National Account Manager

National Account Manager

GarityAdvantage

Norwell, MA

About GarityAdvantage

GarityAdvantage is an independent marketing organization that specializes in the senior market — namely, Medicare products. The firm is also proud to serve as a key intermediary between insurance carriers and a network of independent sales agents. GarityAdvantage is an expansive Medicare leader in the New England area and is rapidly expanding into new markets. In business since 1970, GarityAdvantage today serves more than 250,000 Americans. GarityAdvantage is based in Norwell, Massachusetts and is a proud member of the Integrity family of companies.

Job Summary

The Account Manager Role (AM) is responsible for managing assigned accounts to drive sales growth.

The role combines the day-to-day sales support services typically provided by our Account Success Representatives with the ongoing strategic account management typically delivered by our National Account Directors. 

The Account Manager role is designed to provide targeted oversight and support to a select group of accounts that may otherwise be overlooked. This could include ‘house’ accounts located in states not currently assigned to a national account director or key accounts within an existing territory that we want to ensure that experienced oversight is delivered on consistent basis.   In either situation, the AM will track the performance of their assigned accounts and be rewarded based on their growth.  To succeed, the AM will have access to a mentor or leadership for strategic support as needed.

The role will be remote in some situations and in the field for others. This primarily depends on the location of their assigned accounts. 

Primary Responsibilities:

• Work Closely with the Recruiting Team

• Support the Quick Onboarding Process of New Accounts

• Manage accounts to ensure optimal commitment and performance

• Monthly production calls with leadership to report out on each account is required. 

• Handle all sales related inquiries from assigned accounts (e.g. products questions, carrier interactions, upline/downline needs, sales tools & carrier portals, marketing requests, co-op, leads, etc.)

• Handle any/all product and carrier related questions

• Maintain a clear understanding of the CMS compliance expectations for brokers

• Follow the timeline of activities required for each new agency/agent.

• Work with recruiting team and agent to expand the number of contracts for assigned accounts

• Maintain/update the CRM system to ensure agent records are up to date

• Troubleshoot and work to resolve broker issues/inquiries regarding contracting, enrollment, commissions etc. when possible and/or distribute these calls to the appropriate departments when necessary.

• Provide guidance and marketing support for brokers in need of product information, lead generating strategies or supplies

• Manage pre-AEP certification process for existing broker to ensure they are ready-to-sell

• Call ALL brokers regularly to keep them warm and interested in Garity and writing business.

• Prioritize quantity/depth of touchpoints based on broker production (A, B, C)

• Evaluate production and contract holes in existing broker base and devise strategies to improve sales/add contracts via outbound communication and direct outreach

• Develop Monthly/Quarterly performance reports for key uplines and top producers

• Call existing brokers to invite to training and other meetings/webcasts

Additional Responsibilities for Key Accounts Includes:

This role not only manages these accounts, but also maintains a long-term relationship with some key accounts It is the account managers responsibility to identify both internal and external opportunities for growth for these key accounts.

• External: Gaps in the market, new distribution channels, cultural changes, or emerging market trends

• Internal: Areas of innovation outside of current operations or product boundaries

They play a critical role in developing new business and retaining current business as well as being responsible for effective recruitment strategies and on-boarding of new agents. 

While focusing on developing existing clients, along with generating new business, they also need to write business plans for all present and future business opportunities and goals. All plans must be accessible to the sales team and senior leadership.

Preparing monthly reports of progress and forecasting for the use of internal and external stakeholders using key account metrics is another important responsibility of the Account Manager.

Developing a complete understanding of key account needs and acting accordingly to ensure growth.

Monthly strategy calls and planning with each key account are required to plan and gauge progress in meeting established goals and to overall improve account results.

Monthly production calls with leadership to report out on each account is required. 

Effective team collaboration between all teams in marketing, training, recruiting and agent success representatives will be key in this role as each team player has an important impact on the success of these accounts as well as overall market growth.

Effective Management of communications between key accounts and internal teams to ensure clear team collaboration.

Understanding and resolving key client issues and complaints.

Regular Travel to agencies is required to ensure effective implementation of strategic plans, offer needed training and to solidify relationships.

Primary Skills & Requirements:

• Become licensed and certified to sell within 3 months of employment in role

• Proficient use of Outlook, Excel, and CRM tools

• Social media experience with LinkedIn, Facebook and Twitter is a plus.

• Medicare experience/knowledge preferred

About Integrity

Integrity is one of the nation’s leading independent distributors of life, health and wealth insurance products. With a strong insurtech focus, we embrace a broad and innovative approach to serving agents and clients alike. Integrity is driven by a singular purpose: to help people protect their life, health and wealth so they can prepare for the good days ahead.

Integrity offers you the opportunity to start a career in a family-like environment that is rewarding and cutting edge. Why? Because we put our people first! At Integrity, you can start a new career path at company you’ll love, and we’ll love you back. We’re proud of the work we do and the culture we’ve built, where we celebrate your hard work and support you daily. Joining us means being part of a hyper-growth company with tons of professional opportunities for you to accelerate your career. Integrity offers our people a competitive compensation package, including benefits that make work more fun and give you and your family peace of mind. 

Headquartered in Dallas, Texas, Integrity is committed to meeting Americans wherever they are — in person, over the phone or online. Integrity’s employees support hundreds of thousands of independent agents who serve the needs of millions of clients nationwide. For more information, visit Integrity.com.

Integrity, LLC is an Equal Opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, gender identity, national origin, disability, veteran status, or any other characteristic protected by federal, state, or local law. In addition, Integrity, LLC will provide reasonable accommodations for qualified individuals with disabilities.