National Account Manager

The work we do has an impact on millions of lives, and you can be a part of it.

We help protect our customers against life’s uncertainties. Regardless of where you work within the company, you’ll be helping provide protection and peace of mind when our customers need it most.

Position Summary

The Lead Associate, National Account Manager serves as the strategic relationship lead for Protective’s Financial Institution/Bank/Wirehouse relationships, responsible for deepening executive partnerships, driving growth strategies, strengthening shelf placement and product positioning, and coordinating execution across Protective’s life insurance and annuity distribution organization. This role aligns Sales, Marketing, Product, Operations, Legal, Compliance, Finance, and field distribution resources to advance partner priorities and deliver measurable business outcomes.

Key Responsibilities

Strategic Account Management and Execution

•    Develop and execute strategic account plans that support enterprise growth objectives, maximize partner engagement, and align Protective’s priorities with assigned firm goals.

•    Serve as the primary relationship manager and strategic liaison for financial institution, bank, and wirehouse relationships, building trusted relationships with executive decision makers and key stakeholders.

•    Partner with Annuities and Life Insurance leadership to define priorities, establish execution plans, and drive key initiatives through completion.

•    Lead business reviews, planning meetings, due diligence discussions, and other partner engagements to strengthen relationships and identify growth opportunities.

Business Development and Market Intelligence 

•    Drive revenue growth, retention, and account expansion through proactive business development, partner insight, product positioning, and collaboration with internal sales and wholesaler teams.

•    Maintain current knowledge of competitor trends, market strategy, product positioning, pricing dynamics, and partner shelf opportunities; translate insights into growth recommendations.

Cross-Functional Collaboration

•    Coordinate across Sales, Marketing, Product, Operations, Finance, Legal, and Compliance to deliver cohesive account strategies, product launches, value-add programs, operational initiatives, and partner communications.

•    Communicate strategic changes, product enhancements, firm updates, national meetings, and regional priorities to internal stakeholders and field teams.

•    Advocate for partner needs while balancing enterprise objectives, aligning resources to resolve issues, improve processes, and execute priorities with accountability.

Client Experience and Service Excellence

•    Maintain a high standard of partner satisfaction through proactive relationship management, timely issue resolution, and effective coordination of internal resources.

•    Partner with operational areas to resolve escalated customer or advisor issues, identify process improvement opportunities, and strengthen the overall partner and advisor experience.

Governance, Budget, and Compliance

•    Manage sponsored meeting budgets effectively, support partner due diligence and reporting requirements, and ensure account activities, agreements, and communications align with company policies and regulatory expectations.

Leadership and Organizational Impact

•    Provide leadership, mentorship, and strategic guidance to colleagues and cross-functional partners; foster accountability, collaboration, continuous improvement, and execution discipline across the account management model.

What You’ll Bring

•    6+ years of experience in life insurance, annuity distribution, national account management, strategic accounts, wirehouse or financial institution relationship management.

•    Strong understanding of life insurance and annuity products, distribution models, and partner economics.  

•    Proven experience driving sales and revenue growth, shelf placement, partner advocacy, relationship health, and execution of firm-level business plans.

•    Experience leading firm governance, business reviews, sales planning, onboarding, product launches, and distribution expansion initiatives.

•    Strong ability to coordinate internal resources across Operations, Product, Marketing, Compliance, Technology, and Sales to support partner objectives and resolve escalations.

•    Strong ability to operate autonomously, while aligning priorities with leadership and broader enterprise objectives.

•    Exceptional communication, presentation, negotiation, and relationship management skills, with proven ability to apply consultative selling skills, and translating partner needs into actionable growth strategies.

•    Informal leadership experience mentoring Relationship Managers, supporting role growth, and fostering accountability across cross-functional teams.

•    Willingness and ability to travel as business needs require. 

Technical Skills

•    Proficiency with Microsoft Outlook, Excel, PowerPoint, Word, Teams, and related productivity tools.

•    Experience using CRM platforms, sales analytics tools, business intelligence dashboards, and executive reporting resources.

•    Ability to analyze sales results, partner engagement trends, operational metrics, and competitive intelligence, translating complex information into executive-ready insights.

•    Experience leveraging AI-enabled tools to improve productivity, decision making, client engagement, and business communication.

Core Competencies

•    Relationship Management: Owns firm-level relationships, builds trusted partnerships, and serves as the primary point of coordination between assigned firms and Protective.

•    Consultative Selling: Identifies partner needs, connects solutions to business objectives, and advances opportunities that support sales growth, shelf placement, and distribution expansion.

•    Business Planning: Develops and executes strategic account plans, firm governance routines, business reviews, and sales planning discussions aligned to Channel Leadership priorities.

•    Partner Advocacy: Represents partner needs internally while balancing enterprise priorities, ensuring appropriate resources are aligned to advance firm objectives.

•    Negotiation and Influence: Leads through influence across internal and external stakeholders, negotiating priorities and driving alignment in complex, matrixed environments.

•    Problem Resolution: Manages escalations and drives issue resolution across Operations, Product, Marketing, Compliance, Technology, and Sales with accountability and sound judgment.

•    Execution Discipline: Owns implementation of onboarding, product launches, and strategic initiatives, maintaining focus on follow-through and measurable outcomes.

•    Informal Leadership: Provides guidance to Relationship Managers, supports their development, and helps foster accountability, collaboration, and growth across the account management model.

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