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Strategic Account Management – Leader

Ascensus

in Remote

Logo for Ascensus

Section 1: Position Summary

The manager will be responsible for helping to create and implement strategies which grow mutually beneficial relationships with strategic accounts - partnerships which can propel Ascensus forward - and improve the performance of Ascensus’ Sales & Strategic Account Management organization.

Accomplished by working with leaders throughout the organization to improve sales and retention performance, and ensuring Strategic Account Managers and Sales representatives are in a position to 'Win'. This role will be accountable to ensure sales and revenue targets are met / exceeded for the Ascensus’ Strategic Account Management team.

The manager will provide general work direction and daily supervision to assigned Strategic Account Managers and success will be measured by client loyalty, stimulated growth, increased profitability, and delivery of innovative and scalable service/product solutions for the team and their own specified body of work.

Section 2: Job Functions, Essential Duties and Responsibilities

The successful candidate is expected to:

  • Lead the Strategic Account Management team
  • Develop and drive a culture of Strategic Account Management focused on building long-term mutually beneficial partnerships with key individual clients and client teams
  • Implement and maintain a ‘Growth Mindset’. Components include a sales culture, pay for performance recognition and rewards, prioritization of revenue generating activity while balancing needs of administration and service
  • Define and implement processes and procedures for Strategic Account Management. Inclusive of, but not limited to, Quarterly Business Reviews, Monitor NPS, Loyalty, Engagement, Perception, reoccurring account reviews, territory travel, and performance management
  • Lead efforts related to Emerging and Elite Advisor and TPA populations, components of the Elite Program which impact these groups to grow mutually beneficial relationships with strategic accounts - partnerships which can propel Ascensus forward
  • Manage leads and proposals received through Elite Advisor and Elite TPA partnerships through to a sale
  • Drive revenue growth and acceleration within their assigned team and proactively seek out new ways and solutions to continue to increase revenue growth
  • Maximize relationship improvement by providing leadership to the Strategic Account Management team ensuring productivity targets are met and/or exceeded
  • Work with Division and Corporate teams to develop strategies, identify best practices and recommend improvements to systems and processes
  • Assist with the development and execution of plans necessary to improve the teams' performance including: sales skills, time management, training, forecasting, product knowledge and closing business
  • Play a role in recruitment, training, supervision and development of Sales associates
  • Work closely with other members of the Sales management team to discuss and evaluate opportunities to improve performance at each level in the organization by leveraging sales tools and systems
  • Monitor competitive activity and market conditions, providing feedback and suggestions for marketing programs and product development
  • Identify, create and deliver training solutions in coordination with Sales leadership and HR
  • Partners with Product Team leaders and Marketing management to identify key reports, functionality, and system tasks to support the sales process and improve tracking, usage, and trend identification
  • Leads the creation and maintenance of Elite and Strategic Account Management reports
  • Oversees daily activity reports and reporting trends and makes recommendations as needed on changes to reports, tactics, and current strategy
  • Consistent exercise of independent judgment and discretion in matters of significance
  • Regular, consistent and punctual attendance. Must be able to work nights and weekends, variable schedule(s) as necessary
  • Other duties and responsibilities as assigned
  • Possess a strong understanding of the securities industry and a mastery of retirement plans
  • Participate in sales coaching sessions, and reinforce daily as needed
  • Ensure proper staffing and coverage of the Elite and Emerging population
  • Conduct regular reviews and provide coaching to associates
  • Professionally represent Ascensus at conferences and educational forums as needed
  • Handle special projects as requested by Head of Internal Sales
  • Balance territory production goals in addition to leading team to successful outcomes and development

Supervision

  • Team of 5-6 strategic account managers

Section 3: Experience, Skills, Knowledge Requirements

  • Bachelor’s degree in business or related field or equivalent work experience
  • 5-7 years’ experience in the retirement industry
  • Excellent written and oral communication skills and strong negotiation skills
  • Excellent leadership skill and demonstrated ability to influence decision makers
  • Demonstrated understanding of social selling concepts and practices
  • Comprehensive knowledge of retirement plans with knowledge of IRS and ERISA regulations
  • Excellent analytical and problem resolution skills
  • Ability to work well under pressure with multiple priorities and deadlines
  • Able to effectively render sound advice and judgment within company guidelines and ERISA rules
  • Expert in MSOffice software applications, specifically Excel
  • Mastery of CRM – Microsoft Dynamics and/or Salesforce.com
  • Excellent ability to manage pipeline information and reports, data, and insights of a sales territory
  • Proven ability to generate revenue growth
  • Possess a strong understanding of the Consultative Selling Process
  • Possess effective leadership skills and ability to motivate, inspire and command the respect of direct reports
  • Strong presentation and organizational skills and the ability to manage multiple projects with finite resources
  • High standards for accuracy and work quality and effective conflict resolution skills
  • Strong business acumen and the ability to lead and develop a sales organization
  • Exhibit the sales skills required to lead by example
  • Must have computer literacy (i.e., spreadsheets, word processing, PowerPoint).

We are proud to be an Equal Opportunity Employer

At Ascensus, we aspire to make a difference for others. We are a technology-enabled services company that helps people save for retirement, education, and healthcare through our network of institutional, financial advisor, and state partners. Our culture is guided by sound principles, is committed to high standards, operates with transparency, and welcomes diversity—housed within our Core Values: People Matter. Quality First. Integrity Always.®

As a leading independent recordkeeping services partner, retirement plan third-party administrator, and government savings facilitator, we aim to hire associates who find pride in going to work every day knowing that they help more than 12 million people save for what matters.

 

Ascensus provides equal employment opportunities to all associates and applicants for employment without regard to ancestry, race, color, religion, sex, (including pregnancy, childbirth, breastfeeding and/or related medical conditions), gender, gender identity, gender expression, national origin, age, physical or mental disability, medical condition (including cancer and genetic characteristics), marital status, military or veteran status, genetic information, sexual orientation, criminal conviction record or any other protected category in accordance with applicable federal, state, or local laws (“Protected Status”). 

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