Smith Harvey Associates

Account Director, Insurance Practice

Smith Harvey Associates - Boston, MA

Account Director, Insurance Practice

As an account director, you will support clients of the Executive Partner Service (EPS) team in the Insurance Practice. The main objectives of the role are to ensure client satisfaction, engagement and success; manage the onboarding process for new subscription clients (transitioned form the Business Development team member), and provide continued, proactive support with a key focus on retaining existing clients and increasing renewal rates and revenues. The candidate in this role will also drive cross-sell of additional subscription products, as well as upsell of additional advisory solutions within your client base.

Responsibilities include but are not limited to the following:

  • Managing and renewing Executive Partner Service contracts across roughly 50-60 enterprise accounts (potentially more or fewer based on existing relationship size)
  • Revenue forecasting and account planning on a monthly/quarterly/annual basis
  • Work with EPS and business development teams to creatively present a unique onboarding experience for each new account, familiarizing them with our product offerings.
  • Set up a regular method of engagement that works for each client to make sure they are making the most of the relationship while not putting the burden on the client. Kick-off, Ad-hoc, and quarterly update calls should be established within the usual cadence of calls.
  • Work with the Administrative team to:
    • Set up and manage all client contracts and designated users on the Group production website
    • Run and analyze client usage reports
  • Work with EPS teams to facilitate client inquiries to the appropriate advisor and promote direct interaction when appropriate
  • Alert clients to recently published and upcoming research that aligns with their licensed services
  • Advise on research outside of licensed services
  • Maintain and update client data (name, title, email) in CRM, including key/primary contacts and new users and add them to the appropriate designated user list(s)
  • Plan and participate on client calls and in meetings, take notes, and follow up on any action items
  • Create and edit presentations, spreadsheets, reports, and meeting materials as needed
  • Prepare for and participate in internal account management calls to apprise management of client status

The ideal candidate brings 8-10 years of client services and B2B business development experience, ability to engage C-level and senior leadership within client organizations, track record of overachievement on goals or quotas, proficiency in MS Office and, outstanding written and oral communication skills, and strong project management and organizational skills. Candidate must thrive in a fast-paced environment and be fluent in English. Bachelor’s degree required. Experience in the financial services industry, research, and a subscription-based sales model are a plus.


Posted On: Tuesday, March 1, 2022

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