Director, Account Management Voluntary Benefits

The Director of Account Management and Implementation Services is responsible for driving client retention and growth by leading a high-performing team and fostering strategic relationships with top clients. This role ensures exceptional consultative support and collaboration across EBG stakeholders.

Core Responsibilities

Sales Leadership & Quota Management

• Lead quota-bearing account management team responsible for retention revenue and organic growth targets
• Develop and track individual and team sales pipelines forecasting and quota attainment
• Coach account managers on consultative selling cross-selling strategies and closing techniques
• Drive accountability through regular pipeline reviews performance metrics and strategic account planning
• Design compensation strategies and incentive structures aligned with retention and expansion goals

Revenue Growth & Client Expansion

• Own portfolio revenue targets and organic growth objectives across existing client base
• Identify and execute cross-sell and up-sell opportunities within Fortune 1000 accounts
• Lead strategic business reviews that uncover expansion opportunities and strengthen client partnerships
• Negotiate contract renewals and expansion agreements that maximize revenue and margin
• Partner with New Business team to ensure seamless handoffs and account growth post-sale

Account Management Excellence

• Build and mentor high-performing account managers who balance service delivery with sales responsibility
• Establish best practices for strategic account planning relationship mapping and stakeholder engagement
• Personally manage top-tier accounts and complex negotiations requiring senior-level expertise
• Champion client needs internally while maintaining focus on profitability and business objectives
• Monitor client health metrics persistency rates and participation to proactively address retention risks

Market Intelligence & Collaboration

• Provide competitive insights and market trends to inform product strategy and pricing decisions
• Lead cross-functional collaboration with Implementation Enrollment Carrier Relations and Operations
• Represent client voice in strategic planning and contribute to business unit revenue planning
• Drive initiatives that improve sales effectiveness client experience and operational efficiency

Qualifications :

• Bachelors degree or an equivalent combination of education and relevant experience
• 8 years in voluntary benefits brokerage with proven track record of quota attainment
• 5 years leading quota-bearing account management or sales teams
• Deep expertise in voluntary benefits products market dynamics and competitive landscape
• Demonstrated success managing complex multi-product Fortune 1000 client relationships
• Experience coaching teams in consultative sales methodologies and revenue growth strategies
• Proven ability to develop forecast and manage sales pipelines to achieve revenue targets
• Strong negotiation skills with experience structuring complex multi-year agreements
• Track record of building and retaining high-performing revenue-generating teams
• Analytical mindset with ability to use metrics and CRM data to drive performance
• Executive presence and ability to engage C-suite and HR leadership at client organizations
• Active insurance licenses (or ability to obtain) as required by operating states
• Proficiency with CRM systems sales forecasting tools and performance dashboards
• Travel: 2040% including overnight stays for client meetings and team development

Additional Information :

EBG offers outstanding benefit options that fit our employees lifestyles including:

• Medical Dental & Vision
• 401k Match
• Short Term Disability Long Term Disability (Company Paid)
• Basic Life and AD&D (Company Paid)
• Additional Voluntary Benefits 
• Flexible Work Arrangements
• 3 Weeks of PTO 5 Personal Days
• Paid Holiday Break from Christmas to New Year
• Paid Holidays
• Fitness Benefit
• Annual Day of Giving
• Company Bonus Program
• Share in the FUN! EBG gives $1000 per year in Tickets-At-Work gift cards to full-time employees to experience and enjoy our signature savings marketplace!

Remote Work :

No

Employment Type :

Full-time