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National Accounts Customer Unit Vice President - Sales - North Customer Unit

Date Posted: Oct 22, 2021

Location: Columbus, OH, US, 43240

Company: MetLife

Position: National Accounts Customer Unit Vice President – Sales – North Customer Unit

 

Job Location: MetLife Office in either Michigan or Ohio

 

Department:  The National Accounts segment provides global benefits sales and solutions to U.S.- based employers with 5,000+ employees and generates approximately $XB in annual sales and more than $XXB in revenue.  National Accounts serves more than 1,400 U.S. customers, covering approximately 50 million employees and their dependents.  We provide employee benefits to 92 of the Fortune 100® companies and 75% of the Fortune 500® companies.

 

The Role: The Customer Unit Vice President (CUVP) position exists to provide senior leadership to the sales organization in the 5000+ marketplace. As a leader, this role is also responsible for achieving sales revenue, persistency and earnings goals for their assigned Customer Unit. As a sales leader this position you will be accountable for setting and executing key strategies to succeed in the marketplace, developing and maintaining key broker and customer relationships and coaching your sales team to the highest levels of performance. Protecting and growing the National Accounts franchise is a key priority for Group Benefits.

 

 As one of 7 CUVP’s, the incumbent will lead a defined sales region in the National Account segment. They are responsible for managing 8-10 direct reports with a significant P&L responsibility. This leader will have significant visibility and drive outcomes in collaboration with internal partners, sales associates, and the external market community.  Development and maintenance of external market relationships is key to this role and is looked to help drive MetLife’s strategies, tell our story in market and create connectivity that can be called upon when needed.    

Reporting directly to the SVP, National Accounts Sales, this position will directly impact accelerating profitable growth and optimizing shareholder value for MetLife.

 

Key Responsibilities:

  • Provide overall leadership for the assigned Customer Unit by creating strategies that position the business to more effectively deliver on accelerating value and the business growth objectives.
  • Lead and support the strategy and vision for profitable growth of National Accounts business.  Focus on developing new business, second sale and retaining existing 5,000+ clients.
  • Collaborate with key partners; namely underwriting, service, and market strategy and finance leaders to achieve the proper balance between sales growth and earnings growth within marketplace earnings targets.
  • Proactively engage across organizational boundaries with product, marketing, finance and operations leadership to incorporate a holistic view in local business plans.  Operate with a global mindset that positively impacts the customer unit’s business results.
  • Drives strategy with senior leadership. Significant responsibility managing and influencing key decision makers externally as well as strong relationship management capabilities with internal and external stakeholders.  In addition, this leader is responsible for coaching Account Executives in-market to achieve the highest level of sales success.
  • Identify industry trends, understand the competitive landscape and drive product development ideation to address customer needs and provide solutions.
  • Represent MetLife as a thought leader at industry events, broker events and high-level client meetings.
  • Drive executive strategic relationship management with brokerage and third-party firms and customers.
  • Maintain strong marketplace presence and relationships with key decision makers and support a customer centric environment.
  • Create a Holistic Account Planning driven culture and ensure a full adoption of systems and technology

 

Key Relationships:

  • Reports to: Senior Vice President National Accounts Sales
  • Direct reports/team: 7 Account Executives, 1 Executive Assistant, 1 Sales Support Director
  • Key Stakeholders: Service, Underwriting, Strategy, Product, Finance, External Marketplace

 

Candidate Qualifications:

   Essential Business Experience and Technical Skills:

  • Minimum of 10-15 years of experience in sales as a proven leader in the industry.
  • Individual must be an industry expert, thought leader and have significant external and internal presence as a sales leader in the insurance industry.
  • Ability to influence senior level benefit decision makers for large, complex customers.
  • Senior sales leadership with proven record of strong revenue and earnings results.
  • Large market group insurance customer experience, domestic and global.
  • Strong record of success in leading business growth with significant P&L responsibility within Financial Services.
  • Accomplished change management leader, able to operate effectively in a highly matrix environment.
  • FINRA registration requirement Series 6, 63, 26 and appropriate state insurance licenses based on location.
  • Undergraduate degree required. MBA preferred.

      MetLife Success Principles

  • Experiment with Confidence – Courageously learn and test new ideas without fear of failure
  • Act with Urgency – Demonstrate speed to action with agility and determination
  • Seek Diverse Perspectives – Source ideas and feedback to expand thinking and make informed decisions
  • Seize Opportunity – Drive responsible growth and identify areas for continuous improvement
  • Champion Inclusion – Foster an environment where everyone is valued, heard, and can speak up
  • Create Alignment – Partner with others across the organization with candor and transparency
  • Take Responsibility – Be accountable and act in pursuit of the right outcomes
  • Enable Solutions – Anticipate and address obstacles while managing risk
  • Deliver What Matters – Execute meaningful priorities and follow through on commitments


Nearest Major Market: Columbus