AVP, Account Management(Remote) - Crum & Forster

Travel Insured International (TII), a Crum & Forster company, is hiring an AVP, Account Management in our Sales and Account Management (SAM) team.  

Travel Insured International is a leading travel insurance provider with more than 25 years in business. As a key component of our Specialty Business Unit (SBU), within the Accident & Health division, TII provides travel protection plans to help each individual travel confidently. Travel Insured International is proud to offer products to consumers and to agency partners of all sizes. We're committed to providing dependable coverage, great value, and end-to-end satisfaction for all customers. 

The Assistant Vice President, Account Management will be responsible for overseeing all sales production from existing accounts (organic growth) for the organization, managing the team responsible for these activities, and executing the organization’s strategy for profitable revenue growth and client retention. 

This position will have P&L responsibility for organic revenue and related expenses. This role will require a deep understanding of our product portfolio, outstanding account management skills and the ability to implement performance-based account management with a focus on increasing production.  The role will collaborate with Sales & Account Management (SAM) leadership to deliver the overall department goals and objectives.

This role will have 6+ direct reports.

What you will do:

• Identify and develop an account management team through strategic leadership, mentoring, and guidance, providing effective motivation and communication to ensure team achieves results in compliance with plan.
• Provide individual performance planning, analysis, tracking and feedback to direct reports to achieve specific goals of individual behaviors and results.
• Design and execute agency management strategy to ensure profitable growth and positive ongoing partner relationships including activities related to product placement, technology integration, marketing resources and training.
• Utilize metrics and key performance indicators (KPIs) to measure and drive account management success.
• Develop annual budget and accurately forecast annual organic growth as well as integration of new business signed by the sales team and related projected revenue.
• Design and implement incentive programs with clients to drive policy and revenue targets
• Design and implement rewards and recognition programs for account managers to drive performance.
• Develop programs, in conjunction with key partners, for execution at the field sales level to aide in account penetration and growth attainment. Utilize feedback from key partners and field sales to enhance future programs.
• Attend and participate in Trade Show/Conference Prep & Support as required.
• Partner with IT and operations to develop CRM and reporting solutions to ensure consistent, accurate flow of information across the organization in support of enhancing customer relationship development and activity tracking.
• Manage budgets for the team; review and submit expense reports and manage trade show participation and related activities.
• Supervise and coach direct reports in the performance of their duties; complete performance reviews and provide feedback to direct reports.
• Acts as client champion in escalating issues that impact client satisfaction, retention and production.
• Accompany Business Development Managers (BDM) in the field to provide ongoing training, motivation, and to represent senior management to partners.
• Develop strong relationships with key senior level clients and operational customers.
• Work with Sales and Underwriting in enhancing key executive relationships within existing clients, broker partners and reinsurance intermediaries.
• Other duties as assigned.

What YOU will bring to C&F:

• Experience in coaching, motivating and training an account management team
• Highly effective communication skills, including delivering presentations; written and verbal communications
• Skilled and confident in negotiating
• Ability to readily adjust to multiple demands and constituencies, shifting priorities, prioritization and rapid change
• The ability to influence others to meet position goals and objectives
• The ability to develop system solutions to meet business needs that reflect a clear understanding of the objectives, practices, and procedures of the organization
• The ability to create an atmosphere where issues surfaced by business partners are dealt with professionally and in a timely manner
• The ability to demonstrate sound analytical and diagnostic skills dealing with issues that are not readily defined and/or conflict with available information
• The ability to carefully evaluate alternative risks and solutions before acting
• Demonstration of resourcefulness and perseverance to overcome challenges and achieve goals
• Project management experience

Requirements:

• Bachelor’s Degree or equivalent experience is required
• A minimum of 6 years of leadership of an account management team is required
• A minimum of 6 years of experience working with Director, VP, or C-Level executives is required
• A minimum of 10 years of experience in a performance-based account management role is required
• A Personal Lines or Property/Casualty Lines License is required (training is provided)
• Travel, hospitality sales or cruise industry is preferred
• Experience with Salesforce, including experience implementing Salesforce configuration changes, including change management and governance or other Client Management System (CMS) experience required
• Intermediate to Advanced proficiency with Microsoft Office (Word, PowerPoint, Excel, etc.) is required
• Ability to attend several conferences/events per year, which may include International events
• Requires 30% travel; including International travel

• Competitive compensation package
• Generous 401K employer match 
• Employee Stock Purchase plan with employer matching
• Generous Paid Time Off
• Excellent benefits that go beyond health, dental & vision. Our programs are focused on your whole family’s wellness including your physical, mental and financial wellbeing
• A core C&F tenant is owning your career development, so we provide a wealth of ways for you to keep learning, including tuition reimbursement, industry related certifications and professional training to keep you progressing on your chosen path
• A dynamic, ambitious, fun and exciting work environment
• We believe you do well by doing good and want to encourage a spirit of social and community responsibility, matching donation program, volunteer opportunities, and an employee driven corporate giving program that lets you participate and support your community

At C&F you will BELONG

We value inclusivity and diversity. We are committed to equal employment opportunity and welcome everyone regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity or Veteran status. If you require a special accommodation, please let us know.

For California Residents Only:  Information collected and processed as part of your career profile and any job applications you choose to submit are subject to our privacy notices and policies, visit https://www.cfins.com/onlineprivacypolicy/ca/noticeatcollection/ for more information.

Crum & Forster is committed to ensuring a workplace free from discriminatory pay disparities and complying with applicable pay equity laws.  Salary ranges are available for all positions at this location, taking into account roles with a comparable level of responsibility and impact in the relevant labor market and these salary ranges are regularly reviewed and adjusted in accordance with prevailing market conditions. The annualized base pay for the advertised position, located in the specified area, ranges from a minimum of $135,100.00 to a maximum of $198,100.00. The actual compensation is determined by various factors, including but not limited to the market pay for the jobs at each level, the responsibilities and skills required for each job, and the employee’s contribution (performance) in that role. To be considered within market range, a salary is at or above the minimum of the range. You may also have the opportunity to participate in discretionary equity (stock) based compensation and/or performance-based variable pay programs.

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