Account Manager

JOB SUMMARY 

The Account Manager builds and maintains long-term relationships in customer organizations to ensure that growth, and quality targets are met or exceeded. The Account Manager develops advocacy with key branch level decision makers and grows profitable market share by proactively identifying and capitalizing on new business opportunities. They provide support to National Accounts consistent with organizational objectives and ensure customers receive superior quality and responsive service. They work closely with the RVP on direction and strategy for the territory. They will be responsible for Arch’s visibility in the marketplace, calls patterns, and results of lender client relationships.  

ESSENTIAL RESPONSIBILITIES & ACCOUNTABILITIES 

1. Meet with customers to promote Arch US MI’s solutions and expand/sell new business. Builds value added relationships with key senior level customer advocates and influencers. Develops and demonstrates insight and intimate knowledge of customers’ businesses challenges and needs. Develops opportunities by working within client organizations to leverage available products and services to achieve production objectives. 
2. Achieve or exceed stated account growth and NIW goals. Uses Solution Selling to sell a variety of complex products and services that will improve customers’ business. 
3. Understand competitors’ strengths and weaknesses and how Arch US MI stands in comparison. Effectively articulates to customer the differentiated impact of Arch US MI’s offering on the customers’ business and processes. 
4. Quickly and effectively responds/provides solutions to customer enquiries and objections ensuring “ease of use” and customer loyalty. Analyzes and monitors the customer performance to identify growth needs and potential problems in advance of occurrence in order to support operations. Prioritizes and allocates resources to support customers and retain key regional accounts based on customer tiering. 
5. Develop, implement and maintain account plans, goals and accomplishments in the CRM (customer relationship management) tool and uses metrics to monitor progress against goals. Uses CRM tool and other company technologies to document and analyze activities to grow business, manage accounts and communicate with other Arch US MI sales personnel. Evaluates and improves quality of work processes. Identifies opportunities to enhance responsiveness, reduce delivery times and anticipate customer needs for the company. 
6. Keeps current on both national and local industry trends and contributes to the industry through networking, board and industry membership group participation and community involvement. Remains “plugged in” to local market resources. 

Knowledge & Skills: 

1. Ability to develop, implement and monitor account specific strategies and tactics to achieve NIW growth objectives. 

2. Expert understanding of the industry, Arch US MI’s products and services, processes, systems guidelines and procedures.  

3. Experience in the design and delivery of sales training and in developing effective presentation/educational materials on a variety of sales related topics 

4. Advanced proficiency in sales techniques such as influence, persuasion, communicating product benefits that meet customer needs. 

5. Experience in leading discussions and presenting business proposals at all levels. 

6. Superior communication and interpersonal skills, both oral and written.  

7. Must possess sound judgment and critical thinking skills. Ability to assess customer needs and provide relevant solutions. 

8. Results driven, sense of urgency, solutions oriented, ability to utilize time effectively. Ability to work with remote teams. 

9. High level of technical proficiency with Microsoft Office suite of products including Excel, Outlook, Word and Power Point; Familiarity with and high level of comfort using remote access tools (VPN) and Salesforce.com and other web-based tools. 

Education & Experience: 

Required knowledge & skills would typically be acquired through a bachelor's degree and 5 years experience with at least 3 years in the mortgage sales industry in the area of underwriting, processing or origination. 

Working Conditions/Environment & Physical Demands: 

1. Remote-based employment. 

2. 75-85% travel - Expectations include daily sales calls, lender meetings, and conferences. Some travel may be necessary over weekends if conferences dictate.  Overnight travel to cover entire territory is likely.  

Disclaimer 

Incumbents may be asked to perform other duties as required.