The Account Manager (AM) is the guardian of the strategic customer relationship and orchestrates the deployment of corporate-wide resources to provide comprehensive products, services and solutions to strategic key accounts. The AM is fully responsible for the retention, development, servicing and expansion of their assigned accounts. The Team Lead role will function as a dual role, supporting not only key accounts but the management and development of Associate Account Managers within their market.

ESSENTIAL DUTIES AND RESPONSIBILITIES include, but are not limited, to the following:

Team Lead

Will function as the Account Manager on a book of business, with details on those responsibilities captured below

Manage between 2-4 direct reports, primarily junior level personnel with aspirations to progress at MMA

Includes all manager requirements (i.e. expense approval, annual performance review, goal setting, etc.)

Responsible for training and development of direct reports

Primary executioner for AAM/AM training program working with HR

Will utilize MMA East training guide, career pathing, other available tools to execute

Expectation to revise and improve training program periodically

Meet with direct reports beginning weekly to ensure adequate progress

Review and maintain capacity for direct reports

Act as representative leadership for Primary accounts of direct reports

Attend client meetings, review deliverables, provide strategic guidance, work on MMA contracts, interface with Producers

Support of first line for escalated issues, bringing in Client Leader when appropriate

Help support key carrier partnerships

Participating in various book of business review meetings, scheduling in person events for team awareness to keep current on market trends, changing business solutions or models 

Potentially participation in Carrier specific Advisory Boards as appropriate

Support various internal initiatives that may enhance clients or team member efficiencies such as use of AI, emerging solutions, vendors, etc.

Assist Executive CL with additional matters as requested

May be relied upon for prospect finalist overflow including preparation of materials, attending finalist meetings and/or representing the AM function

Account Management

Consistently ensure 100% complete and total client satisfaction

Manage a large, complex, functionally diverse and globally dispersed client partnership

Maintain strong relationships within client organizations at the decision maker and end-user levels; present a consistent MMA East image to those clients; build high levels of client satisfaction; execute proper client agreements

Demonstrate the ability to clearly articulate total cost of ownership and value contribution to assigned accounts within MMA East

Develop, implement and manage project plans in conjunction with the client

Prepare and conduct quarterly strategic account planning meetings and annual executive summits

Articulate needs and desires of the client and translate into actionable plans for the assigned Client Service team members

Act as communication conduit for MMA East organization to assigned accounts

Serve as the primary escalation contact for client resolution of issues

Initiate and promote continuous improvement of procedures, processes, standards and programs to gain cost-effectiveness and efficiency and execute implementation

Sales

Develop and execute account plans for assigned accounts to ensure retention

Continuously identify and capture new sources of revenue within assigned accounts

Develop and deliver detailed, accurate and timely revenue forecasts to sales management

Develop and negotiate contract terms, rates, plans, schedules, resources, involvement, and roles/responsibilities

Identify the factors which influence business performance and recommend actions to improve profitability and/or enhance revenue for MMA East

Client Services

Partner with team of resources dedicated to the assigned accounts - potential team members may include underwriting, client service, voluntary benefits, benefits administration and administrative resources

Provide clear communications so client team maintains a thorough understanding of the client's challenges, issues, expectations and goals

Coordinate with Client Service Manager to provide education needed to support clients

Professional Development

Develop and maintain skills, knowledge and proficiencies required to be effective in sales techniques and i

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