- Align on resource allocation, client prioritization, and escalation decisions.
Growth, Retention & Re‑Enrollment Leadership
- Drive disciplined execution of regional growth initiatives, including cross‑sell, upsell, and new lines of business.
- Ensure strong planning and execution for re‑enrollment campaigns across the regional portfolio.
- Partner with Account Executives to develop and execute book growth strategies.
- Identify and scale best practices that improve retention and expansion.
Executive Sponsorship & Client Leadership
- Serve as executive sponsor for select strategic clients, supporting retention, growth, and long‑term partnership.
- Participate in senior‑level client, broker, and consultant engagements as needed.
- Support Account Executives in complex negotiations, renewals, and strategic discussions.
- Lead coordination and resolution of high‑impact client issues, ensuring accountability and follow‑through.
Underwriting & Pricing Collaboration
- Partner closely with Underwriting to support pricing strategy, renewal positioning, and complex negotiations.
- Provide field and client insight to support balanced pricing and competitive outcomes.
- Collaborate with Account Executives and Underwriting to align client strategy, financial objectives, and long‑term relationship goals.
Cross‑Functional Leadership & Execution
- Work effectively across Sales, Underwriting, Service, Claims, and other internal partners to drive outcomes.
- Ensure adoption of tools, processes, and operating practices that support effective execution.
- Proactively identify risks and remove barriers to performance through influence and coordination.
What You’ll Bring
- Bachelor’s degree and/or equivalent experience; advanced degree preferred.
- 10+ years of experience in National Accounts, group benefits, employee benefits, or a related commercial insurance environment.
- Demonstrated experience leading and developing sales or account management teams.
- Proven ability to drive growth and results through others.
- Strong executive presence with experience serving as an executive sponsor and leading complex client situations.
- Experience partnering with Underwriting on pricing strategy and renewal negotiations.
- Strong cross‑functional leadership and influencing skills.
- Excellent communication, judgment, and decision‑making skills.
- Willingness to travel as needed to support client, broker, and team engagement.
Preferred Candidate Location
Texas, Colorado, Arizona, or Western U.S.
Pay Transparency
Salary range: $120,000 + sales incentive. Overtime eligible: Exempt. Discretionary bonus eligible: No. Sales bonus eligible: Yes.
Benefits
We provide a full package of benefits for employees, including leave programs, adoption assistance, and student loan repayment programs. Additional benefits are continually refined to support employee well‑being both inside and outside of work.
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