Director, National Accounts
The Director of National Accounts is responsible for developing, managing, and growing strategic relationships with large national clients, brokers, consultants, and distribution partners within the insurance industry. This role drives revenue growth, retention, and market expansion through consultative sales leadership, account management, and cross-functional collaboration.
The ideal candidate has deep experience in B2B insurance sales, national account strategy, and enterprise relationship management, with a strong understanding of insurance products, risk management solutions, and distribution channels.
Key Responsibilities
Strategic Account Management
- Develop and execute national account strategies to achieve revenue, profitability, and retention goals.
- Manage relationships with key enterprise clients, brokers, TPAs, consultants, and channel partners.
- Identify opportunities for account expansion, cross-selling, and long-term partnership growth.
- Serve as executive sponsor for major accounts and ensure high levels of client satisfaction.
Business Development
- Prospect and secure new national and regional accounts within target industries.
- Lead complex sales cycles, including RFP responses, negotiations, and contract execution.
- Collaborate with underwriting, product, legal, claims, and operations teams to structure customized insurance solutions.
- Monitor market trends, competitor activity, and customer needs to identify growth opportunities.
Leadership & Collaboration
- Provide direct leadership/reporting structure to members of the National Accounts team.
- Partner with senior leadership to support strategic initiatives and market expansion.
- Mentor and support account executives or regional sales teams as needed.
- Coordinate internal resources to deliver consistent service and account performance.
- Participate in industry conferences, client meetings, and networking events.
Financial & Performance Management
- Meet or exceed sales, retention, and profitability targets.
- Maintain accurate forecasting, pipeline management, and CRM reporting.
- Analyze account performance metrics and recommend strategic improvements.
- Ensure compliance with regulatory, contractual, and company standards.
Qualifications
Required
- Bachelor's degree in Business, Finance, Risk Management, or related field.
- 7-10+ years of experience in B2B insurance sales, national accounts, or strategic account management.
- Proven track record managing large enterprise or national accounts.
- Strong knowledge of insurance products and distribution models.
- Experience negotiating complex contracts and partnerships.
- Excellent communication, presentation, and relationship-building skills.
- Ability to travel nationally as needed.
Preferred
- Experience with employee benefits, property & casualty, specialty insurance, or risk management solutions.
- Existing broker/carrier/network relationships.
- CRM proficiency (Salesforce or similar).
- Insurance licenses or industry designations preferred (CPCU, ARM, CIC, etc.).
Core Competencies
- Strategic Sales Leadership
- Executive Relationship Management
- Negotiation & Influence
- Revenue Growth & Retention
- Cross-Functional Collaboration
- Analytical & Financial Acumen
- Client-Centric Problem Solving