• Sr. Agency Relationship Manager – South Dakota

    Location US-SD-Sioux Falls
    Job ID
    213155
    Category
    Sales
    Requires Non-Compete?
    Yes
  • Job Summary

    What’s the role? As Sr. Agency Relationship Manager, you'll manage relationships, evaluate the performance of assigned agencies in order to sell/retain profitable health and ancillary business, and consult effectively in order to enhance the understanding of our products, services, and benefits. You'll formulate and implement a sales/retention-focused business plan for each agency while incorporating customer-specific considerations that align with corporate or product strategies and initiatives. Additionally, you'll support agent training initiatives.

     

    What does it take? Ideal candidates are effective consultants skilled at strategic business planning, and they can speak to the ins and outs of a complex industry—they’re viewed as trusted business partners and experts. They demonstrate communication effectiveness and can lead presentations (whether it’s an audience of 20 or 200!), they’re customer-focused, and they have a knack for driving performance, as demonstrated by a track record of client/account retention. They’re also informal leaders willing to teach and coach others.

     

    Why Wellmark? We’re a mutual insurance company owned by our policy holders across Iowa and South Dakota, and we’ve built our reputation on over 75 years’ worth of trust. We aren’t motivated by profits. We’re motivated by the well-being of our friends, family and neighbors–our members. If you’re passionate about joining an organization working hard to put its members first, to provide best-in-class service, and one that is committed to sustainability and innovation, consider applying today!

     

    This position requires a non-compete agreement.

    Minimum Qualifications Required (all must be met to be considered)

    • Bachelor’s Degree or direct and applicable work experience.
    • Minimum of 7+ years of experience:
      • In sales, account management, or related role with increasing levels of accountability–e.g., assigned to key accounts, clients, or lines of business. Industry experience and familiarity with agents/brokers are preferred.
      • Relationship management: demonstrated experience developing and maintaining strategic relationships with key stakeholders, including senior leadership or other decision makers.
    • Advanced ability to balance expertise (e.g., consultative selling, products/services) with an understanding of the customer in order to drive account retention and/or growth for diverse block of business, and to ensure client satisfaction.
    • Exceptional written and verbal communication skills. Must be able to effectively communicate across all levels of an organization, influence others, negotiate, and resolve conflict.
    • Professional and polished in approach to presentations. Ability to respond to questions from key clients or stakeholders.
    • Effective critical thinking, strategic planning, time management, prioritization, and documentation skills. Ability to utilize appropriate resources to identify opportunities, implement solutions, and measure impact.
    • Knowledge and understanding of principles of insurance, types, terminology, etc.
    • Ability to work autonomously and travel up to 50% of the time. Valid driver’s license is required.

    Life & Health insurance license or ability to successfully obtain the license within 60 days of hire.

    Hiring Specifications Preferred

    • Bachelor's Degree.
    • Health insurance or related industry experience, including knowledge of products, services, funding arrangements, underwriting methodologies, applicable rules and regulations, etc.
    • Informal leadership skills gained through a combination of project or informal leadership.

    Job Accountabilities

    a. Achieve sales, retention and crossselling goals as established by leadership, through positive business relationships with customers and/or agents. Demonstrate a firm understanding of Wellmarks expectations of Agency conduct and monitors performance of the assigned agency, along with provider, customer and leader feedback regarding performance.

    b. Monitor and provide feedback to agencies on their performance. Hold agencies accountable for Wellmarks expectations of agencies, as outlined in Agency contracts.

    c. Build and maintain relationships and positive business partnerships with each assigned agency through effective communication, service, and consultation. Proactively identify opportunities to enhance agency business models and Wellmarks book of business.

    d. Develop and execute agency specific business plans for both the sale and retention of business. Leverage performance metrics to drive results with assigned agencies. Work in collaboration with agencies to deliver appropriate consultative and training activities as well as performance metrics to support both the sale and retention of business. Utilize business plan to drive agent and/or customer decisions.

    e. Consult and conduct needs analysis for/with the agent to identify coverage alternatives which may be better suited to the customers changing needs, information or educational needs of the customer, as well as opportunities to layer additional benefits through ancillary cross selling efforts. Display excellent presentation skills when presenting proposals, recommendations and training to the customers and/or agents.

    f. Collaborate and partner with Account Service Representatives and Account Managers that manage and hold accounts with agency services. Act as a team player to support the account management team whom they partner with to service accounts in the best interest of the customer. Serve as a mentor to team members providing industry knowledge and competitor information.

    g. Document relevant agency information and activities in Customer Relationship Management CRM system in a timely manner and complete other reports as required. Share key information with leadership and other internal stakeholders regarding assigned agencies.

    h. Analyze complex data in order to address customer issues and provide a timely, accurate and appropriately detailed explanation to the agent and/or customer.

    i. Gather competitor intelligence and convey to sales and marketing stakeholders.

    j. Other duties as assigned.

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