This position manages alliance business development efforts by negotiating and interfacing with carrier and broker alliance partners and has ultimate accountability for successful alliance performance. Evaluates alliance products and rating plans and provides comparative analysis, tracks and reports alliance offerings. Provides recommendations to management on action plans to improve alliance performance including the use of reinsurance and quota share arrangements while managing intra-divisional and cross-divisional interdependencies and training needs.
Alliance Product Implementations (25%)
Plans, Schedules and coordinates all tasks that are necessary for partnership negotiation and implementation. Creates work breakdown structure, procures resources, and creates an overall plan based on resource availability. Identifies and ensures participation of divisional partners such as accounting, compliance, metrics and sales.
Obtains input, conducts meetings, and communicates decisions and changes. Resolves issues and communicates with management, stakeholders and customers.
Seeks opportunities and collaborates with other business partners to meet corporate and divisional objectives; develops cross-functional knowledge.
Provides daily front line service to sales during and after implementation of alliance products and informs management of positive and negative outcomes. Provides connections to internal business partners and alliance partners to expedite resolution of issues.
Leads the post implementation reviews of alliances to determine if the outcomes of the alliance are consistent with the assumptions used in the pre-decision analysis.
Works with external business partners and Legal division to negotiate complex contracts for new and existing partners. Gains internal approvals for contract execution.
Business Development (25%)
Develops strong knowledge of industry and competitor activities by attending industry functions, membership in industry organizations and committees.
Develops, analyzes and monitors alliance product information relative to market potential, competition, products, loss experience, and potential profitability of market segments. Identifies opportunities to improve product performance and recommends action plans to management and alliance partners.
Develops and implements long term strategies for maintenance, enhancement, and replacement of specific alliance products.
Obtains and analyzes information on prospective products or ideas in collaboration with Marketing. Identifies customer product needs and new target markets, evaluates results of new products introduced by obtaining customer satisfaction data and reviewing retention, production and profit reports.
Develops/oversees existing alliance relationships that support short and long-term business plans. Acts as a technical resources for other divisions and operations, providing expertise for alliance products.
Alliance Strategy Planning (25%)
Develops business plans for alliance products. Monitors adherence to plans and advises leadership on appropriate actions to meet the plan.
Collaborates on the development and communicates business plan with other divisions to ensure common vision.
Advises leadership on prioritizing work activities based on impact to overall alliance product health and effect on profit and growth.
Provides marketing and sales expertise and perspective to leadership team on an ongoing basis. Recommends technical direction of alliance partnerships for consideration in the planning process.
Collaborates with internal business and alliance partners to obtain and develop product and sales metrics for line area of accountability. Consolidates information for director and management team as requested.
Works with divisional leadership to develop management and executive level reports and presentations as requested.
Brokerage and Alliance Relationship Support (25%)
Works with internal business partners to resolve issues related to the operation of the relationship and compliance with contract terms.
Manages external relationships with key stakeholders of partner organizations to communicate needs, solve issues and create synergies.
Manages formalized meeting cadence and calendars with partners to ensure coordination of various levels of engagement and structure with partners.
Proactively identifies potential contract issues, develops recommended actions and reviews information with management and Legal as appropriate to assess impact to American Family.
Facilitates the transfer of policies from one American Family agency to another on alliance business.
This position requires travel up to 30% of the time.
Must have applicable insurance licenses as required to do business with American Family in the applicable states that are supported or must obtain insurance licenses within 6 months of appointment.
Specialized Knowledge and Skills Requirements
Demonstrated experience providing customer driven solutions, support or service
Demonstrated experience in identifying and negotiating marketing and business development partnerships with external partners.
Demonstrated experience negotiating agreements, contracts or working arrangements.
Demonstrated experience planning, managing, and/or leading complex projects or initiatives.
Solid knowledge and understanding of insurance contracts.
About American Family Insurance
At American Family Insurance, we know how hard our customers and employees work to achieve their dreams. That's why, for over 90 years, we have made it our mission to protect those dreams. It's all part of who we are and who we’ll always be… innovative, caring, agile, trustworthy, transparent and passionate. We are a strong, forward-looking company and a proven leader in our industry. And if you are looking to make a difference, we are looking for you.