Client Manager - Newport Beach, CA

Guardian is seeking a Client Manager in Newport Beach, CA, responsible for managing planholder/client accounts for Premier brokers (2-999 lives). This role focuses on ensuring client satisfaction, persistency, growth, and profitability. The Client Manager builds strong relationships with clients and brokers, collaborates with sales representatives, and strategically manages the client lifecycle to develop benefit solutions. The position requires balancing client needs with business objectives and achieving yearly financial goals. It's a hybrid role based in Newport Beach, CA, with regular travel.

Must Have

• Manage planholder/client accounts for Premier brokers (2-999 lives)
• Ensure client satisfaction, persistency, growth, and profitability goals are achieved
• Build strong relationships with clients and brokers/consultants through in-market presence
• Work closely with sales representatives on account management strategy
• Strategically manage client lifecycle to develop benefit solutions
• Balance client needs with business objectives
• Achieve yearly financial growth & persistency goals
• Minimum of 3 years of group insurance experience servicing accounts and/or account management
• Strong customer service acumen
• Demonstrated success dealing with brokers/consultants and sophisticated clients
• Ability to analyze data for renewal decisions and solution deployment
• Proficiency in Microsoft Office suite, Concur, Tableau, Salesforce
• Depth of experience and knowledge of relevant industry products and processes (Worksite, LTD, Dental, absence management, online enrollment, experience rating, dental network analysis)
• Consultative Selling Skills and ability to influence and persuade
• Must achieve required industry licensing within 90 days of hire

Good to Have

• BA or BS degree preferred
• Ability to operate in a virtual environment and build rapport virtually
• Ability to adapt to changes in a fast-paced and dynamic environment
• Virtual communication, presentation, and relationship building skills
• Team player with ability to build relationships and interact internally and externally
• Ability to collaborate across internal teams including collaborative selling
• Strategic and critical thinking and basic math skills
• Openness to change and new ways of working
• Ability to exercise sound judgment and deal with conflict
• Ability to exude confidence, optimism, and positive attitude
• Advanced organizational and time management skills

Perks & Benefits

• Support and flexibility to achieve professional and personal goals
• Skill-building opportunities
• Leadership development opportunities
• Philanthropic opportunities
• Opportunities to build communities
• Contemporary, supportive, flexible, and inclusive benefits and resources

Do you have a passion for doing the right thing for customers and making their experience the best they could possibly imagine? Are you a team player who is adept at collaborating across internal teams? Is a culture where “People Count,” “We Do the Right Thing,” and “We Hold Ourselves to Very High Standards” important to you? If so, Guardian is seeking a Client Manager who will be the main contact for the client ongoing escalated service and relationship. They are directly accountable for client satisfaction and enhancing the client experience.

You will:

• Assume overall responsibility for managing planholder/client accounts for Premier brokers (2-999 lives) with the objective of ensuring that client satisfaction, persistency, growth, and profitability goals are achieved.
• Build strong relationships with clients and brokers/consultants through in-market presence.
• Work closely with the respective sales representative to gain their buy-in for the account management strategy and position.
• Strategically manage the lifecycle of a client to develop the right solutions to their benefit needs.
• Balance the needs of the client with those of the business.
• Achieve yearly financial growth & persistency goals.

You have:

• BA or BS degree preferred or equivalent work experience.
• Minimum of 3 years of group insurance experience servicing accounts and/or account management.
• Strong customer service acumen.
• Demonstrated success in dealing with brokers/consultants as well as sophisticated clients.
• Ability to analyze data to influence and execute on renewal decisions along with deploying the right solutions for the client.
• Ability to leverage all sales enablement technology, training, and tools with proficiency in key technology platforms: Microsoft Office suite: PowerPoint, Word, Outlook, Teams; Concur; Tableau, Salesforce.
• Ability to operate in a virtual environment and effectively build rapport virtually.
• Ability to adapt to changes in a fast paced and dynamic environment.
• Depth of experience and knowledge of relevant industry products and processes including, but not limited to Worksite, LTD, Dental products and absence management, online enrollment, experience rating, dental network analysis processes.
• Consultative Selling Skills and the ability to influence and persuade.
• Virtual communication, presentation, consultative selling, and relationship building skills.
• Team player with ability to build relationships and effectively interact both internally and externally with people at all levels of the organization and customer orientation.
• Ability to collaborate across internal teams including collaborative selling.
• Strategic and critical thinking and basic math skills.
• Openness to change and new ways of working across the board, but specifically including the ability to execute new strategies/tactics to drive results to maximizing current broker base.
• Ability to exercise sound judgment and deal with conflict.
• Ability to exude confidence and demonstrate optimism and positive attitude.
• Advanced organizational and time management skills.
• Must achieve required industry licensing within 90 days of date of hire and maintain license through completing Continuing Education requirements.

Location and Work Arrangement:

• This position will be based out of Guardian's Newport Beach, CA Office.
• The work arrangement is hybrid (combination of on-site and work from home).

Travel:

• Regular travel within the assigned territory

Salary Range:

$64,180.00 - $105,445.00

The salary range reflected above is a good faith estimate of base pay for the primary location of the position. The salary for this position ultimately will be determined based on the education, experience, knowledge, and abilities of the successful candidate. In addition to salary, this role may also be eligible for annual, sales, or other incentive compensation.

Our Promise

At Guardian, you’ll have the support and flexibility to achieve your professional and personal goals. Through skill-building, leadership development and philanthropic opportunities, we provide opportunities to build communities and grow your career, surrounded by diverse colleagues with high ethical standards.

Inspire Well-Being

As part of Guardian’s Purpose – to inspire well-being – we are committed to offering contemporary, supportive, flexible, and inclusive benefits and resources to our colleagues. Explore our company benefits at www.guardianlife.com/careers/corporate/benefits. Benefits apply to full-time eligible employees. Interns are not eligible for most Company benefits.

Equal Employment Opportunity

Guardian is an equal opportunity employer. All qualified applicants will be considered for employment without regard to age, race, color, creed, religion, sex, affectional or sexual orientation, national origin, ancestry, marital status, disability, military or veteran status, or any other classification protected by applicable law.

Accommodations

Guardian is committed to providing access, equal opportunity and reasonable accommodation for individuals with disabilities in employment, its services, programs, and activities. Guardian also provides reasonable accommodations to qualified job applicants (and employees) to accommodate the individual's known limitations related to pregnancy, childbirth, or related medical conditions, unless doing so would create an undue hardship. If reasonable accommodation is needed to participate in the job application or interview process, to perform essential job functions, and/or to receive other benefits and privileges of employment, please contact applicant_accommodation@glic.com.

Current Guardian Colleagues: Please apply through the internal Jobs Hub in Workday.