Client Manager Associate, Premier Market - Great Lakes

Guardian Life is an insurance company providing group insurance products and services. The Client Manager Associate will manage a book of business for groups with 2-99 enrolled lives, focusing on retention, growth, profitability, renewals, and additional coverage opportunities. The role develops broker and client relationships, prepares quotes and plan options, negotiates with underwriting, and serves as a subject matter expert on Guardian systems and products.

Responsibilities:

• 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

Requirements:

• 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
• Strong planning and organizational skills with ability to multi-task
• 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
• 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
• Must achieve required industry licensing within 90 days of date of hire and maintain license through completing Continuing Education requirements
• The successful hire must be based in the assigned territory (Michigan, Kentucky, or Ohio)
• The work arrangement will be remote (work from home)
• Travel is expected a few times a year for training and team meetings
• In order to be a successful applicant, you must be legally authorized to work in the United States, without the need for employer sponsorship/support now or at any time in the future
• College degree or equivalent work experience preferred