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Executive Director Customer Development

Location: Southfield Michigan | Job # 678 | Category: Sales- Business Development

Our client has empowered their clients for more than 30 years through innovation, advocacy and service excellence. As they enter the next phase of their growth, they are evolving from a “client-branded firm” to a solution provider with a distinct and highly differentiated brand image. Headquartered in Southfield, Michigan, they provide their legacy clients with solutions and expertise that bridge the gaps between 2 distinct and highly loyal customer sets. Specifically, the President and her team pride themselves on supporting their customers by providing: Administrative/Operational Support, Sales Support and Training, and Advocacy.

GENERAL DESCRIPTION:

In this newly created position, the Executive Director, Customer Development will be responsible and accountable for promoting and selling the company’s service offerings and products while supporting the mission and goals.  It is imperative that the successful hire (Executive Director, Customer Development) has stellar people skills, and a demonstrated decision-making ability required by day-to-day management, including evaluating and recommending solutions to customers.  The successful candidate will demonstrate problem-solving skills with the ability to reach a solution in situations where there may be multiple options and prioritization needed. This position is responsible for a broad range of activities to identify, research and develop long term growth opportunities that fall across and outside of our clients existing lines of business. The Executive Director, Customer Development will be accountable for creating and maintaining accounts of new and existing customers. The candidate will be an achievement oriented, experienced leader that will aid in the execution of a strategic plan and report on the plan to the Executive Management team.  The ideal candidate will be a visionary with an executive presence with strong planning and organizational skills.  

KEY RESPONSIBILITIES:

  • Utilize strong selling skills and consultative sales behaviors to develop and understand customer needs;
  • Develop and maintain a high technical competency for all products and services available;
  • In concert with corporate objectives, identify and operationalize innovative approaches to improve sales, retention, implementation and on-going service;
  • Leverage a collaborative, inclusive, positive approach to gain buy-in for vision and strategies identified;
  • Active engagement of business partners, customers and internal parties to build and maintain strong relationships with customers and advance new ideas and strategies;
  • Presents to President on strategic planning initiatives for growth and development with current customers; interpret sales trending, activity, and results reports;
  • Work across all teams to effectively implement joint initiatives and develop/promote teamwork across the organization;
  • Overall leadership responsibility for team members, including promotion of teamwork,  continued evaluation of staffing levels, performance management, proactive coaching and mentoring, and team and/or individual training;
  • Monitor and measure team performance and alignment with corporate direction using analytics/statistics and reporting in support of evaluating corporate direction;
  • Meet and exceed sales revenue and new business development targets;
  • Engage with existing customers and/or prospects acting as the liaison to promote company’s products to meet sales target;
  • Encourage communication to promote sales education, industry trends, research skill development and operational effectiveness;
  • Works with existing insurance carrier relationships to ensure the voice of the customer is understood.

COMPETENCIES:

  1. Account Management Business Acumen
  2. Change Agent
  3. Collaboration Skills    
  4. Communication Proficiency
  5. Decision Making
  6. Initiative
  7. Leadership
  8. Problem Solving/Analysis
  9. Results Driven
  10. Diversity and Inclusion
  11. Presentation Skills
  12. Teamwork Oriented

EXPERIENCE & REQUIREMENTS:

  • Bachelor’s degree in Business Administration or similar discipline;
  • Minimum of 12-15 years proven management and leadership experience, with demonstrated experience leading account management functions;
  • Minimum of 12-15 years of demonstrated experience leading, guiding and influencing innovative and effective product, process and/or business strategies;
  • Must have a customer centric mindset with B2B and B2C experience;
  • Experience contributing to company growth of small to mid-size businesses;
  • Health insurance industry experience a plus, particularly knowledge of agencies in the small to mid-size group benefits space;
  • Solid management, administrative and human relations skills in a style that exhibits maturity, leadership, and teamwork;
  • Demonstrated experience and focus on delivery of exceptional customer service experiences through a comprehensive consultative, relationship building approach;
  • Must have sales training and experience with solutions, consultative, strategic and/or conceptual selling.

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