Senior Director, Strategic Accounts

Position Summary: 

The Director, Strategic Accounts is a senior sales and relationship management professional responsible for developing, managing, and expanding relationships with McLarens’ most significant clients, including national and global Fortune 500/1000 accounts. This role drives revenue growth through targeted account strategies, high-level client engagement, and cross-functional collaboration, while also ensuring exceptional service delivery. 

The position blends strategic account leadership with hands-on business development, focusing on U.S. Retail and Wholesale Brokers, Risk Managers, Carriers and other key stakeholders to grow existing accounts and secure new opportunities. 

Acting as the face of McLarens for notable accounts, the Director partners with internal teams and executive leadership to ensure exceptional service delivery, maximize account retention, and identify opportunities for expansion across McLarens’ core services, niche specialty lines, and emerging capabilities. 

Key Responsibilities:

Strategic Account & Relationship Management 

• Manage notable company accounts, serving as the primary executive contact for key clients. 

• Build and maintain executive-level relationships with decision-makers and influencers. 

• Plan and lead strategy sessions with senior leadership and internal stakeholders for major accounts. 

• Coordinate regular strategic client visits with Adjusters, including claim activity reviews. 

• Liaise across departments (Marketing, Finance, Legal, Operations) to deliver customized client solutions, reporting, and presentations. 

• Provide management reports and performance updates to both internal leadership and clients. 
  
  

Business Development & Sales Execution 

• Achieve sales targets and personal goals for existing and new business. 

• Focus on securing and growing Fortune 500 and 1000 accounts. 

• Prospect through multiple channels, including Retail and Wholesale Brokers and direct outreach to Risk Managers. 

• Build new business relationships leveraging existing industry contacts. 

• Cold call to qualify and establish relationships with new clients. 

• Identify and qualify new contacts within existing accounts and new prospects. 

• Qualify and manage new opportunities from initiation through close. 

• Deliver compelling sales presentations tailored to client needs. 

• Manage the complete sales cycle for each opportunity. 

• Close high-value deals, including complex and multi-stakeholder opportunities. 

• Cross-sell McLarens’ core services, Niche Specialty Lines, and additional capabilities. 

• Identify leads for the National/Global Account Team. 

• Engage Executive General Adjusters (EGAs) and other subject matter experts with clients to enhance value. 

• Attend client meetings and industry events to build pipeline and close sales. 

• Follow up with past customers to identify cross-sell and re-engagement opportunities. 

• Collaborate with and provide assistance to other members of the sales team. 

• Follow up on leads generated by Adjusters or other departments. 

• Investigate and resolve customer queries in a timely, professional manner. 
  
  

Territory, Pipeline & Industry Engagement 

• Manage opportunities in the sales pipeline with disciplined follow-up. 

• Maintain accurate, up-to-date contact and opportunity records in Salesforce CRM. 

• Meet or exceed monthly activity, KPI, and revenue targets. 

• Participate in national, regional, and industry-specific conferences and associations to represent McLarens and strengthen market presence. 

Qualifications:

• Bachelor’s degree in Business, Marketing, or related field. 

• 8+ years of B2B sales experience, with 3+ years in strategic or major account management. 

• Proven track record managing multi-million-dollar accounts and exceeding revenue goals. 

• Strong leadership, communication, presentation, and negotiation skills. 

• Proficiency in CRM systems (Salesforce preferred) and data-driven sales strategies. 

• Experience in the insurance, claims management, or risk management industry preferred. 

Compensation & Benefits:

• Base Salary. 

• Performance Bonuses: Quarterly and annual incentives based on sales and account growth. 

• Benefits: Health, dental, vision, 401(k), paid time off, and professional development support.