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. This position requires the individual to be an ambassador to the business and always use best practices.
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 demonstrate strong customer service acumen, strong consulting/negotiation skills, deep ancillary product knowledge (dental, vision, life, accident, disability, statutory, supplemental health, voluntary benefits, and leave management) with a high degree of operational effectiveness.
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 Reps for groups with under 100 lives; Package and deliver appropriate reports based on group size and availability.
- Proactively identify add issue opportunities for groups under 100 lives by utilizing Salesforce Reports and other strategies developed in collaboration with Sales Reps and generating quotes. Follow up with broker/producer regarding status of renewals and add issue quotes while also engaging the Sales Rep, 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:
- Excellent written and oral communication skills
- Excellent customer service soft skills
- Very strong mathematical aptitude and analytical skills
- 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
Education
- BA or BS Degree is preferred. Will consider work experience equivalent.
Experience
- 3 to 5 years of insurance industry experience, preferably in a sales environment
- Demonstrated success in servicing brokers/producers/customers
Location:
- Preferred location for this position is Tampa, FL (working from home).
- Will also consider qualified applicants in other parts of Florida, as well as Arkansas and Louisiana.
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.
Salary Range
$43,700 - $71,785
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.
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.
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.
- Choice of [high deductible/copay] medical plans* with prescription drugs, including coverage for fertility and transgender inclusive benefits
- Dental plan
- Vision plan
- Health care accounts - flexible spending, health reimbursement, and health savings accounts
- Critical illness insurance
- Company-paid Life and Disability insurance plus voluntary supplemental coverage
- Accident insurance
- 401(k) retirement plan with a company match, plus an annual age/service-based Company contribution and an annual profit-sharing contribution, if applicable
- Complimentary 1:1 financial guidance with a licensed Fidelity representative
- Flexible work arrangements (part in-person/part remote)
- Unlimited paid time off for most roles plus time off for volunteering, jury duty, voting, and bereavement
- Personal holidays for colleagues to use in recognition of religious, cultural, or civic days
- Paid parental leave and paid family and medical leave policies
- Emotional well-being, mental health, and work/life resources powered by Spring Health
- Wellness programs, including fitness program and equipment reimbursement
- Child, adult, and elder back-up care support through Bright Horizons
- Adoption assistance
- College planning
- Tuition reimbursement
- Student loan assistance
- Commuter benefits in select metropolitan areas
Opportunities to build inclusive and meaningful connections through involvement in colleague-led affinity groups:
- Employee Resource Groups:
- Colleague Connection Committees
- Community Involvement Committees
A culture that encourages colleagues to bring their authentic selves to work
- Voluntary self-ID
- Pronunciation and phonetic spelling of names
Benefits apply to full-time eligible employees. Interns are not eligible for most Company benefits.
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.
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 [email protected].
Current Guardian Colleagues: Please apply through the internal Jobs Hub in Workday
What We Do
Who we are
Guardian makes a difference in the lives of people when they need us most. With over 160 years of stability and fiscal integrity, we are a trusted resource to generations of families and business owners, inspiring well-being and helping build financial confidence.
Today, we stand behind 29 million consumers, helping them prepare and plan for a bright future for themselves and their families. We help business owners care for their employees. And we help people recover and thrive in times of unexpected loss.
As a modern mutual insurance company, we believe in driving value beyond dividends. We invest in our colleagues and are building a progressive, innovative and inclusive culture. We uplift individuals and communities through thoughtful social and environmental programs.
What we stand for
In 1860, a community of immigrants joined together to insure and protect their businesses and families. They were guided by powerful ideals that we’ve continued to stand behind and evolved throughout the years: we do the right thing, we believe people count, we courageously shape the future together, and we go above and beyond for the people we serve.
Guardian employees embrace and live by these values every day. They remind us to put people at the heart of all we do so that we can help protect what matters most to you. Want to help bring these values to life? Join us for a rewarding career and the opportunity to shape the future.
Disclosures:
Financial information concerning Guardian as of December 31, 2022, on a statutory basis: Admitted assets = $76.0 billion; liabilities = $67.2 billion (including $55.0 billion of reserves); and surplus = $8.8 billion. Dividends are not guaranteed. They are declared annually by Guardian’s Board of Directors.
Guardian® is a registered trademark of The Guardian Life Insurance Company of America. © Copyright 2023 The Guardian Life Insurance Company of America 2023-156184 Exp. 5/25
