[Hiring] National Accounts Team Lead @New York Life

Role Description

The National Accounts Team Lead is responsible for leading, developing, and driving performance of Account Executives within the Central Region. Partnering closely with the Region Lead, this role ensures Regional and National strategies are translated into strong execution, sustained growth, and consistent business results. The Team Lead serves as the primary people leader for Account Executives, a growth catalyst for books of business, and an executive sponsor for key clients. This role does not carry a direct book of business and is accountable for regional performance, talent development, and client outcomes.

Preferred candidate location is Chicago, Pittsburgh, Minneapolis, Kansas City, or Central U.S.

What You’ll Do

• Account Executive Leadership & Performance
  • Lead, coach, and manage Account Executives to achieve individual and regional growth, retention, and activity goals.
  • Establish clear performance expectations and accountability aligned with regional priorities.
  • Conduct regular pipeline, book strategy, and performance reviews.
  • Identify and address performance gaps, partnering with the Region Lead on talent decisions and succession planning.
  • Foster a high-performance, collaborative culture focused on client outcomes and growth.
• Partnership with Region Lead
  • Serve as a close strategic partner to the Region Lead in setting priorities, growth strategies, and execution plans.
  • Translate regional and national strategy into clear, actionable expectations for Account Executives.
  • Provide ongoing insight to the Region Lead on performance trends, risks, talent readiness, and capacity.
  • Align on resource allocation, client prioritization, and escalation decisions.
• Growth, Retention & Re-Enrollment Leadership
  • Drive disciplined execution of regional growth initiatives, including cross-sell, upsell, and new lines of business.
  • Ensure strong planning and execution for re-enrollment campaigns across the regional portfolio.
  • Partner with Account Executives to develop and execute book growth strategies.
  • Identify and scale best practices that improve retention and expansion.
• Executive Sponsorship & Client Leadership
  • Serve as executive sponsor for select strategic clients, supporting retention, growth, and long-term partnership.
  • Participate in senior-level client, broker, and consultant engagements as needed.
  • Support Account Executives in complex negotiations, renewals, and strategic discussions.
  • Lead coordination and resolution of high-impact client issues, ensuring accountability and follow-through.
• Underwriting & Pricing Collaboration
  • Partner closely with Underwriting to support pricing strategy, renewal positioning, and complex negotiations.
  • Provide field and client insight to Underwriting to support balanced pricing and competitive outcomes.
  • Collaborate with Account Executives and Underwriting to align client strategy, financial objectives, and long-term relationship goals.
• Cross-Functional Leadership & Execution
  • Work effectively across Sales, Underwriting, Service, Claims, and other internal partners to drive outcomes.
  • Ensure adoption of tools, processes, and operating practices that support effective execution.
  • Proactively identify risks and remove barriers to performance through influence and coordination.

Qualifications

• Bachelor’s degree required; advanced degree preferred.
• 10+ years of experience in National Accounts, group benefits, employee benefits, or a related commercial insurance environment.
• Demonstrated experience leading and developing sales or account management teams.
• Proven ability to drive growth and results through others.
• Strong executive presence with experience serving as an executive sponsor and leading complex client situations.
• Experience partnering with Underwriting on pricing strategy and renewal negotiations.
• Strong cross-functional leadership and influencing skills.
• Excellent communication, judgment, and decision-making skills.
• Willingness to travel as needed to support client, broker, and team engagement.

Pay Transparency

• Salary range: $120,000 + sales incentive.
• Overtime eligible: Exempt.
• Discretionary bonus eligible: No.
• Sales bonus eligible: Yes.
• Actual base salary will be determined based on several factors including individual’s experience, skills, qualifications, and job location.
• Employees may also be eligible to participate in an incentive program.

Benefits

• We provide a full package of benefits for employees, including leave programs, adoption assistance, and student loan repayment programs.
• Benefits are refined and added based on employee feedback to support flourishing both inside and outside of work.

Our Diversity Promise

We believe in a diverse workforce because it is our mission to advocate for the financial security and success of people in every community. This is why diversity, equity, and inclusion (DEI) are guiding principles that are embedded in our brand and our culture.