Engagement Manager, Membership Development and Relationship Deepening

Engagement Manager, Membership Development and Relationship Deepening

Purpose

The Engagement Manager (EM) for all product lines (Personal Lines, Inland Marine, Commercial, Farm & Ag) is the frontline Membership development and relationship deepening partner to Internal and External AAIS Stakeholders. The EM ensures:

  • Member, prospective member, and associate inquiries are addressed timely and appropriately across all channels.
  • Consultative, proactive sales approach is applied to all opportunities.
  • The business development pipeline is effectively managed and documented in Salesforce.
    • Leads, prospects and opportunities are nurtured to fruition.
    • Proposals for new and existing opportunities are produced, presented, and documented.
    • Market Intel is captured.
  • Product service level expectations are set.
  • Metrics on support and growth performance are communicated.
  • Experience is captured and brought back to the product/service team and the organization as a whole.

Responsibilities

  • Provide member acquisition and marketing services around the products and to the market segments for all programs, with front-line engagement with the segment market and individual companies around sales, support, relationship management, research and trends.
  • Provide reporting and analytics on sales and marketing performance of assigned team, leveraging Salesforce and AAIS internal resources as appropriate.
  • Provide, ensure and communicate metrics demonstrating exceptional customer service to inquiries, prospects, influencers, partners as well as internal and external customers and stakeholders.
  • Collaborate on the research, development and communication of segment-specific market profiles, personas, journeymaps, content strategies and messaging vehicles to target, initiate, nurture, convert and grow awareness and participation with AAIS.
  • Lead the development and execution of Marketing Plans, collaborating with Product Managers, Stride, Marketing Communications, and other internal and external resources as appropriate.
  • Collaborate with staff in the delivery, tracking and success of engagement services such that everyone involved in that delivery knows the goals, messaging, processes and supports the activities to reach, support and grow our membership.
  • Manage the expectations with segment leaders and the leadership team around growth and performance expectations of the segment, including budgeting (travel, marketing, third-party resources and staff requirements), membership growth/loss, revenue, opportunities/threats, engagement activities and support requirements to start the year, with quarterly formal updates and continual informal updates in the form of dashboards and status updates, and a year-end summary.
  • Collaborate and apply individual expertise to ensure operational and management systems (e.g. Affiliation Management, Salesforce, Pardot, etc.) serve the needs of the Engagement Team, the company and continually improve to be more efficient and better serve the needs of the team, company and our customers.

Requirements

  • Travel expectations will be approximately 25% with potential periods of intense travel (typically Spring/Fall) as required for conferences and opportunity development.
  • Regular participation in product team meetings to include; iteration planning & wrap up meetings, sales and marketing meetings, staff meetings, project/initiative meetings as appropriate.
  • Regular meetings with the ME team (at least twice per week) to ensure functional expectations are met – phone coverage, email responses, operational responsibilities (e.g. desktop audits, system responsibilities, etc.) are covered to allow both “heads down” time and interactive time.
  • Regular communication with aligned Product or Membership Engagement Executive.

Skills, Knowledge and Abilities

  • Bachelors degree in Marketing or sales.
  • P&C Insurance industry experience a must.
  • Proven track record with successful sales experience.
  • Ability to develop in depth knowledge about the insurance lines.
  • Consultative sales skills with a focus on closing sales.
  • Ability to work in a variety of software systems.
  • Superior listening skills.

Resumes forwarded to: karens@aaisonline.com