The Director of Account Management and Implementation Services is responsible for driving client retention and growth by leading a high-performing team and fostering strategic relationships with top clients. This role ensures exceptional consultative support and collaboration across EBG stakeholders.
Core Responsibilities
Sales Leadership & Quota Management
- Lead quota-bearing account management team responsible for retention revenue and organic growth targets
- Develop and track individual and team sales pipelines, forecasting, and quota attainment
- Coach account managers on consultative selling, cross-selling strategies, and closing techniques
- Drive accountability through regular pipeline reviews, performance metrics, and strategic account planning
- Design compensation strategies and incentive structures aligned with retention and expansion goals
Revenue Growth & Client Expansion
- Own portfolio revenue targets and organic growth objectives across existing client base
- Identify and execute cross-sell and up-sell opportunities within Fortune 1000 accounts
- Lead strategic business reviews that uncover expansion opportunities and strengthen client partnerships
- Negotiate contract renewals and expansion agreements that maximize revenue and margin
- Partner with New Business team to ensure seamless handoffs and account growth post-sale
Account Management Excellence
- Build and mentor high-performing account managers who balance service delivery with sales responsibility
- Establish best practices for strategic account planning, relationship mapping, and stakeholder engagement
- Personally manage top-tier accounts and complex negotiations requiring senior-level expertise
- Champion client needs internally while maintaining focus on profitability and business objectives
- Monitor client health metrics, persistency rates, and participation to proactively address retention risks
Market Intelligence & Collaboration
- Provide competitive insights and market trends to inform product strategy and pricing decisions
- Lead cross-functional collaboration with Implementation, Enrollment, Carrier Relations, and Operations
- Represent client voice in strategic planning and contribute to business unit revenue planning
- Drive initiatives that improve sales effectiveness, client experience, and operational efficiency
- Bachelor's degree or an equivalent combination of education and relevant experience
- 8+ years in voluntary benefits brokerage, with proven track record of quota attainment
- 5+ years leading quota-bearing account management or sales teams
- Deep expertise in voluntary benefits products, market dynamics, and competitive landscape
- Demonstrated success managing complex, multi-product Fortune 1000 client relationships
- Experience coaching teams in consultative sales methodologies and revenue growth strategies
- Proven ability to develop, forecast, and manage sales pipelines to achieve revenue targets
- Strong negotiation skills with experience structuring complex, multi-year agreements
- Track record of building and retaining high-performing, revenue-generating teams
- Analytical mindset with ability to use metrics and CRM data to drive performance
- Executive presence and ability to engage C-suite and HR leadership at client organizations
- Active insurance licenses (or ability to obtain) as required by operating states
- Proficiency with CRM systems, sales forecasting tools, and performance dashboards
- Travel: 20–40% including overnight stays for client meetings and team development
EBG offers outstanding benefit options that fit our employee's lifestyles including:
- Medical, Dental & Vision
- 401k Match
- Short Term Disability, Long Term Disability (Company Paid)
- Basic Life and AD&D (Company Paid)
- Additional Voluntary Benefits
- Flexible Work Arrangements
- 3 Weeks of PTO + 5 Personal Days
- Paid Holiday Break from Christmas to New Year
- Paid Holidays
- Fitness Benefit
- Annual Day of Giving
- Company Bonus Program
- Share in the FUN! EBG gives $1000 per year in Tickets-At-Work gift cards to full-time employees to experience and enjoy our signature savings marketplace!
