National Account Executive, Relationship Mgmt/Group Benefits - Central Region

Date: Jun 22, 2019

Location: Chicago, IL, US

Company: Lincoln Financial

Alternate Locations: Chicago, IL (Illinois); Edina, MN (Minnesota); Kansas City, KS (Kansas); Minneapolis, MN (Minnesota); Omaha, NE (Nebraska); St. Louis, MO (Missouri)

Relocation assistance is not available for this opportunity.

Requisition #59642

About the Company

Lincoln Financial Group, a Fortune 250 company with over 10,000 employees, provides advice and solutions that help empower Americans to take charge of their financial lives with confidence. Our core business areas — Life Insurance, Annuities, Retirement Plan Services and Group Protection — focus on supporting, preserving and enhancing over 17 million customer’s lifestyles and retirement outcomes.

Headquartered in Radnor, Pennsylvania, Lincoln Financial Group is the marketing name for Lincoln National Corporation (NYSE: LNC) and its affiliates. The company had $238 billion in assets under management as of December 31, 2018.

Ranked one of the Best Large Employers in America by Forbes magazine, Lincoln Financial Group makes a serious investment in our employees’ futures through a broad range of wealth accumulation and protection plans, health and wellness programs, and career development resources designed to help each individual reach their personal and professional goals.


The Role


As the National Account Executive, you will be responsible for managing national accounts, performing both sales and Account management activities for one or more assigned national customers. Portfolio consists of complex group accounts in the national segment, generally over 5000 covered employees. Develops and maintains effective relationships up, down, and across assigned customers' organizations and with all key internal contacts/ departments. Participates in the new business process as requested. Ensures customer retention and business targets are met or exceeded.

You will develop, direct, implement, and maintain a business plan to achieve sales, growth, profitability, retention, and market share goals for Lincoln’s Group Benefits. You will build, enhance and direct the relationship with clients in key cities across the nation (Boston, Philadelphia, Charlotte, Atlanta, Chicago, Dallas, Los Angeles, San Francisco, to name a few) to ensure overall service needs are met and high satisfaction levels are achieved. You will serve as a subject matter expert to our clients regarding Lincoln’s Group Benefit products including Disability, Life, Vision, Dental, FML and Accident and Critical Illness.




        Relationship Building

  • Provide consultative account management services to assigned national clients, generally complex accounts over 5000 covered employees.  Provide continual education and counseling to clients on their benefit plans, manage the delivery of services to customer, and consistently demonstrate value of these services.
  • Manages and is accountable for renewal/financial strategy on assigned accounts.  Present the renewal to the customer and manages strategy/ process when account team presentation is involved.
  •  Develops and builds effective working relationships with buyers, brokers/consultants, to facilitate the sale of new products to the client or additional participation on employee paid coverage’s.  Is responsible for that sales process. 

  •  Develops and builds effective working relationships with Benefit Managers, brokers, key executives and/or consultants, as well as with Liberty's Sales, Service, Underwriting, and Claims departments. 

  • Assist Large and/or National Accounts Sales Reps with sales presentations as needed.

  • Builds, enhances and maintains effective relationships with client organizations to ensure a high level of client satisfaction, retention, and profitability.
  • Cultivates, directs, and maintains increasingly senior level client relationships.
  • Identifies & resolves client issues/concerns in a timely and collaborative manner.
  • Develops, maintains and executes client relationship plans to ensure overall service needs are satisfied and achieve the business/profitability/retention objectives.


        Business Acumen

  • Serves as a subject matter expert to internal stakeholders and consults on relationship management/sales solutions to optimize client satisfaction and achieve desired business results.
  • Develops a comprehensive understanding of existing/targeted clients including market segments, how they operate, and/or their value proposition(s).
  • Serves as a subject matter expert on Lincoln’s Group Benefit products including Life, Dental, Disability and Voluntary benefits.
  • Actively participates in insurance industry trade organizations by partaking in sponsorship and/or speaking opportunities.
  •  Support new business installation process for assigned accounts.
  • Profiles assigned territory to identify and build relationships with clients who would be interested in the group benefit product offerings.
  • Provides feedback and intelligence to internal partners on existing and targeted clients.

    Drive Sales Growth

  • Conducts client meetings and attends finalist presentations to achieve sales targets.
  • Develops and maintains plans to support retention, sales and product breadth growth within existing clients.
  • Develops and maintains relationships with internal stakeholders to achieve sales objectives.
  • Identifies clients with retention risk and develops and executes plans to retain clients and notifies management.
  • Meets or exceeds all department and/or sales goals/targets for his/her assigned clients.
  • Supports retention efforts and looks for opportunities to cross sell/ partner with internal stakeholders.
  • Builds and directs a complex relationship platform by identifying senior contacts within targeted clients to achieve profitable sales and group benefit product growth.


Education & Experience

  • 5 + years’ experience in group benefits that directly aligns with the specific responsibilities  for this position
  • Group benefit product knowledge (Life, Dental, Disability, Worksite etc.) required
  • 4 Year/Bachelor’s Degree or equivalent work experience (4 years of experience in lieu of Bachelors)
  • A demonstrated track record of consistently meeting and/or exceeding performance  expectations
  • Drives performance targets to completion    #LI-POST

This position may be subject to Lincoln’s Political Contribution Policy.  An offer of employment may be contingent upon disclosing to Lincoln the details of certain political contributions. Lincoln may decline to extend an offer or terminate employment for this role if it determines political contributions made could have an adverse impact on Lincoln’s current or future business interests, misrepresentations were made, or for failure to fully disclose applicable political contributions and or fundraising activities.

Any unsolicited resumes/candidate profiles submitted through our web site or to personal e-mail accounts of employees of Lincoln Financial Group are considered property of Lincoln Financial Group and are not subject to payment of agency fees.

Lincoln Financial Group (“LFG”) is an Equal Opportunity employer and, as such, is committed in policy and practice to recruit, hire, compensate, train and promote, in all job classifications, without regard to race, color, religion, sex (including pregnancy), age, national origin, disability, sexual orientation, gender identity and expression, veterans status, or genetic information.  Applicants are evaluated on the basis of job qualifications.  If you are a person with a disability that impedes your ability to express your interest for a position through our online application process, or require TTY/TDD assistance, contact us by calling 260-455-2558.


Nearest Major Market: Chicago

Job Segment: HR, Underwriter, Claims, Compensation, Manager, Human Resources, Insurance, Management