What are the responsibilities and job description for the Director of Account Management position at The Institutes?
About The Institutes
Located in beautiful Malvern, Pennsylvania, The Institutes® are a not-for-profit comprised of diverse affiliates that educate, elevate, and connect people in the essential disciplines of risk management and insurance. Through products and services offered by our nearly 20 affiliated business units, people and organizations are empowered to help those in need with a focus on understanding, predicting, and preventing losses to create a more resilient world.
Additionally, we understand the importance of work-life balance—in 2024 Philly.com named us a Top Workplace for the ninth year and USA Today named us a USA Top Workplace for the second year. We provide excellent benefits and a friendly, team-focused work environment to drive employee engagement.
Director of Account Management
The Director of Account Management is responsible for leading and developing a high-performing account management team to drive B2B client growth and satisfaction. This strategic role involves building strong relationships with key clients, optimizing account management processes, and collaborating cross-functionally to ensure outstanding client experiences.
The ideal candidate is a dynamic leader with a proven track record of driving revenue growth, scaling account management operations, and fostering long-term client partnerships.
What You’ll Do:
Leadership & Strategy
- Lead, manage, and develop a team of account managers, fostering a culture of collaboration, innovation, and performance excellence.
- Develop and execute a comprehensive account management strategy to maximize client retention and revenue growth.
- Establish best practices, KPIs, and performance metrics to ensure the team meets and exceeds targets.
- Identify opportunities for process improvement and implement strategies to enhance operational efficiency.
- Develop and implement customer engagement strategies to increase satisfaction, loyalty, and advocacy.
- Actively manage top 3-5 Accounts
Revenue Growth & Retention
- Drive revenue growth through collaboration with Sales Account Executives (SAE’s).
- Collaborate with the Director of Sales to align account management strategies with business goals.
- Utilize data-driven insights and reports (Excel, Tableau and APEX) to identify opportunities for growth.
- Track client engagement through Salesforce CRM
Cross-Functional Collaboration
- Work closely with sales, customer success, accounts receivable, and products, to ensure a seamless customer experience.
- Provide feedback to sales team based on client needs and market trends.
- Partner with sales to develop client engagement initiatives, case studies, and success stories.
What We’re Looking For:
- Bachelor’s degree preferred.
- 5-7 years of experience in consultative account management.
- Proven track record of leading high-performing teams and driving revenue growth.
- Strong analytical skills with the ability to translate data into actionable insights.
- Excellent communication, negotiation, and relationship-building skills.
- Experience working in insurance industry is a plus.
The Best Part? The Benefits!
To enforce the importance of work-life balance, employees enjoy excellent benefits, including:
- 401(k) plan with company contribution up to 16%
- Generous time off package that includes paid vacation, personal, sick, and holidays
- Paid maternity and parental leave
- Tuition reimbursement
- Medical, dental, vision, and prescription coverage
- On our Malvern campus: Free lunch every day when working on campus, onsite fitness center, and a beautiful 1.25-mile walking path!
