AIG Head of Strategic Accounts - Life Insurance in Houston, Texas

Head of Strategic Accounts - Life Insurance

  • Job ID #:


  • Functional Area:


  • Estimated Travel Percentage (%):


  • Location(s):


  • TN-Brentwood

  • Employment Type:

Full Time - Permanent

  • Education Preferred:

Bachelors Degree (or equivalent)

  • Relocation Provided:


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Position Description:

Head of Strategic Accounts

Position Overview

The Head of Strategic Account Management coordinates relationship management activity for AIG Life and Retirement products and serves as a senior relationship representative for all major accounts in the distribution channel. The position also manages and develops all direct report Strategic Account Managers and is responsible for close coordination with groups representing annuities, mutual funds, life insurance, and retirement plan products.


The position reports directly to the AIG Life and Retirement Distributor’s EVP of Strategic Account Management.

Performance Objectives

Relationship Management

  • Develops and maintains strategic relationships with executives and key personnel in all major accounts in the assigned distribution channel.

  • Develops and coordinates relationships with executive and key personnel within AIG Life and Retirement.

  • Serves as the team lead (point person) for large strategic accounts with responsibility for coordination and communication of strategy and activity for uniform representation of all AIG Life and Retirement products.

  • May have direct responsibility as an account manager for large broker/dealer/IMO/BGA clients.

  • Conducts periodic meetings with senior personnel at assigned accounts to foster relationships and uncover opportunities to develop sales of AIG’s products.

  • Proactively identifies, prioritizes, and manages competing opportunities with assigned accounts.

  • Facilitates relationships between AIG’s senior management (sales management, product management, marketing and operations) and their counterparts at assigned accounts.

  • Manages development and execution of Home Office and field customer meetings

  • Provides strategic input on all customer communication and key marketing material and executes distribution of material

  • Maintains extensive working knowledge of each firm including total sales, sales by geographic location, competition sales, commissions, procedures, systems, and strategic initiatives.

  • Handles escalated sales and service issues with broker-dealer/IMO/BGA contacts when appropriate, documenting issues and the resolution process.

  • Attends appropriate client meetings, training, and conferences, etc. as necessary to represent AIG Life and Retirement as a senior representative.

Reporting, Analysis and Budgeting

  • Maintains high level understanding of the strategic direction of accounts in the assigned distribution channel and ensures that AIG Life and Retirement’s goals and strategies are aligned with strategies of the firms.

  • Maintains in-depth knowledge and understanding of AIG compliance, product, and operations to ensure alignment with accounts.

  • Develops annual business plan for each focus strategic account for submission to management and conducts quarterly planning meetings for review and commitment with broker-dealer/IMA/BGA once plan is approved.

  • Oversees preparation of quarterly sales reports for assigned firms and distributes to broker-dealer/IMO/BGA contacts.

  • Develops periodic reports for AIG’s management providing sales, activity, and anecdotal information pertaining to developing sales and market share in accounts.

  • Develops periodic reports on distribution of competitor products in the assigned distribution channel.

  • Manages the budget for all firms in the channel with consideration of AIG Life budget management process.

People Management

  • Manages, develops and motivates all account managers in the assigned distribution channel.

  • Conducts a minimum of quarterly one-on-one meetings with all direct-report account managers and provides feedback around performance

  • Promotes a culture of transparency, meritocracy and accountability

  • Participates in annual rating process for direct report account managers, completes annual performance evaluations.

Other duties as assigned.

Position Requirements:

Experience Requirements

The Head of Strategic Accounts has at least 10 years experience in sales or relationship management with investment products and prior experience managing personnel in sales or relationship management. Extensive travel required.

The preferred candidate will also have:

  • Excellent interpersonal skills and the ability to communicate effectively with broker-dealer contacts, clients, and all levels of AIG staff.

  • Excellent written and oral communication skills.

  • Good presentation, organizational, analytical and problem-solving skills.

  • Strong financial acumen and ability to think strategically

  • Ability to work independently.

  • A Bachelors degree in business or related field

  • Series 6 or 7, 63 and 26 or 24 and/or required Life/Health licenses

About Us:

American International Group, Inc. (AIG) is a leading global insurance organization. Founded in 1919, today AIG member companies provide a wide range of property casualty insurance, life insurance, retirement products, and other financial services to customers in more than 80 countries and jurisdictions. These diverse offerings include products and services that help businesses and individuals protect their assets, manage risks and provide for retirement security. AIG common stock is listed on the New York Stock Exchange and the Tokyo Stock Exchange.

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