A Brief Overview

Vice President of Client Sales and Support acts as a trusted advisor to the organization's largest insurance client partners. They work closely with their clients to design and implement best-in-class claims programs that deliver unrivaled customer experience to the policyholder. They are trustworthy representatives of both Safelite and the client organization. Trusted experts in the insurance and auto-glass industry, and having the right knowledge and experience to help clients uncover and address critical business needs. By delivering highly consultative services, they help clients solve challenging business problems while increasing Safelite's footprint within their client organizations. A key component of the role is collaboration: they must work with a variety of stakeholders within Safelite as well as client organizations and they must also foster strong relationships across the two organizations. Using data to uncover problems and drive decision making is an increasing focus of the role, and incumbents must be able to use the data to tell a compelling story that leads to both insight and action. They must also be digitally savvy, helping the client to create a consumer-grade experience to policy holders by creating an omni-channel customer platform that delivers maximum experience with ease and satisfaction. As highly influential expert professionals, VPs of Client Sales and Support must model Safelite's values: a service mindset, a can-do attitude, and a caring heart.
What you will do

• KEY ACCOUNT MANAGEMENT
  * Personally manage a focused portfolio of key and strategic customer relationships, leveraging a large network of colleagues across the organization's functions, and acting as a trusted advisor to the client.
  * Collaborate with key internal partners to develop and implement innovative and scalable solutions and strategies for customers that ensure their ongoing satisfaction and loyalty while also enhancing profitability.
  * Maintain current knowledge of partners' industry and auto glass industry; evolve knowledge and approach as Safelite's business strategy evolves.
  * Learn and understand a client's culture, how that impacts their decision making process and how sharing that knowledge with the Solutions' SME and internal support will help the team with their contributions to improving the relationship and effectiveness.
• CUSTOMER SOLUTION DESIGN
  * Influence representatives at the top management level to identify the strategic outcomes they are seeking to achieve; then, initiate solution design by mobilizing and leading cross-functional teams (for example, customer experience, technology, pricing, digital and legal) to utilize best-in-class solution or leverage a complex tailored product and service solution where necessary and associated contractual terms that meet the customer's mid- to long-term needs at a national/key operating unit level.
  * Align agreement with the right internal partners and colleagues before approaching the client to negotiate to ensure that customer requirements are met at an acceptable level of profitability, service, and cash flow.
• BUSINESS MANAGEMENT
  * Manage business results of several large and complex insurance client partners by collaborating with sales operations team to analyze customer and market trends, monitor financial results, adjust plans as necessary, and optimize use of resources.
  * Advise clients on different approaches to business and negotiate arrangements that deliver value to the business and the client organization.
  * Ensure knowledge of the contract and responsibility for adhering and meeting the contract requirements.
• CUSTOMER RELATIONSHIP DEVELOPMENT
  * Develop and maintain personal relationships with corporate senior executives of strategic clients to facilitate business offerings expansion, growth, and retention; identify opportunities to increase the business's footprint within an existing client organization and increase value creation.
  * Expand and elevate business relationships by growing the number of client stakeholders within the organization, and connecting them with the right people within Safelite.
• DATA-DRIVEN PRODUCT AND SERVICE IMPROVEMENT
  * In collaboration with sales operations and other internal SMEs, use data-driven analyses to identify and implement product and service improvements that enhance business performance for both own organization and client organization.
• DIGITAL VISION AND STATEGY
  * Work with the digital team, the customer experience team, the technical account management team and the relevant client teams to illustrate the value of digital strategy/digital-enabled business change projects, and programmatically deliver successful digital replicable innovation projects with the end-user/policy holder in mind.
• Other duties assigned by management.

Education Qualifications

• Bachelor's Degree or equivalent experience Required

Experience Qualifications

• 10 years serving as a trusted advisor for national clients Required

Skills and Abilities

• Strong written and verbal communication skills; including contract development
• Strong Salesforce account management skills
• Strong negotiation skills
• Ability to travel up to 50%
• Knows the Buying Influences - Applies business acumen to accurately identify the key buying influences pertaining to an opportunity, understanding the goals and needs of multiple stakeholders in a complex, matrixed client environment.
• Data Collection and Analysis - Works across functions and the contact center to analyze and integrate relevant data from multiple sources, and deliver insights to client that illuminate the business impact of their decisions. Collaborates with key internal partners to apply learnings to solutions. Utilizes the data to cohesively tell the client story both internally and to the client.
• Negotiates Strategically/Tactically - Uses comprehensive knowledge and skills to design negotiation strategies, in partnership with relevant internal stakeholders, that facilitate growth and leave both parties satisfied with the value gained. Provides guidance and training to peers and more junior colleagues on different negotiation approaches.

Our people are passionate about what they do, the product they sell, and the customers they serve. If you're looking for an opportunity to be a part of a work family that values collaboration, innovation and dedication, we're the right company for you.

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This position description is not all inclusive for every aspect of this role. Reasonable accommodation will be made for individuals covered by ADA, ADEA, FMLA and other laws and regulations in accordance with their requirements. Physical and mental demands are not and should not be construed to be job qualification standards, but are illustrated to help the employer, employee and/or applicant identify tasks where reasonable accommodations may need to be made when an otherwise qualified person is unable to perform the job's essential duties because of an ADA disability. Other qualifications may be required to ensure employment eligibility in accordance with local laws and regulations and with Safelite Group, Inc. policies and practices.

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