Crum & Forster Company Overview

Crum & Forster (C&F), with a proud history dating to 1822, provides specialty and standard commercial lines insurance products through our admitted and surplus lines insurance companies. Approaching $4 billion in written premium as of 2021, C&F enjoys a financial strength rating of "A" (Excellent) by A.M. Best. C&F is proud of its superior customer service platform and its claims and risk engineering services are recognized as among the best in the industry. Our most valuable asset is our people - 3000 employees, and growing, in locations throughout the United States. The company is increasingly winning recognition as a great place to work, earning workplace and wellness awards. C&F is part of Fairfax Financial Holdings, a global organization with $23.8 billion in revenue as of 2021. For more information about Crum & Forster, please visit our website: http://www.cfins.com.

Job Description

C&F Pet Insurance Group (C&F Pet) is a member of the Crum & Forster Enterprise. As the fourth largest pet insurer and the second oldest, C&F Pet’s mission is to help pets across the nation live longer, happier, healthier lives. Our office is in Akron, Ohio and is home to a full complement of departments and a team of highly skilled and diverse individuals. C&F Pet is a winner of the NorthCoast 99 Best Places to Work in NE Ohio, seven years running. We feature a business casual, dog friendly work environment in a modern office space. We are always on the lookout for bright, hardworking people who want to join our team! Learn more: https://www.cfpetinsurance.com/about-us/careers/

The primary responsibility of the Senior Account Manager is major account relationship management, retention, and driving growth. The ideal candidate will have proven successful experience managing large complex partner relationships, ideally in the insurance or pet space. This includes developing, negotiating, managing, and growing long-term relationships with partners. The Senior Account Manager leans on their interpersonal skills to develop partnerships, including at senior levels, with customers that result in better outcomes for all stakeholders. This position requires a broad knowledge of the insurance/pet insurance industry and the account management process.

Senior Key Account Manager

Division: Accident & Health

Business Unit: Pet

Primary Location: Akron, Ohio/Hybrid or Remote-USA

Manager/Title: AVP, North American Partnerships

FLSA Classification: Exempt

Pay Type: Salaried

What you will do:

• Responsible for policy sales and overall financial performance of assigned complex key accounts including White Label partners, new sales strategy development, and accountability for sales results accounts including:
  • Collaborate with existing clients to provide them with tools and support that will increase production (advertising collateral, social media graphics and content, digital advertising assets, etc.)
  • Working with Marketing, develop new marketing material to respond to client needs, changes in the competitive landscape or demographic trends
  • Conduct product webinars, in person or virtual sales training, etc.
  • Develop mutual sales targets that define success for the client and C&F Pet
  • Manage the profitability of assigned accounts (loss ratio, expense ratio)
• Development of loyal partner relationships through regular partner meetings and being consultative
• C-level client contact for all matters of strategy and planning, including marketing and brand strategy, communications strategy and engagement planning for pet health insurance partners
• Exceed Partners’ expectations by anticipating needs; proactive, regular and effective communication; delivering regular reporting with unique insights and innovative solutions
• Ensure optimal growth and profit by having a thorough understanding of the Crum & Forster sales model and reporting and our unique positioning in this space
• Accountability to set measurement tools, key performance metrics and sales effectiveness
• Accountability for sales effectiveness through effective distribution management and market intelligence approach
• Play pivotal role in building tactical relationships between sales, claims, underwriting, marketing, IT teams, problem-solving for partners while working within underwriting strategy, pricing and appetite
• Create and Deliver presentations to leadership and management teams to highlight business opportunities or to present the results of new strategies. Prepare documents and information for requests for proposals (RFPs).
• Work collaboratively with Crum & Forster to maximize partner opportunities and growth across North America
• As a senior-level Account Manager, engage in the training and development of other Account Managers/Sales Support team members
• Suggest ideas to help other team members achieve their business objectives

Sales Management

• Achieve profitability targets by:
  • Providing sales leadership with the Account Managers on sales and service-related initiatives
  • Develop new partners (20% of time)
  • Identification of gaps in targets, retention, organic growth, and portfolios and design and launch initiatives to address the gaps
  • Work MI reporting to monitor Plan vs. Actual
• Lead Cross Functional Teams to identify and pursue opportunities to grow and strengthen relationships to advance our business. This will require connecting people across business units as well as managing external and customer relations.
• Identify areas where the business can increase its footprint through partnerships and other opportunities to enhance distribution, open new market channels, and increase effectiveness
• Work closely with leadership and operations to improve operations and overall efficiency. Make recommendations on long-term operating decisions regarding product development and distribution strategies
• Analyze and understand overall market trends in pet retail and forecasts implications/opportunities to Pethealth
• Jointly develop and execute go-to-market strategies for various Pet Business Unit products and services
• Monitor the profitability of Partners and suggest improvements as needed (plan coverage defaults, target markets) to achieve the loss ratio and profitability goals
• Seek feedback from internal colleagues and Partners to insure a “best in class” service model for partners
• Understand the client’s KPIs to anticipate future needs and help determine ideal solutions
• Manage the clients' expectations at all levels, attend and direct client meetings while demonstrating a consultative approach to address client needs
• Conduct quarterly business reviews ensuring that Partners understand the value of our relationship and their performance relative to quarterly, semiannual, and annual growth expectations
• Creation of Partner plans that identify threats and opportunities
• Keep informed about industry information, technology, and trends
• Identifying new opportunities which could include new prospects and tactics
• Other duties as assigned

What YOU will bring to C&F:

• Partner centric oriented with a "can do" attitude, while protecting the business
• Exceptional presentation and storytelling skills for all levels including C-suite
• Successful history of retention of products/services with a long sales cycle
• Drive
• Sound judgement when managing expectations and needs
• Strong interpersonal skills, with the ability to identify and provide comprehensive solutions for varying partner needs
• Curiosity to tackle new challenges and innovate account management processes
• Strong decision-making and organization skills to work with cross-functional teams
• Attention to detail
• Demonstrated problem-solving and time-management skills
• Ability to multi-task
• Teamwork, helping the entire team achieve their goals
• Ability to work in a fast-paced, changing environment with minimal instruction
• Ability to communicate in a clear, concise, and concrete way
• Life-long learning - pursues opportunities to develop new skills, increase effectiveness, and continuously improve

Requirements:

• Bachelor’s degree preferably in Business, Sales, Marketing or other relevant discipline
• 7 years proven success managing complex partnerships.
• 3 years’ experience in the financial services sector, preferably insurance or pet related industry
• Previous B2B account relationship management success.
• Exceptional polished & professional communication skills with internal and external audiences including written, email, oral and presentations
• Knowledgeable and effective use of computer technology and Microsoft Office Applications (CRM’s, virtual meeting platforms, etc.), with the ability to create and analyze reports
• Ability to travel and work remotely on business trips (conferences, on-site client visits, etc.) – 30% of time
• An active P&C license is required. The company provides training and exam costs (up to 2) for employees to obtain and maintain their Ohio Property & Casualty Insurance License, and provides ongoing CEs to maintain required licensing
• Excellent consultative selling and negotiation skills with the ability to influence decision makers associated with high-value, complex customers
• Capable of frequently working independently, demonstrated resourcefulness and requiring little guidance
• Advanced critical thinking skills with ability to work cross-functionally to resolve complex issues and generate results

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#LI-REMOTE

What C&F will bring to you

• Competitive compensation package
• Generous 401K employer match
• Employee Stock Purchase plan with employer matching
• Generous Paid Time Off
• Excellent benefits that go beyond health, dental & vision. Our programs are focused on your whole family’s wellness, including your physical, mental and financial wellbeing
• A core C&F tenet is owning your career development, so we provide a wealth of ways for you to keep learning, including tuition reimbursement, industry-related certifications and professional training to keep you progressing on your chosen path
• A dynamic, ambitious, fun and exciting work environment
• We believe you do well by doing good and want to encourage a spirit of social and community responsibility, matching donation program, volunteer opportunities, and an employee-driven corporate giving program that lets you participate and support your community

At C&F you will BELONG

We value inclusivity and diversity. We are committed to equal employment opportunity and welcome everyone regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity, or Veteran status. If you require special accommodation, please let us know.