Client Manager Associate, Premier Market (Insurance) - Great Lakes Region

The Client Manager Associate, Premier Market will assume overall responsibility for managing a client book of business in the 2-99 life space. They will be responsible for persistency, growth, and profitability of this book through relationship development with clients, brokers, and key Guardian internal partners. These partners include Underwriting, Sales Support, Service and Claims. This position will also directly work with Sales Representatives to uncover opportunities to add additional lines of coverage to existing business. The individual in this role acts as an ambassador for the business and follows standard methodologies.

The Client Manager Associate is directly and/or indirectly accountable for activities associated with renewing plans (plan retention) and adding new lines of coverage (“add issue”) including, but not limited to, generating plan options and quotes for additional lines of coverage. The individual will proactively evaluate their existing book of business for add issue opportunities, as well as handle incoming renewal and negotiation requests. A successful candidate must exhibit competence in customer service, adept consulting/negotiation skills, extensive ancillary product knowledge (dental, vision, life, accident, disability, statutory, supplemental health, voluntary benefits, and leave management) with a high level of operational efficiency.

You will

• Build relationships with brokers/producers/plan holders for groups with less than 100 enrolled lives.
• Interpret, deliver, and clearly communicate renewals, alternative plan options, and add issue quotes to the broker/producer/client.
• Review experience and utilization reports with Sales Representatives for groups with under 100 lives; Package and deliver appropriate reports based on group size and availability.
• Proactively identify and address opportunities for groups under 100 lives by applying Salesforce Reports and other strategies developed in collaboration with Sales Representatives to generate quotes.
• Follow up with broker/producer regarding status of renewals and add issue quotes while also engaging the Sales Representative, as needed, to help close the renewal or sale.
• Provide renewal rate relief for groups under 100 lives through negotiations with underwriting, as well as determining and generating plan alternative options.
• Serve as subject matter expert on various Guardian systems, capabilities, products, and workflow procedures.

You have

• College degree preferred or equivalent work experience.
• 3 +years of insurance industry experience, preferably in a sales environment with demonstrated success in servicing brokers/producers/customers.
• Demonstrated written and oral communication skills.
• Excellent customer service soft skills.
• Excellent proficiency in mathematical concepts and strong analytical abilities.
• Strong consultative, negotiation, persuasion, and influencing skills with a sales orientation.
• Ability to build and maintain collaborative working relationships at all levels.
• A client-focused approach.
• Personal accountability.
• Strong planning and organizational skills with ability to multi-task.
• Ability to easily adapt to change.
• Ability to work independently and in a group setting.
• Motivation to meet goals: Meet persistency goals, renewal target goals, cross-sell goals (add issue), etc.
• Computer proficiency in Outlook, Skype, Excel, Word, PowerPoint, Salesforce, GCRS, Siebel, CPS, Phoenix, Business Objects, etc.
• Ability to represent Guardian in a professional manner.

Knowledge

• Solid knowledge of group insurance products, contracts, and services. Group insurance products include dental (PPO, DHMO, fully insured and ASO), vision, life, accident, short- and long-term disability (fully insured and ASO), statutory disability, supplemental health, voluntary benefits, and leave management (federal, state, and local).
• Solid knowledge of financing methodologies and strategies (fully insured and alternate funding).
• Solid knowledge of group insurance underwriting principles, methodologies, and practices.

Other

• Variable compensation for persistency and renewal target bonus and cross-sell/add-issue bonus, according to the current-year Group Sales Incentive Compensation Plan for Client Manager Associates.
• Must achieve required industry licensing within 90 days of date of hire and maintain license through completing Continuing Education requirements.

Location/Travel

This is a remote position with preference given to qualified candidates in Michigan, Kentucky, Ohio, and West Virginia. Travel is expected a few times of the year for training and team meetings.

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

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