Account Manager-Employee Group Benefits

The Standard; Yorktown (VA); On-site; USD 90,000 - 120,000; Full time

Benefits offered by this job

Medical, dental, vision

401(k) plan with matching

Annual incentive bonus

Generous PTO and holidays

Career growth opportunities

Job summary

The Standard in Virginia is seeking a senior account manager to serve as the primary liaison for key policyholders and producers. Your role centers on on-site visits, proactive communication, and skilled negotiation to ensure renewals and drive plan improvements.

You will collaborate with sales and underwriting, prepare renewal strategies, and coordinate onboarding for new groups over 500 lives, traveling within the territory as needed.

Qualifications

• Bachelor's degree required.
• 5+ years in group insurance account management.
• Life and Disability license for all states in the territory.
• Willingness to travel within territory.
• Strong customer-focused problem-solving and relationship skills.

Responsibilities

• Develop and manage effective primary relationships with key policyholders and producers through frequent on-site visits, professional negotiation, responsive communication, problem resolution and meeting customer expectations.
• Work with clients to understand concerns and needs and act as liaison between home office departments and customers to initiate plan improvements and resolve administrative inconsistencies.
• Prior to each renewal, organize face-to-face visits to present claims experience analysis and review contract adequacy to recommend coverage or changes; manage amendment process for assigned accounts.
• Monitor renewal activity with sales and underwriting; prepare to present renewals with a customized strategy to retain the account; gather underwriting data and review claims experience.
• Negotiate rates, contract provisions and administrative issues with Regional or National Accounts.
• Identify and promote sale of additional lines of coverage or plan improvements on assigned block of business.
• Request and review in-force proposal requests and present or assist in presenting proposals to broker and policyholders.
• Lead and coordinate submission, setup and installation of new groups with the policyholder, producer and home office; support new administrators at in-force accounts.

Skills

Relationship management

Negotiation

Communication skills

Client servicing

Travel willingness

Education

Bachelor's Degree

Job description

A genuine desire to make a difference in the lives of others is the foundation for everything we do. With a customer-first mindset and an intentional focus on building strong teams, we’ve been able to uphold our legacy of financial stability while investing in new, innovative technologies that support the needs of our customers. Our high-performance culture focused on operational excellence thrives thanks to remarkable people united by compassion and a customer-first commitment. As the primary point of contact for key policyholders and producers, you’ll build strong relationships through regular site visits, proactive communication, and skilled negotiation. Assigned groups will include cases with 500-4999 lives, you will act as the bridge between clients and the home office, you’ll tackle concerns, drive improvements, and resolve issues efficiently. Before each renewal, you’ll meet face‑to‑face with clients to review claims and contracts, recommend changes, and steer the amendment process.

• * Develop and manage effective primary relationships with key policyholders and producers through frequent on-site visits, professional negotiation, responsive communication, problem resolution and meeting customer expectations.
• Work with clients to understand their concerns and needs and act as liaison between home office departments and the customers to initiate plan improvements and resolve administrative inconsistencies.
• Prior to each renewal, organize a face‑to‑face visit with key identified clients to present an analysis of claims experience and/or review the adequacy of the contract to recommend coverage or contractual changes to appropriately affect their experience and/or rates. When changes are requested, manage the amendment process for assigned accounts.
• In partnership with the assigned sales rep and underwriter, monitor renewal activity and prepare to present renewals with a customized strategy to retain the account. In preparation, gather underwriting data, review claims experience, review the recommended renewal action and prepare a summary justifying the renewal and recommending changes if appropriate.
• Negotiate rates, contract provisions and administrative issues with Regional or National Accounts.
• Identify and promote the sale of additional lines of coverage or plan improvements on assigned block of business whenever possible.
• Request and review inforce proposal requests, providing all appropriate information to Regional or National Accounts, and present or assist in the presentation of the proposal to the broker and/or policyholder.
• Be actively involved with the sales rep and/or National Accounts Consultant in the acquisition, submission and implementation of National Accounts cases and Regional Accounts cases over 500 lives.
• Lead and coordinate the submission, set up and installation of assigned new groups with the policyholder, producer and home office. Provide similar support to new administrators at assigned in-force accounts.
• Facilitate the enrollment process, which may involve preparation of enrollment materials, conducting enrollment meetings or being present at benefit fairs.

• Bachelors Degree
• Experience : 5+ years of experience in group insurance account management in the 2500+ lives space.
• Life and Disability insurance license for all states within the office’s assigned territory.
• Personal automobile is available for business use with adequate insurance and a safe driving record.
• Ability to travel within territory for face to face client and broker meetings when requested.
• Customer Focus: Understands and anticipates both internal and external customer needs and develops customer-inspired solutions that exceed expectations.

• A rich benefits package including medical, dental, vision and a 401(k) plan with matching company contributions
• An annual incentive bonus plan
• Generous paid time off including 11 holidays, 2 wellness days, and 8 volunteer hours annually — PTO increases with tenure
• A supportive, responsive management approach and opportunities for career growth and advancement
• In addition to the competitive salary range below, our employee-focused benefits support work-life balance. Any award depends on a variety of factors including individual and organizational performance.

Standard Insurance Company, The Standard Life Insurance Company of New York, Standard Retirement Services, Inc., StanCorp Mortgage Investors, LLC, StanCorp Investment Advisers, Inc., and American Heritage Life Insurance Company and American Heritage Service Company, marketed as The Standard, are Aff​ir­mative Action/Equal Opportunity employers. All qualified applicants will receive consideration for employment without regard to race, religion, color, sex, national origin, gender identity, sexual orientation, age, disability or veteran status or any other condition protected by federal, state or local law.

The Standard offers a drug- and alcohol-free work environment where possession, manufacture, transfer, offer, use of or being impaired by an illegal substance while on The Standard's property, or in other cases which the company believes might affect operations, safety or reputation of the company is prohibited.