Customer Success Manager (Insurance Vertical)

What You’ll Do:

We are seeking an experienced Customer Success Manager (CSM) for our insurance vertical to build a strong relationship with a select group clients. You will be the advocate for your clients. Your success is your client’s success. As their CSM you will be responsible for managing the day-to-day and ensuring your clients are realizing the highest value from our platform.  Your goal is to create relationships that result in your ability to implement programs that increase payment adoption, drive revenue growth, and expand the client’s awareness and utilization of Invoice Cloud’s full suite of services. Your insurance experience is a huge part of being able to relate to your portfolio.

CSM expectation:

As an Invoice Cloud Customer Success Manager, you will be focused on three key areas, retention, growth and advocacy. Driving deep engagement to build lasting relationships with your clients is the key to achieving success across these three focus areas.  A qualified CSM will excel in:

• Building “trusted” relationships with your clients and delight them at every turn.
• Understand the key client health indicators and take necessary steps to minimize any potential churn.
• Fully understand their clients (and contacts) and identify what is needed to retain and grow them.
• Develop a deep understand the Invoice Cloud solutions to have discussions with their clients regarding current products and services.
• Understand the insurance vertical well enough so they can share best practices with their clients
• Work with clients to implement programs that drive higher payment adoption.
• Be well versed on all Invoice Cloud products to up-sell services and generate customer success qualified leads that result in new revenue.
• Have a high-level understanding of how the technology for assigned billers works. This allows the CSM to understand issues, describe them and formulate a potential resolution with the supporting Invoice Cloud departments.
• Develop trusted relationships with their portfolio that leads to customer references.
• Knowledge of core insurance software systems is a huge plus

Outcomes:

First 30 days

• Complete New Hire Training and CSM training
• Gain an understanding of the IC solution.
• Gain an understanding of the IC internal systems such as Salesforce, Jira, CRM, etc…
• Gain an understanding of the processes for the implementation team, client services team, IT, sales, boarding and training groups.
• Review with management list of clients that will be assigned to you.
• Review sales calls that highlight all phases of the customer journey to understand client needs, InvoiceCloud positioning and value proposition.

First 60 days

• Spend time with the internal IC teams to learn more about our product and process.
• Review past client interactions to understand what is happening with your assigned book of business and understand how to manage your clients moving forward.
• Review (or create) the account plan for each assigned client to ensure that there is full knowledge/understanding of the current relationship. This account plan includes but is not limited to executive overview, products used, technical integration description, list of outstanding issues, risks to the account, key stakeholders, and opportunities for growth.
• Introduce yourself to the list of assigned clients.
• Shadow existing CSMs on their calls with clients.
• Support the team on various campaigns that are running while you get settled and ramp on your own portfolio.

First 90 days

• To create a success plan for assigned clients. The plan will include: Introduction as the CSM, presentation of current list of outstanding issues and proposal for resolution; plan for adoption and new product growth.
• Establish a recurring touch-base meeting – (frequency based on needs) to build the relationship, drive growth and review issues/resolution progress.
• Identify the top clients that represent the largest opportunity for adoption and revenue growth and work towards implementing adoption programs with them.
• Create a cadence for proactive outreach with your clients to add value and drive deeper engagement.

First 180 Days

• A success plan exists for every assigned client.
• Every assigned client has a regular monthly check-in call cadence.
• All the key contacts of your clients have been identified and know who you are.
• Adoption programs are in place, and you are identifying new product expansion opportunities.

Ongoing

• Maintain all documentation regarding client (in Salesforce) so that their health status is up to date and available so anyone can consult the information at any time.
• Keep relevant IC teams informed of any issues/changes that may impact the relationship with a client.
• The CSM must use excellent interpersonal skills to quarterback growth initiatives and issue resolution plans with internal IT resources, Implementations Managers, sales team members and other departments to help their clients.
• Public Relations and a good reputation are critical for the company’s long-term success. It is imperative for the CSM to maintain a sense of urgency and manage customer communications so that a client is never left wondering.
• The CSM must be ready at any time to work with a client that is identified at risk and attempt to save the client. Revenue retention is critical.
• Proactive communication with clients is a must. Keeping clients informed about new product enhancements/new product releases, best practices & problem resolution.
• Sharing best practices so that you are consistently adding value to the clients is paramount.

Travel

• Periodic travel to key accounts for meetings or attending conferences as required.

 How you’ll be measured

• Retention rate – By client count and revenue
• Revenue growth: IC will use the current year’s growth plan to compare forecast versus actual and measure CSM impact.
• Adoption growth: CSMs will use IC reports to determine changes in adoption for items like Autopay, paperless, etc., 
• Add-on Services: To promote new products and generate customer success qualified leads that are passed to sales.
• References: Increasing the number of clients that agree to serve as a reference or participate in a case study.
• NPS Scores and Customer Success Manager satisfaction scores 

What we seek

• Strong relationship management experience with proven track record of driving retention and growth, while delighting the client both in person and over phone/zoom
• Experience with electronic billing products and services, such as payment processing, merchant services or electronic payments a huge plus.
• Customer driven, results oriented, efficient, and willing to go the extra mile.
• Outstanding verbal, written, presentation and interpersonal skills are required
• Self-starter with a demonstrated ability to achieve results
• Excellent time management, organizational and planning skills
• Experience using standard MS Office tools and Salesforce

Base Compensation Range: ($65,000.00 to $97,000.00) annually

Base salary is one component of total compensation. Employees may also be eligible for an annual bonus or commission and equity. Some roles may also be eligible for overtime pay.

The above represents the expected base compensation range for this job requisition. Ultimately, in determining your pay, we’ll consider many factors including, but not limited to, skills, experience, qualifications, geographic location, and other job-related factors.