Strategic Client Manager in Seattle, WA

$80K - $100K(Ladders Estimates)

Reliance Standard Life Insurance Company   •  

Seattle, WA 98160

Industry: Finance & Insurance

  •  

5 - 7 years

Posted 43 days ago

Job Information

Renewals/Cross selling


  • Drives the client renewal strategy for assigned customers with input from sales and/or practice leaders. This includes managing applicable internal partners, reviewing and negotiating the financials and ultimately presenting and successfully delivering the renewal to the customer (typically via the Client Reporting Package tool).
  • Drives conversations around the potential downstream effects when changes are requested
  • Actively participates in benefit fairs and support enrollment processes with clients
  • Proactively identifies cross sell opportunities (additional lines of business) to existing clients
  • Manages merger and divesture activities with clients to ensure smooth transitions
  • Participates in finalist meetings. This typically is with large teams and include navigating some of the the most complex solution discussions
  • Manages and negotiates complex performance guarantees

Process & Relationship Management


  • Proven ability to manage complex, high level relationships with client and broker decision-makers.
  • Achieves or exceeds assigned metrics for client persistency, new customer/product implementations, and customer satisfaction
  • Responsible for document management with clients. Works with management to develop standard operating procedures for national accounts team
  • Serves as a Company leader and subject matter expert (via the National Accounts Centers of Excellence program), in the areas of RFP response development, competitive positioning and other internal key subject areas as required
  • Owns all meetings, invites appropriate team members and directs their participation; can present on all aspects of products/services. Extremely strong presenter.
  • Works effectively with all Home Office functional departments to implement new business and prepares for renewal situations
  • Trains and on boards new brokers and client human resource teams
  • Mentors new staff and transitions cases as needed
  • Develops ad-hoc and customized reporting for brokers and clients including any statutory annual reporting. Performs deep analysis of raw data to identify trends and create solutions.
  • Provides support to clients for system (HRIS, payroll, vendor) changes as well as file feeds. This support typically entails a high level of complexity
  • Manages off boarding clients

Strategy Development


  • Develops and manages annual client strategies to ensure persistency and profitable growth
  • Interprets and delivers client data in relationship to benchmark data
  • Provides suggested strategies for the client's future based on client data and industry trends. Typically, these strategies require a high level of customization
  • Works closely with the Regional Sales Office, Implementation Manager, and internal support resources in order to develop an effective and efficient strategy and workflow for new and existing business
  • Participates in client advisory boards

Required Knowledge, Skills, Abilities and/or Related Experience


  • Bachelors Degree (BS/BA)
  • At least 5 years of group insurance experience servicing accounts and/or account management
  • Group Life and Health License(s) required
  • AHIP, LOMA, or CEBS preferred
  • Self-motivated with the ability and drive to manage a book of business
  • Proven ability to develop and apply strategic direction for book of business
  • Consistently champions company and department vision and goals; drives client adherence to initiatives
  • Knowledge of the group insurance market is required, including product knowledge in the areas of disability (LTD and STD), absence management and life insurance
  • Excellent presentation and written/verbal communication skills
  • Proven ability to multi-task, deal with tight deadlines and demonstrate superior analytical and problem solving skills
  • High level of customer service orientation
  • Ability to research and solve problems
  • Knowledge of MS Office applications required including Outlook, Word, Excel, and PowerPoint
  • Proven success in field group insurance sales experience strongly preferred
  • Exceptional project management, financial and leadership skills are required
  • Ability to negotiate complex contracts and agreements
  • Applies expert knowledge of Matrix/RSL products and processes to influence other stakeholders and create best practices and expand company offerings and services


Valid Through: 2019-10-28