1+ months
2018-03-302018-07-21

North America Sales & Account Management Leader

MetLife
New York, NY
**Role Value Proposition** : The Worldwide Benefits business is a full P&L business within the Global Employee Benefits organization that provides benefit coverage for US and Canadian employers who deploy employees on assignments outside of their home countries. The benefit coverages include medical, dental, vision, life, LTD, and AD&D as well as International Business Travel Medical. The Worldwide Benefits business has achieved double digit growth in the past four years and is expected to keep that pace in the 2018-2020 plan cycle.







**The Role** : The North America Sales & Account Management Leader will be responsible for driving growth for the Worldwide Benefits business in both the US and in Canada with oversight of a team that is deployed nationally in the US as well as a sales leader in Canada. The incumbent will participate as a member of the Worldwide Benefits leadership team and be responsible for developing and delivering on the sales strategy.







The incumbent will develop and implement the Worldwide Benefits business sales and account management strategy and guide a team of 18-20 sales & account management professionals to exceed the sales and persistency plan for the business and oversee client service delivery for clients with globally mobile employees who are located around the world.







The Worldwide Benefits business has aggressive sales & earnings targets in the 2018-2020 plan and the leader will need to facilitate the development of the sales & account management teams in the US as well as the expansion into Canada. The coordination with US and Multinational sales partners will also be critical to this role.







**Key Responsibilities** **:**







+ Lead the Worldwide Benefits Sales & Account Management vision and strategy to ensure profitable growth & persistency of the Worldwide Benefits business



+ Responsible for driving strategic growth & account planning to ensure proactive and comprehensive customer development across entire product portfolio.



+ Establish and/or maintain relationships with customers in the Worldwide Benefits business marketplace and has ultimate responsibility for overall client satisfaction.



+ Create and maintain relationships with key brokers in market.



+ Oversee and directs marketing plans for target customers including sales, services & satisfaction of Worldwide Benefits products



+ Work closely with the Product and Marketing organizations to deliver a consistent and profitable product set incorporating profitable growth plans for the Worldwide Benefits business



+ Provide direction for sales & account management teams in the areas of market segmentation, prospecting, sales and compliance



+ Ensure that all members of the sales & account management teams are aligned to the EB strategy in providing sales, service, portfolio growth, persistency and earnings to meet targets



+ Promote close cooperation and coordination between sales & account management and other key functions (marketing, underwriting, implementation, claims & customer service, and administration)



+ Collaborate with underwriting and finance in building profitable sales & customer retention initiatives



+ Develop and promote a value proposition for identified EB business segments



+ Implementation of strong pipeline management leveraging SFDC



+ Provide thought leadership in marketplace and internally with business partners



+ Recruit, motivate, develop and retain a diverse sales & account management professional organization within an ever-changing marketplace. Ensure ongoing growth and development of team and organizational bench strength. Conduct training and monitor compliance







**Candidate Qualifications** **:**







**Business Knowledge/Technical Skills:**







+ Strong record of success in leading sales growth with P&L responsibility



+ Strong record of success in leading account management teams and account planning that drive growth, business retention and client satisfaction.



+ 10-15 years of relevant experience, ideally including group insurance background and at least 5-8 years of experience in sales & account management leadership developing and coaching a strong sales & account management organization



+ Ability to develop and execute on strategy and build businesses for growth



+ Strong record of success in leading teams to exceed sales and persistency plans



+ Accomplished change management leader, able to operate effectively in a highly matrix environment



+ Experience in analyzing EB sales & retention opportunities through an AV lens and adjust the business portfolio to achieve targets



+ Use data from multiple sources to apply business metrics such as: new sales, pipeline management, closing ratios, persistency and expense management



+ Strong relationship management capabilities in support of Customer/Broker Consultant relationships, etc.



+ Strong business acumen, proven ability to act strategically, make decisions, and build partnerships and teams



+ Financial experience managing budget, underwriting, analyzing financial performance



+ Presence with external network as industry expert / thought leader



+ Strong skills and solid background in leading cultural change in an evolving environment



+ Ability to meet appropriate License requirements



+ Undergraduate degree required, MBA or other advanced degree a plus







**Leadership Competencies:**







+ **Thinks Strategically -** Sets direction aligned to the companys strategy, applying external and global perspective to meet local and global needs.



+ **Motivates People** - Gains people commitment to achieve business objectives through clear communication of the companys vision and flexing leadership styles to inspire high performance.



+ **Creates Partnerships** - Authentically builds trusted relationships and collaborates across global, diverse and multi-functional teams to successfully drive business objectives.



+ **Grows Talent** - Inclusively and pro-actively develops talent, empowers individuals and manages diverse teams to drive engagement and performance.



+ **Drives Results** - Sets aggressive goals and is accountable for continuously driving improved performance, leading change and ensuring high standards. **Key Relationships** :Reporting directly to the VP, Worldwide Benefits Business, this position will partner with Service, Operations, Marketing, Finance, HR, Compliance, Products and Underwriting to deliver results. This role will directly impact accelerating profitable growth and optimizing shareholder value for MetLife. The position will have primary P&L responsibility for the Worldwide Benefits Sales and Account Management Divisions with focus on growth, persistency and rate action as well as overall client satisfaction.Overall Reports: 18-20







**MetLife:**







MetLife, through its subsidiaries and affiliates, is one of the worlds leading financial services companies, providing insurance, annuities, employee benefits and asset management to help its individual and institutional customers navigate their changing world. Founded in 1868, MetLife has operations in more than 40 countries and holds leading market positions in the United States, Japan, Latin America, Asia, Europe and the Middle East.







We are one of the largest institutional investors in the U.S. with more than $500 billion in managed assets as of December 31, 2016. We are ranked #42 on the Fortune 500 list for 2017. In 2017, we were named to the Dow Jones Sustainability Index (DJSI) for the second year in a row. DJSI is a global index to track the leading sustainability-driven companies.







While we have tremendous respect for the past, we are a company firmly focused on the future. To adapt to a changing world, we are undergoing one of the most dramatic transformations in our history to reinvent how we do business so we can thrive in any environment. We are moving away from a traditional product-development model to one driven by customer insights. We are challenging historical norms by humanizing our industry and designing every customer experience to reflect the modern company were becoming. Our goal in everything we do is to offer customers truly differentiated value propositions that allow us to establish clear competitive advantages. We pride ourselves on being a trusted partner to our customers as they navigate lifes twists and turns.







At the center of our business strategy is a commitment to One MetLife collaborating, sharing best practices, and recruiting, developing and retaining the best talent in the industry. We live by our values: Put Customers First, Be the Best, Make Things Easier, and Succeed Together. They guide how we operate every day.







MetLife is a proud equal opportunity/affirmative action employer committed to attracting, retaining, and maximizing the performance of a diverse and inclusive workforce. It is MetLife's policy to ensure equal employment opportunity without discrimination or harassment based on race, color, religion, sex (including pregnancy, childbirth, or related medical conditions), sexual orientation, gender identity or expression, age, disability, national origin, marital or domestic/civil partnership status, genetic information, citizenship status, uniformed service member or veteran status, or any other characteristic protected by law.







MetLife maintains a drug-free workplace.







For immediate consideration, click the Apply Now button. You will be directed to complete an on-line profile. Upon completion, you will receive an automated confirmation email verifying you have successfully applied to the job.

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North America Sales & Account Management Leader

MetLife
New York, NY

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MetLife
New York, NY
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