10+ years in insurance account management with large, complex benefits accounts.
Deep expertise in Life & Health insurance products and strategies.
Experience with stop-loss dynamics for large clients.
Proven revenue generation through cross-selling and strategic development.
Strong consultative communication skills for influencing executives.
Knowledge of insurance markets and profitability metrics.
Proficient in Salesforce, Benefit Point, or equivalent systems.
Active L&H licenses required; advanced designations preferred.
Responsibilities
Serve as the senior executive for high-revenue client accounts.
Develop multi-year strategies for client risk and growth management.
Lead strategic meetings with client executives and decision-makers.
Act as a resource during major client milestones or claims events.
Coordinate solutions for high-priority service and compliance issues.
Generate revenue by expanding coverage in existing accounts.
Identify and pursue cross-sell opportunities within the book of business.
Monitor profitability and document client interactions in management systems.
Benefits
Medical, Dental, Vision insurance.
Life Insurance and AD&D coverage.
Flexible Spending Account (FSA) / Health Savings Account (HSA).
Accident, Critical Illness, and Hospital Indemnity insurance.
Supplemental Health Insurance options.
Employee Assistance Program (EAP).
Pet Insurance plans available.
11 paid holidays per year.
Flexible Paid Time Off (PTO).
401K retirement plan.
Full Job Description
Job Description
Duties and Responsibilities:
Strategic Client Management
Serve as the senior relationship executive for a portfolio of the firm's most complex and high-revenue accounts.
Develop and lead multi-year account strategies that address risk, compliance, cost management, and growth for clients.
Coordinate and lead stewardship meetings and strategic planning sessions with client executives, CFOs, HR leaders, and other decision-makers.
Act as a key resource during major client milestones, including acquisitions, expansions, restructurings, or claims-intensive events.
Serve as the escalation point for high-priority service needs, compliance issues, or claims-related challenges.
Revenue Generation & Growth
Carry and meet annual new revenue goals through coverage/product expansion within existing accounts.
Proactively review and analyze assigned book of business to identify unmet coverage needs and cross-sell opportunities.
Collaborate with producers and internal teams to build and present tailored health insurance solutions that support client business goals.
Track and report on revenue growth initiatives and successes; adjust strategy based on client responsiveness and market conditions.
Leverage carrier and industry relationships to present unique or value-added solutions that enhance account performance.
Leadership & Expertise
Provide mentorship and high-level technical guidance to Client Managers on complex placements or challenging accounts.
Participate in practice group initiatives, market trend analysis, and strategic service innovation efforts.
Represent the agency in high-level client interactions, industry forums, or strategic planning engagements.
Operational Oversight
Ensure all servicing activities meet internal quality standards, client expectations, and regulatory requirements.
Maintain thorough and accurate documentation of client interactions, coverage decisions, and growth opportunities in Salesforce (or other agency management systems) and related systems.
Monitor and assess profitability of assigned accounts and recommend adjustments as necessary.
Qualifications
10+ years of experience in insurance account management, including significant experience with large, complex benefits accounts.
Deep technical expertise in Life & Health insurance products, markets and strategies including fully-insured, level-funded, and self-funded plans.
Exposure into stop-loss dynamics with large and complex clients.
Proven track record of revenue generation through cross-selling and strategic account development.
Excellent consultative communication, and presentation skills, with the ability to influence C-suite executives.
Exceptional knowledge of insurance markets, local, regional and national carriers, and financial metrics related to account profitability.
Proficient in Salesforce/Benefit Point or similar agency management systems.
Active L&H licenses are required. Advanced designations (RHU, REBC, CEBS) strongly preferred.
