Location: New York,NY, USA
Job Responsibilities and Requirements
The Director, Strategic Alliances will be responsible to work with the AVP, Strategic Alliances to develop, build and grow specialty distribution opportunities at Reliance Standard. This person will also assist in the identification and development of our existing General Agent (GA) block of business and continue to grow this channel. In addition, this person will own several national broker relationships responsible for managing the overall partnership, connecting distribution teams and driving profitable revenue growth through these partnerships. Overall, the key focus is developing, managing and operationalizing partnerships to significantly increase Reliance Standard's group employee benefits marketplace visibility and profitable premium generation opportunities.
General Agent Distribution & Strategy
* Work with a group of preferred GA's to build strong partnerships that enable significant premium growth
* Manage the GA strategy to include which GA's we engage and prioritize including commissions, overrides, production requirements, technology integrations and administration models.
* Assess and work with internal partners to build technology connections with GA's and the optimal internal infrastructure that empowers our partners with data and tools to reduce the admin burden on the carrier.
* In partnership with Sales Reporting, establish a reporting package to actively monitor and manage the GA's including items like quotes, case count, new business premium and persistency.
* Identify, prospect and engage new GA partnerships through the existing formal GA approval process and be the lead for owning the approval process.
* Working with the commissions team and other stakeholders, lead the GA bonus process and administration.
* Facilitate and coordinate quarterly stewardship meetings with key GA partners.
National Brokers
* Own the executive relationship with several National Brokers consistently working to align distribution teams to drive profitable revenue growth.
* Facilitate monthly meetings with key partners and review key sales and performance metrics
* Serve as a single point of contact for key partners for escalated issues.
* Represent Reliance Matrix at various national broker events through out the year
Distribution Channels
* Assist in identifying New Alternative Distribution channels (InsurTech, Quoting Platforms, etc)
* Create and present CBA's to evaluate and operationalize potential partnerships with internal constituents including the service organization, underwriting, actuary, marketing and sales
* Provide leadership and support to new partnerships while holding them accountable to achieve new business production targets
* Understand RSL's Platform Connectivity Strategy (PCS) to become a SME to facilitate and navigate discussions with new partnerships shaping and leading the conversations to highlight RSL's best practices regarding items like: API, LDex standards and EDI
Enrollment Firms
* Partners with Voluntary Benefits team to develop enrollment firm strategies including production requirements, bonus qualification and tracking for new enrollment firms
* Lead the VB team in developing and successfully executing strategies to significantly increase sales premiums, retention and profitability working with both internal sales leadership and broker community.
* Leverage internal/external marketing resources to develop and communicate the RSL value proposition to increase proposal activity, close ratios, annual sales premiums.
Training & Communication
* Ensure presentations, literature and other collateral meet national/local/regional marketplace requirements.
* Stay abreast of current and future corporate initiatives and provide continuous input based on national/regional/local marketplace needs.
* Sales Training Support - provide assistance in developing and delivering sales training as needed to both internal partners (sales reps and management) and external partners (brokers/GA's)
* Work on and assist ad hoc projects as needed
Professional Requirements:
* Is recognized as an expert within the organization, both within and beyond own function
* Anticipates internal and/or external business challenges and/or regulatory issues; recommends process, product or service improvements
* Solves unique and complex problems that have broad impact on the business
* Contributes to the development of functional strategy
* Leads projects or programs with significant risk and complexity to achieve milestones and objectives; develops the strategy for project execution, manages resource requirements
* Operates with no supervision in a complex environment
* Progression to this level is typically restricted on the basis of business requirements
Required Knowledge, Skills, Abilities and/or Related Experience
* Bachelors degree required
* Minimum of ten (10) years of relevant progressive sales experience in the group employee benefits industry
with ideal candidate having a mix of experience at a GA, national broker and/or carrier.
* Life/health license required
* Ability to develop business relationships with customers at all levels of their organization; communicate
effectively with diverse audiences in written and verbal form; promote, sell and manage complex issues,
details, and concepts; negotiate pricing and services on high exposure risks internally and externally and
manage multiple, highly complex tasks.
* Ability to solve policy owner and broker problems; speak effectively in public to groups and develop appropriate presentations for the audience; make independent decisions consistent with Company and departmental objectives; influence decision makers and travel nationally on a moderate to frequent basis, sometimes with little advance notice. Dedication to meeting the expectations and requirements of internal and external customers; gets first-hand customer information and uses it for improvements in products and services; acts with customers in mind; establishes and maintains effective relationships with customers and gains their trust and respect. Negotiate skillfully in difficult business situations with both internal and external groups; settles professional differences appropriately and respectfully; wins concessions without damaging relationships; is both direct/ forceful as well as diplomatic depending upon the situation and audience; gains trust quickly of other parties to the negotiations; has a good sense of timing. Knowledgeable about how organizations work; knows how to get things done both through formal channels and the informal network; understands the origin and reasoning behind key polices, practice, and procedures; understands the cultures of organizations. Advanced knowledge of: group products, claim practices/process, administrative procedures, services, contract language and provisions, project and vendor management. Ability to Travel: Up to 25%
Work location may be flexible if approved by the Company.
What We Offer
At Reliance Matrix, we believe that creating a more diverse, equitable and inclusive culture allows us to realize more of our potential. And we can't do this without our most important asset-you.
That is why we offer a competitive pay package and a range of benefits to help team members thrive in their financial, physical, and mental wellbeing.
Our Benefits:
* An annual performance bonus for all team members
* Generous 401(k) company match that is immediately vested
* A choice of three medical plans (that include prescription drug coverage) to suit your unique needs. For High Deductible Health Plan enrollees, a company contribution to your Health Savings Account
* Multiple options for dental and vision coverage
* Company provided Life & Disability Insurance to ensure financial protection when you need it most
* Family friendly benefits including Paid Parental Leave & Adoption Assistance
* Hybrid work arrangements for eligible roles
* Tuition Reimbursement and Continuing Professional Education
* Paid Time Off, volunteer days, community partnerships, and Employee Assistance Program
* Ability to connect with colleagues around the country through our Employee Resource Group program and our Diversity Equity & Inclusion Council
Our Values:
* Integrity
* Empowerment
* Compassion
* Collaboration
* Fun
EEO Statement
Reliance Matrix is an equal opportunity employer. We adhere to a policy of making employment decisions without regard to race, color, religion, sex, national origin, citizenship, age or disability, or any other classification or characteristic protected by federal or state law or regulation. We assure you that your opportunity for employment depends solely on your qualifications.
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