VP, Block Growth & Retention (Finance)

JOB DESCRIPTION

The Vice President, Block Growth & Retention will have responsibility for building and implementing the strategy around how we increase our block growth and retention. This role will create a disciplined approach to how we report premium growth each week, month, and quarter, and when we credit the business. This approach will be clearly communicated, easily understood, and predictable so that we can report the business growth with accuracy and high confidence to executive leadership. In addition, this role will have oversight of the Account Executive team, and will build job duties and a common definition of success for the AE team through the creation of an AE Playbook.

In addition to leading the AE team, this role will closely align with the AVP of Account Management, the AVP of Revenue Operations, and other functional areas (Sales, Operations, Underwriting, etc.) This role will also interact closely with our RVP's to ensure successful alignment of the AE and BDM Teams, and to ensure regional block growth (re-enrollment and new lines of coverage) strategies are understood, and corresponding projections are consistently communicated. Additionally, this role will create a strategy for impacting renewal and retention goals through an active, engaged process to which the AE Team will be held accountable.

RESPONSIBILITIES:

• Define/Build job duties and common definitions of success for the AE Team
• Define expectations of the AE role, communicate measurable goals, targets, requirements, and establish regular connections during which these metrics are reviewed
• Perform block analysis, evaluate territory alignment, and how this impacts potential staffing plans
• Evaluate block assignments and update guidelines for the assignment of cases (region, size, premium, complexity)
• Determine current case level and premium level persistency numbers and determine appropriate persistency goals to manage to moving forward
• Speak to each AE and determine what is working well, what needs improvement, and what tools, technology and reporting they need to manage their business successfully
• Create toolbox/playbook for the AE team that will clarify job duties and expectations, and provide necessary tools to achieve them
• Develop re-enrollment strategy for AE block; i.e., take dormant cases and reignite them, use BAI to encourage an engaged enrollment and NLOC, etc.
• Update AE training and mentorship approach
• Evaluate current AE bonus and update approach as needed to ensure it drives the behaviors we desire from this team
• Create annual business planning process for AE team, set specific goals and ensure this plan enables them to hit their goals and maximize their bonus potential
• Create standards for projection expectations to improve projection accuracy
• Create standards and provide training for presenting renewals
• Identify tracking method for terminations and update if necessary to ensure we understand and can track for why we lose a case. Use this data moving forward to develop proactive standards for retention strategy in various situations; i.e., BOR's, moving for medical discount, service, etc.
• Develop ongoing training to achieve and maintain industry leading knowledge for our AE team, and upskill as necessary to ensure presentation skills are at the highest level for finalist meetings, stewardships, etc.
• Determine current method for using data to justify need for additional staff, regions with most significant need, and optimal case load based on premium, number of customers, and complexity. If necessary, revamp or create new method
• Collaborate with AVP of Account Management team and create shared definition of success for engagement, enrollment, persistency and growth across AE and AM teams
• Collaborate with internal partners to create and communicate a clear CWB service value proposition

SKILLS AND EXPERIENCE

• 10+ years of progressive sales leadership experience within Group Insurance Sales, with 5+ years in a Worksite and/or Voluntary Benefits specific environment
• Proven ability to recruit and build sales teams
• Strong team building, recruiting, and motivational skills
• Excellent verbal/written communication skills, as well as strong presentation/public speaking skills
• Ability to motivate and encourage a direct sales force by establishing and maintaining effective relationships
• Strong strategic thinking skills with a clear vision and drive towards success
• Ability to align people and resources with strategic priorities
• Ability to act as a change agent - demonstrated ability to create a case for change in sales processes (scorecards, portfolio allocation, target development, etc.) and implement them.
• Strong Voluntary Benefits industry knowledge and demonstrated ability to stay informed on development and introduction of new products or services, as well as maintain industry trends.
• Strong knowledge of Voluntary Life & Accident/Health insurance products, with preferred experience in Group Policy Forms
• Knowledge of various enrollment delivery methods of insurance products preferred
• Knowledge of various payroll systems, and involvement in payroll deduction remitted business preferred
• Solid computer skills

EDUCATION

• Bachelor's degree in business or related field; Master's or other advanced degree a plus.

CHUBB LEADERSHIP COMPETENCIES

• Business Acumen: The ability to apply technical expertise, special knowledge, maturity and judgment to business issues and, as a result, improve Chubb and/or team performance. Demonstrates technical, business and market knowledge and leverages it to Chubb's advantage. Is analytical, data-driven and fact-based in decision-making. Remains an active student of the Chubb Insurance business. Maintains both a "big picture" perspective and a detailed operational understanding of one's own area of responsibility
• Influence: Understands how the company works, manages the matrix, and collaborates with and influences others to get things done, even without formal authority. Communicates effectively and passionately about our business. Is able to persuade, convince and influence people on important issues. Anticipates and prepares for how others will react and can overcome resistance. Deepens relationships at all levels - within Chubb and outside.
• Inclusive Team Leadership: Effectively manages the performance of all team members, motivating and inspiring others toward achieving specific goals. Is able to adapt leadership style to individual differences and preferences; allows for divergent views and manages constructive conflict. Fosters high collaboration within own team and across the company; constantly acts and thinks "One Chubb". Defines clear roles and responsibilities while holding others to high performance standards. Has an inclusive mindset; creates and maintains an inclusive environment of teamwork and collaboration that is motivating for others. Takes a genuine interest in employees, providing them with feedback and opportunities to support their professional development. Actively seeks to build a diverse team and leverages different capabilities
• Execution: Effectively and efficiently uses personal initiative, managerial authority and organizational resources to deliver on commitments. Continuously reviews operating plans and measures results. Creates a clear line of sight between individual actions and the broader business goals. Pushes oneself and others to deliver results. Does not tolerate mediocre performance - taking appropriate action with those who are not meeting. Expectations
• Ownership: Takes full accountability for achieving (or failing to achieve) desired results. Maintains momentum under pressure and shows persistence in overcoming obstacles. Uses constructive feedback to improve performance and results. Accepts accountability for team success or failure. Is optimistic about the future of Chubb and takes personal pride in the company
• Integrity & Courage: Upholds and models Chubb values, even in challenging situations, when making decisions and communicating to others. Sets a good ethical example and acts as a role model for others, even when it's difficult to do so. Is direct, truthful and widely trusted. Demonstrates confidence in one's own opinion, analysis or point of view. Raises difficult issues with others in order to improve business performance
• Strategic Focus: Incorporates a long-term perspective on Chubb and the markets in which Chubb operates into both planning and execution. Understands how one's own team, unit or function fits into the broader Chubb strategy and sets priorities accordingly. Anticipates future trends and builds or adjusts business plans accordingly. Creates a compelling picture of the future that inspires others. Uses customer and client insights to adjust and/or drive product and service solutions

ABOUT US

OUR BENEFITS

As a Chubb corporate employee, you have access to one of the most comprehensive benefit plans in the business, designed to meet your needs and help you reach your financial goals. More details can be found here. Chubb is committed to supporting its employees with a comprehensive compensation package that is appropriate in the market where they work. Below are several of the many benefits we offer our employees:

• Health insurance
• Dental insurance
• Tuition reimbursement
• A company-match 401(k) plan
• Disability insurance
• Life insurance
• Employee referral bonuses

ABOUT COMBINED INSURANCE

Combined Insurance Company of America is a Chubb company and a leading provider of supplemental accident, health, disability, and life insurance products in North America. Headquartered in Chicago, with satellite office in Columbia, SC, Combined is celebrating over 100 years in business. We are committed to making the world of supplemental insurance easy to access and understand. The company has an A+ rating by the Better Business Bureau and an A + (Superior) financial strength rating by A.M. Best. We are ranked by VIQTORY as the number one Military Friendly® Employer in 2023 (over $1 billion revenue category), marking Combined's twelfth consecutive year on the Top 10 list. We pride ourselves on approaching all situations with a Positive Mental Attitude (PMA) and encouraging collaboration.

ABOUT CHUBB

Chubb is a world leader in insurance. With operations in 54 countries, Chubb provides commercial and personal property and casualty insurance, personal accident and supplemental health insurance, reinsurance, and life insurance to a diverse group of clients. The company is distinguished by its extensive product and service offerings, broad distribution capabilities, exceptional financial strength, underwriting excellence, superior claims handling expertise and local operations globally.

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