Large Partner Leader (remote opportunity)

4 days left

Columbus, Ohio
Not Specified
Jun 13, 2022
Aug 12, 2022
Job Type
Full Time
Career Level
Not Specified

Summary: This position is responsible for managing the development and expansion of traditional and expanding networks, brokers, and affinity partnerships. Working closely with leadership, will create short-term and long-term strategy to increase shelf space and build scale in this largest segment of the IA Channel. The LPM will work to achieve target returns, communicate business goals, and help to formulate the company's Large Partner strategy across the Enterprise.

This leader will run as primary quarterback, collaborating with field teams, influencing alignment and execution at both the national and local level. Work to include structured communication to and from the field and partner/company leadership impactful engagement. The LPM will develop the Large Partner playbook, prioritizing opportunity/ business model scope and footprint (existing and planned expansion), with an aim to capitalize on personal lines and commercial lines portfolio offerings. Responsibilities will be largely focused on holistic account management, growth of the Large Partner channel (increasing same store sales and prospecting new), and performance optimization (return on national incentives, KPI measures of success).

What You'll Be Doing:

  • Responsible for large traditional relationships, in-depth account management, penetrating relationships beyond home office level, actively engaged with field, region, state leaders within each account.
  • Formulate strategy to improve company placement/ ranking, through regular strategy meetings/ annual planning, influencing executive leadership decision-making and supporting tactics in support of new business growth, target loss ratios, retention measures, distribution expansion.
  • Operate as national level quarterback, conducting cross-communication and collaboration with field team leadership, cultivating Large Partner tailored-strategy and action plans that move the performance dial.
  • Develop the Large Partner go-to-market playbook, designed to optimize our offerings/ capabilities with the needs of these large relationships.
  • Lead new appointment strategy for Large Partner groups, ensuring new appointments are completing training/ onboarding program, supporting production requirements, fulfilling contract expectations.
  • Establish a pipeline of Large Partner prospects: pursue new relationships that present strong business opportunity for Personal Lines, Commercial Lines or both. Prepare formal proposals for senior leadership briefing and approval.
  • Maintain active communication and collaboration with field/ inside sales, service center, operations, product/ underwriting state leadership, marketing and select others who support Large Partner relationships.
  • Participate in leadership planning meetings, executive briefings, other. Actively communicate to internal stakeholders and senior leadership on channel management, market movement and results.
  • Leverage data, analytics and systems application information to formulate strategy and recommendations on production levers and/or redirection for both external and internal audience.
  • Active involvement in Large Partner compensation design and development annually.
  • Steer Mergers & Acquisitions activity related to this channel.
  • Embody a continuous improvement mindset, enabling problem solve decision-making to address relationship hurdles or items in need of course correction.
  • Maintain a strong presence, engage internal stakeholders appropriately and capitalize on presentation opportunities at key partner events (primarily at the national level) and core industry events targeting this audience (INA, CIAB, Legislative Conference, other)

What You'll Bring To The Company:

  • 10+ years property/ casualty experience, Bachelor's or master's degree and industry certification(s) desired (CIC, CPC, CLU)
  • Experience working with national traditional players (networks, brokers, affinity groups), driving total account management, establishing strategy with internal stakeholders/ field teams, to go deeper and broader in the market (increase shelf-space, expand distribution points)
  • Strong knowledge of this market (market-share/ market movement, membership framework top needs, geographic footprint, compensation models, key events)
  • Extensive national sales and relationship management experience, comfortable with structured problem solving and a proven track record of success in results-driven leadership
  • Exceptional negotiation skills, command of formal planning and compensation plans
  • Ability to work in a multi-line environment, using both Personal and Commercial Lines portfolios
  • Highly collaborative, able to engage a broad cross-section of key stakeholders toward common goal
  • Comfortable with data and analytics, trend analysis reports, communicating insights to ignite action with total team
  • Understanding of mergers and acquisitions activity and support needed
  • Effective communication, presentation and business proposal formation skills
  • Experience with CRM sales platforms (Salesforce, other)
  • Ability to travel is required

About Us:

Grange Insurance Company, with $3 billion in assets and more than $1.3 billion in annual revenue, is an insurance provider founded in 1935 and based in Columbus, Ohio. Through its network of independent agents, Grange offers auto, home, life and business insurance protection. Life insurance offered by Grange Life Insurance and Kansas City Life Insurance. Grange Insurance Company and its affiliates serve policyholders in Georgia, Illinois, Indiana, Iowa, Kentucky, Michigan, Minnesota, Ohio, Pennsylvania, South Carolina, Tennessee, Virginia and Wisconsin. With partner Integrity Insurance based in Appleton, Wisconsin- the 13-state Grange Enterprise has nearly $3 billion in assets and more than $1.3 billion in annual revenue and holds an A.M. Best rating of “A” (Excellent).

Who We Are:

We are committed to an inclusive work environment where we welcome and value diversity and inclusion. We hire great talent from a wide variety of backgrounds, and our associates are our biggest strength. The diversity of our associates, their backgrounds, experiences, and individual differences are the foundation for our success. Our inclusive culture empowers all of us to “Be One Team”, “Deliver Excellence”, “Communicate Openly”, “Do the Right Thing”, and “Solve Creatively for Tomorrow”. We have active Associate Resource Groups and a Diversity and Inclusion Team, that focuses on professional development, networking, business value and community outreach; all which encourage and facilitate an environment that fosters learning, innovation, and growth. Together we use our individual experiences to learn from one another and grow as professionals and as humans.

We welcome the unique contributions that you bring from education, opinions, culture, beliefs, race, color, religion, age, sex, national origin, handicap, disability, sexual orientation, gender stereotyping, gender identity or expression, genetic information, ancestry, pregnancy, veteran status, and citizenship.

Grange Enterprise is proud to be part of the CEO Action for Diversity and Inclusion™, a national initiative of more than 1400 CEOs working for the advancement of diversity and inclusion within the workplace.

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