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Sun Life Financial (U.S.) Services Company, Inc. National Accounts Practice Leader in Des Moines, Iowa

You are as unique as your background, experience and point of view. Here, you\'ll be encouraged, empowered and challenged to be your best self. You\'ll work with dynamic colleagues - experts in their fields - who are eager to share their knowledge with you. Your leaders will inspire and help you reach your potential and soar to new heights. Every day, you\'ll have new and exciting opportunities to make life brighter for our Clients - who are at the heart of everything we do. Discover how you can make a difference in the lives of individuals, families and communities around the world.

Job Description:

Location: We welcome applicants who can support, and travel to, the Mountain and Pacific Time Zones in the U.S.

At Sun Life, we look for optimistic people who want to make life brighter for ourClients.We understand the value of diverse cultures, perspectives, and identities, and want you to bring your full and authentic self to work.Every day,you\'ll be empowered and challengedbyworking withdynamic colleaguesto find new and innovative ways to make Sun Life the best benefits company in America.

The opportunity:

This position is accountable for driving the establishment of both the market strategies and the implementation planning and oversight in support of the acquisition and reacquisition of these large customers. The intent of this position is to blend broad sales, risk management and service skill sets to deliver customer interfacing, solution-oriented expertise from the prospecting stage through the reacquisition of all large customers in support of EBG national accounts revenue goals and profit objectives. This expertise will also be deployed to shape the emerging national accounts infrastructure to ensure a consistent approach in how EBG markets to and services the national account segment.Growing and deepening the Employee Benefit Group\'s expertise in prospecting, selling, enrolling, implementing, servicing and renewing large customers is critical to the Division\'s ability to continue to grow the national accounts market segment.

How you will contribute:

  • Deep understanding of risk management and the experience rating process for all products to facilitate accurate and competitive pricing

  • Thorough knowledge of the SLF\'s product offerings especially our absence solutions as well as a solid understanding of competitor\'s capabilities and weaknesses in that space

  • Ability to partner with NA EBR, Underwriting and RFP unit to assess prospects and develop effective and targeted sales strategies to improve closing ratios in the National Account segment

  • Ability to approach business planning strategically and creatively. The NAPL should be able to provide thoughtful market analysis and strategic direction to assist the NA EBR in planning and managing his or her territory

  • Extensive SLF process and capabilities knowledge. This would include the following: contracts, claims capabilities and philosophies, NA implementation process, performance guarantees, enrollment strategies, employer and employee portals and other available technology, medical underwriting, port and conversion, billing, call center availability and capabilities, etc.

  • Experience managing and coordinating a team sale and presentation, overseeing the RFP service requirements, identifying and organizing SME\'s, helping to creating the strategy, setting an appropriate agenda, and preparing and if necessary, quarterbacking the presentation, and facilitating a debrief process to improve our effectiveness

  • NAPLs need strong verbal and written communication skills. NAPLs should be extremely comfortable interacting with brokers, consultants, policyholders and prospects. APLs should possess a clear understand of what is most important to each of these individuals and be able to tailor the conversation for the greatest impact. The successful NAPL must be able to use their superior expertise and insights in the large case space and in particular, SLF\'s value story to gain the NA EBRs confidence and ultimately be able to quickly influence both brokers and BAs

  • Heavy emphasis on teamwork and relationship building between all involved distribution personnel and internal partners is critical. The NAPL adds value to the team when they can effectively find solutions for our prospects and our customers. Thinking outside the box and understanding where we can comfortably stretch our capabilities is vital to successfully closing and maintaining business

  • Capacity to support the NA EBR and SCRE in managing their inforce block of business, while being sensitive to both profitability goals and retention objectives. This would include all activities surrounding the retention and reacquisition process such as renewals, identifying cross selling and up selling opportunities, and both proactive and reactive customer visits

  • Where necessary the NAPLs need to provide the NA EBRs the training and coaching necessary to develop and improve their skills so they can effectively execute on their business plans and provide a consistent, high quality and highly effective Sun Life brand in the marketplace

What you will bring with you:

  • 15+ years of a combination of sales and underwriting experience in Group Life and Disability, other lines a plus

  • 7 - 10 years\' experience in sales, underwriting and customer implementation specific to the National Accounts market segment

  • Willingness to travel 40% - 50%to national sales territories (Mountain and Pacific Time Zones), commonly on short notice

  • Demonstrated success in obtaining and managing high profile profitable customer relationships

  • Bachelor\'s degree

  • Deep understanding of National Accounts marketplace and competitive landscape

  • Ability to create integrated strategies to develop both new and existing sales

  • Ability to promote and sell complex concepts

  • Skilled at negotiating pricing and services on high exposure risks

  • Ability to efficiently establish high-level of credibility with both external and internal customers

  • Strong and persuasive interpersonal skills

  • Excellent verbal and written communication skills

  • Effective in managing others through complex issues

  • Ability to achieve results through others utilizing indirect authority

  • Willingness to share expertise, ability to coach and develop others

Do you see yourself in this role even if you haven\'t checked all the boxes above? We welcome all talented candidates and are committed to a culture that represents diversity in all forms. If you think you might thrive in this setting, we would love to hear from you.

Not ready to apply yet but want to stay in touch? to stay connected until the time is right for you!

Life is brighter when you work at Sun Life

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