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Reliance Matrix · 2 days ago

Director Strategic Partnerships Operations

Philadelphia, PA

Full-time

Hybrid

Senior Level, Lead/Staff

$110K/yr - $147K/yr

10+ years exp

Reliance Matrix is seeking a Director of Strategic Partnerships Operations to develop and manage partnerships that enhance their group employee benefits marketplace visibility and revenue growth. The role involves internal support, process optimization, and managing relationships with General Agents and national brokers to drive profitable outcomes.

Employee BenefitsFinancial ServicesInsuranceMental HealthRetirement

Responsibilities

Maintain SOPs for agreements, agent codes, GA onboarding, block takeovers

Serve as due diligence expert for COEs, GAs, and national brokers

Support on GA service issues and block takeover execution

Manage RFI process for national brokers in partnership with Marketing

Liaison to Marketing, Underwriting, and Service teams

Own SP content and roadmap

Train internal teams on Strategic Partnerships function

Assist with bonus program modeling and interpretation

Support PCS expansion and SBS alignment as needed

Work with a group of preferred GA’s to build strong partnerships that enable significant premium growth

Manage the GA strategy to include which GA’s we engage and prioritize including commissions, overrides, production requirements, technology integrations and administration models

Assess and work with internal partners to build technology connections with GA’s and the optimal internal infrastructure that empowers our partners with data and tools to reduce the admin burden on the carrier

In partnership with Sales Reporting, establish a reporting package to actively monitor and manage the GA’s including items like quotes, case count, new business premium and persistency

Identify, prospect and engage new GA partnerships through the existing formal GA approval process and be the lead for owning the approval process

Working with the commissions team and other stakeholders, lead the GA bonus process and administration

Facilitate and coordinate quarterly stewardship meetings with key GA partners

Own the executive relationship with several National Brokers consistently working to align distribution teams to drive profitable revenue growth

Facilitate monthly meetings with key partners and review key sales and performance metrics

Serve as a single point of contact for key partners for escalated issues

Represent Reliance Matrix at various national broker events through out the year

Assist in identifying New Alternative Distribution channels (InsurTech, Quoting Platforms, etc)

Create and present CBA’s to evaluate and operationalize potential partnerships with internal constituents including the service organization, underwriting, actuary, marketing and sales

Provide leadership and support to new partnerships while holding them accountable to achieve new business production targets

Understand RSL’s Platform Connectivity Strategy (PCS) to become a SME to facilitate and navigate discussions with new partnerships shaping and leading the conversations to highlight RSL’s best practices regarding items like: API, LDex standards and EDI

Partners with Voluntary Benefits team to develop enrollment firm strategies including production requirements, bonus qualification and tracking for new enrollment firms

Lead the VB team in developing and successfully executing strategies to significantly increase sales premiums, retention and profitability working with both internal sales leadership and broker community

Leverage internal/external marketing resources to develop and communicate the RSL “value proposition” to increase proposal activity, close ratios, annual sales premiums

Ensure presentations, literature and other collateral meet national/local/regional marketplace requirements

Stay abreast of current and future corporate initiatives and provide continuous input based on national/regional/local marketplace needs

Sales Training Support – provide assistance in developing and delivering sales training as needed to both internal partners (sales reps and management) and external partners (brokers/GA’s)

Work on and assist ad hoc projects as needed

Qualification

Strategic PartnershipsSales ExperienceLife/Health LicenseProject ManagementNegotiation SkillsCustomer Relationship ManagementMarket KnowledgeCommunication SkillsProblem SolvingTeam Leadership

Required

Bachelors degree required

Minimum of ten (10) years of relevant progressive sales experience in the group employee benefits industry with ideal candidate having a mix of experience at a GA, national broker and/or carrier

Life/health license required

Ability to develop business relationships with customers at all levels of their organization; communicate effectively with diverse audiences in written and verbal form; promote, sell and manage complex issues details, and concepts; negotiate pricing and services on high exposure risks internally and externally and manage multiple, highly complex tasks

Ability to solve policy owner and broker problems; speak effectively in public to groups and develop appropriate presentations for the audience; make independent decisions consistent with Company and departmental objectives; influence decision makers and travel nationally on a moderate to frequent basis, sometimes with little advance notice

Dedication to meeting the expectations and requirements of internal and external customers; gets first-hand customer information and uses it for improvements in products and services; acts with customers in mind; establishes and maintains effective relationships with customers and gains their trust and respect

Negotiate skillfully in difficult business situations with both internal and external groups; settles professional differences appropriately and respectfully; wins concessions without damaging relationships; is both direct/ forceful as well as diplomatic depending upon the situation and audience; gains trust quickly of other parties to the negotiations; has a good sense of timing

Knowledgeable about how organizations work; knows how to get things done both through formal channels and the informal network; understands the origin and reasoning behind key policies, practice, and procedures; understands the cultures of organizations

Advanced knowledge of: group products, claim practices/process, administrative procedures, services, contract language and provisions, project and vendor management

Benefits

An annual performance bonus for all team members

Generous 401(k) company match that is immediately vested

A choice of three medical plans (that include prescription drug coverage) to suit your unique needs. For High Deductible Health Plan enrollees, a company contribution to your Health Savings Account

Multiple options for dental and vision coverage

Company provided Life & Disability Insurance to ensure financial protection when you need it most

Family friendly benefits including Paid Parental Leave & Adoption Assistance

Hybrid work arrangements for eligible roles

Tuition Reimbursement and Continuing Professional Education

Paid Time Off – new hires start with at least 20 days of PTO per year in addition to nine company paid holidays. As you grow with us, your PTO may increase based on your level within the company and years of service.

Volunteer days, community partnerships, and Employee Assistance Program

Ability to connect with colleagues around the country through our Employee Resource Group program