Client Manager - Account Executive - Employee Benefits Middle Market

Description

The Client Manager/Account Executive will be responsible for providing quality client management of client relationships by anticipating client needs and questions, performing research to ensure the client’s employee benefits program supports their financial and organizational goals, and providing renewal management with oversight, and guidance. The Client Manager/Account Executive is responsible for developing and managing a 2–5 year employee benefits strategy that aligns with each client’s business goals and objectives. This role provides overall leadership and oversight for the delivery of Kapnick’s employee benefits services, ensuring a high-quality client experience. The role also identifies opportunities for cross-selling and account rounding, while building and maintaining strong, long-term relationships with clients and carrier partners.

The Account Executive's essential functions include:

Prospect Stage: Pre-sale activities

• When necessary for validated middle group prospects, participate in review of current benefit strategy/ alignment to Kapnick value proposition.
• Engage in development of capabilities meeting and micro-site content, attend capabilities meeting. Assist with content relevant to strategy and service milestones.
• Create consulting/service agreement

New Business Implementation: First 90 days

• Attend new business internal and client-facing onboarding meeting. Support entire team in understanding new client, provide copies of consulting/service agreement, and facilitate an informed onboarding.
• Establish client service calendar and schedule 1st quarterly meeting
• Conduct compliance assessment
• Identify Kapnick Lens integration needs (Innovu, Epoch) and coordinate with Analytics Consultant

Strategy: 9 months prior to renewal

• Create and update a short and long term strategy across multiple EB disciplines.
• Identify components of strategy to be considered for upcoming renewal. Schedule carrier/partner meetings to introduce new ideas to client
• Identify needed benchmarking and communicate to BA
• Collaborate with Analytics Consultant to deliver Trend Driver report
• Collaborate with Analytics Consultant to determine supporting Lens reports appropriate to client
• Conduct pre-meeting collaboration session with other members of the team.
• Create content and deliver client strategy meeting
• Take clear notes or assign note taking to another service team member. Follow up with meeting summary, decisions, and open items.

Pre-Renewal: 6 months prior to renewal

• Create content and deliver client pre-renewal meeting
• Based on client feedback, develop a marketing strategy in collaboration with BA
• Identify account rounding opportunities
• Conduct pre-meeting collaboration session with other members of the team.
• Take clear notes or assign note taking to another service team member. Follow up to client and internal service team with meeting summary, decisions, and open items.

Renewal: 90 days prior to renewal

• Create content and deliver client renewal meeting
• Develop timeline for renewal decisions and open enrollment with clear expectations, reasonable time for completion, and adherence to internal deadlines.
• Conduct pre-meeting collaboration session with other members of the team.
• Take clear notes or assign note taking to another service team member. Follow up to client and internal service team with meeting summary, decisions, and open items.

Open Enrollment & Implementation: 45 days prior to renewal

• Create smooth hand-off to service team. Communicate client decisions to all service team members clearly
• Assist Account Manager with Renewal Decisions Document, as appropriate
• Review and approve Renewal Decisions Document
• Participate in Open Enrollment communication meetings in person, virtually, or recorded presentations.
• Final sign off on guides and presentations

Post Open Enrollment & Stewardship: 60 days after renewal

• If no Sr. BA: Audit and send Comp Disclosure to client
• Create content and deliver Post OE/Stewardship meeting
• Conduct pre-meeting collaboration session with other members of the team.
• Take clear notes or assign note taking to another service team member. Follow up to client and internal service team with meeting summary, decisions, and open items.

Ongoing Service

• Provide oversight to overall client experience, holding team members accountable to client and each other.
• Escalated service and carrier issues
• Resolve internal conflict proactively. Identify training and development opportunities and escalate to leadership
• Understand market trends, new opportunities and developments that could be relevant to your clients - vet promising, yet untried solutions for feasibility
• Identify cross-sell opportunities
• When no Sr Level BA: provide client commentary on standard financial package, insights and recommendations. Answer client financial questions.
• Audit and deliver PCORI fees to client
• Participate in At-Risk Client Meetings. If necessary, Lessons Learned Meetings
• Act as a mentor to the more junior members of the team and actively transfer knowledge and experience for the betterment of others.
• Actively engage in Kapnick sponsored and self directed training opportunities
• Participate in projects and continuous improvement exercises for the betterment of the team and Kapnick as a whole
• Record significant events, emails, presentations, and project work in EPIC.
• Provide direction and oversight to Associate Team Members
• Create strong partnerships with carriers
• Foster strong client relationships
• Manage appropriate service boundaries with team and client
• Monitor and manage voice mail, incoming mailboxes, outlook and activities, per agency guidelines
• Pursue a program for personal and professional development
• Attend and participate in department meetings, team meetings and training sessions as required

Other

• Perform your job in such a manner that other employees will consider it a pleasure and privilege to work with you
• Offer innovation and process improvements where possible to help with agency wide improvements and efficiencies?
• Regular and timely attendance is an essential function of the job.
• Perform other duties as assigned

Requirements

To be considered for the Account Executive position, you should have:

• Bachelor's Degree (four-year college or technical school)
• Minimum of 5 years experience in group benefits
• Must possess excellent computer skills, including knowledge of Microsoft products (Word, Excel, Outlook and PowerPoint, Teams), video conferencing and Agency Management Systems
• Life & Health License: Required
• Must be willing and able to travel as necessary and attend industry meetings if so instructed

What's in it for you?

• A team-based approach to client management
• Flexibility
• Full benefits package
• 11 paid holidays including your birthday!
• Competitive Salary
• Profit sharing (after a year of service)
• Bonus potential
• A caring workplace culture that has something for everyone