VP, Block Growth & Retention

JOB DESCRIPTION

The Vice President, Block Growth & Retention will have responsibility for building and implementing the strategy around how we increase our block growth and retention.

This role will create a disciplined approach to how we report premium growth each week, month, and quarter, and when we credit the business.

This approach will be clearly communicated, easily understood, and predictable so that we can report the business growth with accuracy and high confidence to executive leadership.

In addition, this role will have oversight of the Account Executive team, and will build job duties and a common definition of success for the AE team through the creation of an AE Playbook.

In addition to leading the AE team, this role will closely align with the AVP of Account Management, the AVP of Revenue Operations, and other functional areas (Sales, Operations, Underwriting, etc.) This role will also interact closely with our RVP's to ensure successful alignment of the AE and BDM Teams, and to ensure regional block growth (re-enrollment and new lines of coverage) strategies are understood, and corresponding projections are consistently communicated.

Additionally, this role will create a strategy for impacting renewal and retention goals through an active, engaged process to which the AE Team will be held accountable.

RESPONSIBILITIES:


* Define/Build job duties and common definitions of success for the AE Team


* Define expectations of the AE role, communicate measurable goals, targets, requirements, and establish regular connections during which these metrics are reviewed


* Perform block analysis, evaluate territory alignment, and how this impacts potential staffing plans


* Evaluate block assignments and update guidelines for the assignment of cases (region, size, premium, complexity)


* Determine current case level and premium level persistency numbers and determine appropriate persistency goals to manage to moving forward


* Speak to each AE and determine what is working well, what needs improvement, and what tools, technology and reporting they need to manage their business successfully


* Create toolbox/playbook for the AE team that will clarify job duties and expectations, and provide necessary tools to achieve them


* Develop re-enrollment strategy for AE block; i.e., take dormant cases and reignite them, use BAI to encourage an engaged enrollment and NLOC, etc.


* Update AE training and mentorship approach


* Evaluate current AE bonus and update approach as needed to ensure it drives the behaviors we desire from this team


* Create annual business planning process for AE team, set specific goals and ensure this plan enables them to hit their goals and maximize their bonus potential


* Create standards for projection expectations to improve projection accuracy


* Create standards and provide training for presenting renewals


* Identify tracking method for terminations and upd...