National Account Director

This position is listed on behalf of a partner company, who manages all applications and next steps. Our partner is looking for a National Account Director based in the United States.

The National Account Director will lead strategic relationships with major national distribution partners across the financial services and insurance sectors. Acting as the primary relationship owner, this leader will build trusted executive partnerships and position the organization as a preferred carrier and long-term business partner. The role combines strategic account management, revenue growth, joint business planning, and cross-functional coordination to strengthen distribution performance. Working with Independent Marketing Organizations (IMOs), broker-dealers, financial institutions, and other key accounts, the Director will identify opportunities to expand market share and increase production. Success will require a strong understanding of partner priorities, industry dynamics, and sales performance, alongside the ability to mobilize internal resources to deliver an excellent partner experience. This is a fully remote leadership opportunity with occasional in-person collaboration as business needs dictate. \n

Accountabilities

Lead strategic national accounts: Serve as the primary relationship owner for designated national accounts and distribution partners, developing trusted relationships with executive leaders and key stakeholders.

Develop joint business plans: Create and execute account strategies aligned with partner growth objectives and organizational goals, establishing the organization as a carrier of choice.

Drive revenue and production growth: Identify opportunities to increase market share, production, and market penetration through strategic partner initiatives, marketing programs, and collaborative planning.

Manage business performance: Monitor production trends, sales pipelines, account performance, and market penetration metrics. Develop and execute action plans to meet or exceed revenue objectives.

Coordinate business reviews and planning: Lead Quarterly Business Reviews (QBRs), annual business planning meetings, and partner strategy sessions to assess results, align priorities, and identify growth opportunities.

Strengthen partner relationships and experience: Build effective relationships with executive leadership, sales management, operations teams, and other stakeholders. Proactively address partner needs, service issues, and opportunities while maintaining consistent communication and engagement.

Coordinate cross-functional resources: Bring together internal teams and organizational resources to support strategic initiatives, resolve challenges, and deliver on account objectives.

Provide market intelligence: Gather and communicate competitive insights, industry trends, and partner feedback. Identify emerging opportunities and strategic risks, recommending improvements and initiatives based on market conditions and partner needs.

Support long-term distribution strategy: Contribute to strategic account management initiatives and broader distribution planning, ensuring partner relationships remain aligned with evolving business priorities.

Requirements

Bachelor's degree or equivalent professional experience.

Active Life and Health Insurance License.

Certified in Long-Term Care (CLTC) designation or willingness to obtain it.

At least 7 years of sales experience.

At least 7 years of experience in the financial services or insurance industry.

Demonstrated success meeting or exceeding sales and production goals.

Proven ability to build, develop, and manage business relationships involving multiple stakeholders.

Strong strategic account management, business planning, and revenue growth capabilities.

Excellent executive-level communication, relationship-building, and stakeholder management skills.

Ability to coordinate cross-functional teams and align internal resources around partner priorities.

Strong analytical skills, including the ability to monitor performance, interpret market intelligence, and translate insights into actionable growth plans.

Preferred qualifications: Advanced sales, relationship management, or financial planning designations.

Strategic Account Management training or certification.

Wholesaling experience.

National account management experience.

Experience managing executive-level relationships.

Background working with Independent Marketing Organizations (IMOs), broker-dealers, financial institutions, or large distribution organizations.

Experience developing strategic business plans and achieving defined business planning objectives.

Benefits

Competitive compensation: $135,000 annual base salary, with $165,000 in target incentive compensation, for total target compensation of $300,000.

Medical and prescription drug insurance.

Dental and vision coverage.

Health Savings Account (HSA) and Flexible Spending Account (FSA) options.

Paid time off.

10 weeks of fully paid parental leave after 12 months of employment.

401(k) plan with company matching contributions.

Pension plan.

Company-paid life and disability insurance.

Wellness program and company-paid Employee Assistance Program.

Access to employee clinics, subject to location, in Indianapolis, Charlotte, and Cincinnati.

Fully remote work arrangement, with occasional in-person attendance at offices in California, Indiana, or Maine for business needs and team collaboration.

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