Nationwide Affinity Sales Management Consultant in Scottsdale, Arizona

Corporate Job Title: Consultant, Affinity Sls Mgmt

This Consultant, Affinity Sls Mgmt will support the Southwestern and Western Regional Operations. The qualified candidate will work from the regional office in Scottsdale, AZ.

This position requires travel into the field approximately 50% of the time.

JOB SUMMARY: This role is responsible for increasing profitable regional policy growth through the management of Affinity growth partner relationships. Lead and coordinate the development and execution of regional strategic business and marketing plans. Build relationships and create mutually beneficial partnerships that leverage Nationwide’s Affinity strategy and value proposition. In addition to individual regional responsibilities, also serves as a lead on key special projects, provides training and guidance to agents and Sales Managers and regularly reports to leadership on regional performance.

LOCATION: Regional Offices

REPORTING RELATIONSHIPS: Reports to Sales AVP. No direct reports.

CORE JOB DUTIES & RESPONSIBILITIES:

  • Accountable for Affinity policy growth within assigned region. Utilize consultative business development skills to identify growth opportunities and develop portfolio and partnership strategies to drive business results, builds relationships, protect capital investments and provide subject matter expert support.

  • Works collaboratively with Nationwide company resources to define the approach and strategy for achieving partnerships and program expectations. Engages marketing, product, service and distribution channel teams across the company to expand partnership programs, deepen relationships and optimize growth and profitability.

  • Develops, maintains and grows relationships with assigned large and/or national Affinity accounts, agencies and other business units. Promotes retention of existing marketing opportunities, identifies and implements new marketing opportunities for account growth and new business. Serves as a thought leader on new and innovative ways to reach membership of regional and national Affinity groups.

  • Meets with accounts and agencies to maintain and grow relationships.

  • Gathers, analyzes, and disseminates information (to leadership, internal business units and external clients) regarding performance and trending of accounts relative to the regional Affinity portfolio. Based on analysis, develops and executes recommendations, including forecasted impact to all parties involved.

  • Responsible for the management of target accounts, and overall regional Affinity portfolio. Serves as the primary business contact for the region and is responsible for the region/agents’ satisfaction.

  • Consults with Office of General Counsel regarding contractual language and compliance on agency accounts. Partners with legal and corporate affinity partners on the execution of contract amendments, terminations, modification and extensions of marketing allowance grids for payment to accounts.

  • Coordinates sponsorships and on-site opportunities with agents and accounts, including attending events/conventions/trade shows and provides Nationwide representation at various functions.

  • Leads and influences sales activities by building relationships with agencies, prospecting both independently and as part of joint sales calls, observes sales practices and provides feedback, reinforces sales strategies and plans, and develops positive energy with territory through awards and recognition.

  • Partners with Sales Managers and agents to manage sales planning activities within assigned territory with respect to strategy development for regional activation.

  • Provides consultative agency support including: strategic and tactical planning, measurement & monitoring of objectives, course correction, program management and resource utilization.

  • Drive partner loyalty and retention through excellence in client service and support.

  • Perform other duties as assigned.

MINIMUM JOB REQUIREMENTS:

Education: Bachelor's degree in business – including Sales, Marketing, Communications, or closely related field.

License/Certification/Designation: Property/Casualty, Life and Health licenses in accordance with insurance laws and regulations in the state(s) of operation for lines of insurance written by Nationwide Mutual Insurance. Will be required to complete licensing for Life, P&C, Accident and Health upon hire.

Experience: Minimum of eight years demonstrated experience in identifying business opportunities, business to business sales, developing and executing marketing campaigns and Affinity relationships, selling and negotiating contracts, prospecting for new opportunities, budgeting, and forecasting. Broad understanding of Nationwide company and insurance industry required. Partner relationship management experience preferred. Minimum of three years experience in a high paced sales environment. Demonstrated ability to meet or exceed sales goals.

Knowledge: Deep understanding of the principles and best practices of sales concepts and marketing campaigns. Deep understanding of the Affinity marketplace within the financial services industry. Familiarity with product terminology, processes, and insurance practices. Knowledge of current practices in managing marketing campaigns, budgeting, forecasting, and financial analysis. Knowledge of local markets to promote and sell Nationwide. Understanding of marketing plans and financial proformas. Full knowledge of Nationwide products and brokerage offerings, technology and administration, exclusive agency operations, agency business proforma and operating plans, agency programs, compensation/contracts/compliance, sales techniques and processes, recruiting and staffing, and training.

Skills/Competencies: Must be self motivated and possess excellent presentation skills. Excellent verbal and written communication skills. Strong ability to understand and analyze business information needs, analyze data requests, and work under tight time constraints. Must be organized and able to balance and prioritize multiple tasks. Must be able to build relationships internally and externally to accomplish goals. Must be able to quickly learn and effectively use the programs of the Sales team to manage prospects within the database.

Values: Regularly and consistently demonstrates the Nationwide Values and Guiding Behaviors.

Staffing Exceptions to the above Minimum Job Requirements must be approved by the: hiring manager’s leader and HRBP.

JOB CONDITIONS:

Overtime Eligibility: Not Eligible (Exempt)

Working Conditions: Normal office environment. Extended periods of personal computer use and report/information verification. Occasional overtime and non-standard hours based on business needs. Heavy travel within local region will be required.

ADA: The above statements cover what are generally believed to be principal and essential functions of this job. Specific circumstances may allow or require some people assigned to the job to perform a somewhat different combination of duties.

Job Family/Function: SLS / PRC

Job Evaluation Activity: RG 10/2/14

Job ID: 52544

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