Sr Consultant, Sales & Relationship Management

Sponsor Relations Account Executive

If you're passionate about helping people protect what matters most to them, as well as innovating and simplifying processes and operations to provide the best customer value, then Nationwide's Property and Casualty team could be the place for you! At Nationwide®, "on your side" goes beyond just words. Our customers are at the center of everything we do and we're looking for associates who are passionate about delivering extraordinary care.

As a Sponsor Relations Account Executive, you will serve as the primary liaison between the California Farm Bureau and Nationwide. This role is responsible for managing commitments between the two organizations while fostering collaboration and supporting mutually beneficial growth.

This is a full-time, field-based position located in California. The role includes the use of a company car and will require participation in events outside of standard business hours. Weekly in-person visits to the California Farm Bureau office in Sacramento are also expected.

The ideal candidate will bring an understanding of agriculture and experience working with member-driven organizations. As this is a high-profile role, it requires proven ability to interact with VIPs and to present confidently before large groups. In addition, the position contributes to shaping and advancing strategies that support the shared goals of both organizations.

This role does not qualify for employer-sponsored work authorization. Nationwide does not participate in the Stem OPT Extension program.

Job Description

Responsible for the acquisition and management of the most complex and highest profile partner relationships to deliver profitable program and portfolio growth for Emerging Businesses Group (EBG). Lead and coordinate the development and execution of strategic business and marketing plans. Build and renew relationships with affinity partnerships to increase marketing access, drive policy growth, and ensure return on compensation investments. In addition to individual portfolio management responsibilities, also serves as a lead on key special projects, provides training and guidance to lower-level team members on sophisticated partnerships and complex deals, and regularly assists leadership in developing and revising partnership strategies and capabilities.

Reporting Relationships:

Reports to Director. Frequently serves as project lead.

Core Duties and Responsibilities:

• Accountable for program performance and profitability for largest and most complex partnerships. Utilize consultative business development skills to identify growth opportunities and develop portfolio and partnership strategies to drive business results, build trusted advisor relationships, and protect capital investments. Prospects and evaluates potential new partners, working with Director in the development of new strategic opportunities by presenting business cases and financial analysis for internal discussions.
• Work collaboratively with Nationwide's resources to define the approach and strategy for achieving partnership and program expectations. Identifies unique client product needs and collaborates with product team to develop niche products. Engages marketing, product, service and distribution channel teams across the Nationwide Enterprise to gain new partnerships, expand the existing programs, deepen relationships and optimize growth and profitability.
• Drive execution of business and marketing plans to optimize all partnership programs. Partner with the Marketing Department to provide partner expertise and input to develop profitable marketing plans. Serves as a thought leader on new and innovative ways to reach membership of large, national groups or sponsor members (that could be national or statewide). Experience in marketing required in order to optimize integrated marketing plans and drive results.
• Gain and share understanding of partner's organization, business strategies, and decision-making structures in order to help partners solve problems. Develops close relationships at highest levels of partner organizations to strengthen and maintain reputation of Nationwide as a key supporter of the group. Engage Nationwide senior executives in key account activities to drive further connection to partner organization's mission and strategy.
• Drive partner loyalty, satisfaction, and retention through excellence in client service and support. Communicate effectively with our partners to resolve issues without escalation and ensure partner expectations are being met. Work with Strategic Partnerships leadership to help craft partner-level communication based on specific business needs to be utilized by entire relationship management team.
• Responsible for developing contract strategies and leading negotiations with partners. Collaborate with Office of General Counsel, product team, and internal partners regarding contractual language and compliance. Renewal process with large, complex partners requires high level of financial acumen and negotiation skills.
• Coordinate sponsorships and event activation opportunities with partners and trade organizations, which include attending events, conventions, trade shows, and representing Nationwide at functions.
• Works in partnership with leadership to lead partner business development planning, strategy projects and initiatives
• Updates all relevant databases with progress throughout the sales and relationship process. Actively participates in team meetings to keep leaders and team members informed of key partnership issues. Actively shares with team lessons learned and best practices.
• Performs other duties as assigned.

Typical Skills and Experiences:

Education: Bachelor's degree in Business, Marketing, Communications, or closely related field

Experience: Eight years demonstrated experience in identifying business opportunities, business to business sales/relationship and account management, developing and executing marketing campaigns and/or affinity relationships, selling and negotiating contracts, prospecting for new opportunities, basic forecasting and project management. Demonstrated ability to meet or exceed sales goals. A broad understanding of Nationwide enterprise and insurance industry. Three years management experience in a high-paced sales environment, and/or partner relationship management experience.

Knowledge: Deep understanding of the principles and best practices of sales/relationship management concepts and marketing campaigns. Deep understanding of the B2B and partnerships marketplace within the financial services industry. Familiarity with product terminology, processes, and insurance practices. Understanding of marketing plans and financial proformas.

Skills/Competencies: Self-motivated, organized and able to balance and prioritize multiple tasks. Able to build relationships internally and externally to accomplish goals.

Communications: Public Speaking, excellent writing and presentation skills

Numeric: Strong ability to understand and analyze business information needs, analyze data requests, understand profitability models and drivers like ROI, IRR

Computer Usage: Excel, Power Point, Word

Other: Financial, business, and industry knowledge, proven sales/relationship management professional, partner retention management skills; ability to manage cross-functional teams. Comfortable with all aspects of the sale process from initial contact, through internal approval process, to eventual offer, agreement execution, and relationship management.

Role-specific competencies include: Building Trusted Relationships; Business Acumen; Expanding & Advancing Opportunities; Sustaining Customer Satisfaction; Influence and Persuasiveness; Active Learning; and Solution Delivery.

Values: Regularly and consistently demonstrates the Nationwide Values and Guiding Behaviors.

Job Conditions:

Overtime Eligibility: Exempt (not eligible)

Working Conditions: Normal office environment. Some travel required.

ADA: The above statements cover what are generally believed to be principal and essential functions of this job. Specific circumstances may allow or require some people assigned to the job to perform a somewhat different combination of duties.

Evaluation Activity: Updated 2/13/19 CSB

Nationwide is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive culture where everyone feels challenged, appreciated, respected and engaged. Nationwide prohibits discrimination and harassment and affords equal employment opportunities to employees and applicants without regard to any characteristic (or classification) protected by applicable law.

Nationwide pays on a geographic-specific salary structure and placement within the actual starting salary range for this position will be determined by a number of factors including the skills, education, training, credentials and experience of the candidate; the scope, complexity and location of the role as well as the cost of labor in the market; and other conditions of employment. If a Sales job, Sales Incentives, based on performance goals are possible in addition to this range. The national salary range for Sr Cons, Sales & Rel Mgmt - Part Strat: $98,000.00-$187,000.00 The expected starting salary range for Sr Cons, Sales & Rel Mgmt - Part Strat: $106,000.00 - $158,000.00