Strategic Account Manager

Department: Consulting
Status: Full-time, Exempt

The Strategic Account Manager (SAM) is the guardian of the strategic customer relationship and orchestrates the deployment of corporate-wide resources to provide comprehensive products, services and solutions to strategic key accounts. The SAM is fully responsible for the retention, development, servicing and expansion of their assigned accounts. The SAM is also responsible for leading the Client Services Team (CST) dedicated to his or her key accounts. Work is varied and involves a high degree of complexity. The SAM will operate with little supervision, so accuracy, clear communication and professionalism are crucial to maintaining an effective operation. Frequent contacts with clients, vendors, carriers and internal departments including sales, marketing, HR, Finance, IT and other functional areas both within Trion and designated key accounts. Interactions tend to focus on information gathering and collaborative solution development in a proactive manner. SAM will be expected to operate independently and provide appropriate information and direction to other individuals. Contacts will include sensitive and confidential information. This position reports to Executive Management.

ESSENTIAL DUTIES AND RESPONSIBILITIES include, but are not limited to, the following:

Account Management:

• Consistently ensure 100% complete and total client satisfaction
• Manage a large, complex, functionally diverse and globally dispersed client partnership
• Maintain strong relationships within client organizations at the decision-maker and end-user levels; present a consistent Trion image to those clients; build high levels of client satisfaction; execute proper client agreements
• Demonstrate the ability to clearly articulate total cost of ownership and value contribution to assigned accounts within Trion
• Develop, implement and manage project plans in conjunction with the client
• Prepare and conduct quarterly strategic account planning meetings (SAP) and annual executive summits
• Articulate needs and desires of the client and translate into actionable plans for the assigned Trion CST
• Act as communication conduit for entire Trion organization to assigned accounts
• Serve as the primary escalation contact for client resolution of issues
• Initiate and promote continuous improvement of procedures, processes, standards and programs to gain cost-effectiveness and efficiency and execute implementation

Sales:

• Develop and execute account plans for assigned accounts to ensure retention
• Continuously identify and capture new sources of revenue within assigned accounts
• Develop and deliver detailed, accurate and timely revenue forecasts to sales management
• Develop and negotiate contract terms, rates, plans, schedules, resources, involvement, and roles/responsibilities
• Identify the factors which influence business performance and recommend actions to improve profitability and/or enhance revenue for Trion

Client Services Team Management:

• Lead a team of Trion resources dedicated to the assigned accounts – potential team members may include consulting, voluntary benefits, benefits administration and administrative resources
• Ensure the CST delivers quality service and accuracy and that Trion standards are consistently met
• Provide clear communications so that the team maintains a thorough understanding of the client’s challenges, issues, expectations and goals
• Coordinate the support provided to clients by functions within and outside the team by calling in product and marketing specialists as appropriate
• Motivate the team to ensure high morale, service and retention rates
• Lead the team in accordance with Trion guidelines

Professional Development:

• Develop and maintain skills, knowledge and proficiencies required to respond to client requirements
• Continually build knowledge and skills to keep pace with market trends
• Maintain current knowledge of clients’ business goals and objectives
• Continually develop skills, knowledge and proficiencies in sales and sales techniques

SPECIFIC JOB SKILLS:

• Strong account planning skills
• Demonstrated track record of success in sales
• Excellent communication skills (including writing, speaking and presentations) required
• Excellent follow-through and detail orientation skills
• Ability to work in a fast-paced team environment
• Strong organizational and management skills
• Ability to lead team development and motivate others
• Strong analytical and problem-solving skills
• Project management capability
• Ability to work with a variety of people and personal skills

REQUIRED QUALIFICATIONS:

• Bachelor’s degree and minimum 7+ years experience in Health and Welfare Consulting required, with specific sales or account management-related experience preferred
• Demonstrated experience with large, F1000 clients required, with specific experience operating at the C-level regarding negotiations, business development and relationship management
• Prior management experience, both direct and matrix, is required
• Effective analytical, math and problem solving skills, sound judgment, strong decision making ability, confidence to make difficult decisions and excellent communication skills
• Must be organized, detail oriented and able to translate big picture ideas into client objectives

WORKING CONDITIONS:

The work is typically performed in a normal office environment, either on site at Trion, or at various customer locations. This position will require hours that exceed 8 hours per day and/or 40 hours per week during peak periods. Travel will be required based upon the client’s needs.

TO APPLY

If you are interested in applying for this position, please send your resume, along with salary requirements to careers[at]trion.com.