Account Manager-Group Benefits

The Standard; Wakefield (MA); On-site; USD 76,000 - 130,000; Full time

Benefits offered by this job

Health benefits

401(k) plan with matching

Annual incentive bonus

Generous PTO and holidays

Parental leave & adoption assistance

Employee giving program

Job summary

The Standard in Massachusetts is seeking an experienced account management professional to own large group accounts in Employee Benefits Sales and Service. You will build strong relationships with policyholders and producers through regular on-site visits, proactive communication, and skilled negotiation to support renewals and profitability.

You will collaborate with sales and underwriting to tailor renewal strategies, review claims, and drive plan improvements across 2,500+ lives.

Qualifications

• Bachelor's degree required.
• 5+ years in group insurance account management in 2,500+ lives space.
• Life and Disability insurance license for all states within the territory.
• Personal automobile available for business use with adequate insurance and a safe driving record.
• Ability to travel for face-to-face client and broker meetings.

Responsibilities

• Develop and manage primary relationships with key policyholders and producers through frequent on-site visits and proactive communication.
• Collaborate with sales and underwriting to craft renewal strategies and negotiate rates.
• Organize face-to-face renewal visits to review claims experience and revise contracts as needed.
• Lead submission, installation, and setup of new groups with policyholders, producers, and home office.
• Promote additional lines of coverage and participate in enrollment processes and benefit fairs.

Skills

Account management

Negotiation

Relationship building

Travel readiness

Education

Bachelor's Degree

Job description

The next part of your journey is right around the corner — with The Standard. 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. Are you ready to make a difference? 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. Collaborating with sales and underwriting, you’ll craft tailored renewal strategies, negotiate rates, and identify opportunities to boost profitability and retention. You’ll promote additional coverage options, manage proposal reviews and presentations, and lead the acquisition and setup of large accounts. From facilitating enrollment and benefit fairs to mentoring your team, you’ll make an impact at every step. You will be supporting our business growth, profitability, and retention of clients in your region by developing and maintaining an effective account management strategy for assigned accounts within our Employee Benefits Sales and Service office.

• You must reside in one of the listed states to qualify for this role:

New JerseyPennsylvaniaDelawareConnecticutVermontMassachusetts

• 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.
• Incorporate information gathered from the pre-renewal visit with the policyholder or broker. 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.

The Skills and Background You'll Need:

• Education: Bachelors Degree
• Experience: 5+ years of experience in group insurance account management in the 2500+ lives space.
• Licensing Requirements: 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.

Key Behaviors of a Successful Candidate:Winning Together: Actively engages colleagues to achieve shared outcomes by developing trust, inviting diverse perspectives and pushing to bring the best ideas forward. Customer Focus: Understands and anticipates both internal and external customer needs and develops customer-inspired solutions that exceed expectations. Adaptability: Sees possibilities in changing circumstances, accepts and understands change and alters behavior as necessary. Why Join The Standard? We have built an enduring legacy of stability, financial strength and exceptional customer service through the contributions of the service-oriented people who choose to work at The Standard. To ensure we can attract and retain the best talent, when you join The Standard you can expect:

• 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
• Paid parental leave and adoption/surrogacy assistance
• An employee giving program that double matches your donations to eligible nonprofits and schools

In addition to the competitive salary range below, our employee-focused benefits support work-life balance. Learn more about working at The Standard.

• Eligibility to participate in an incentive program is subject to the rules governing the program and plan. Any award depends on a variety of factors including individual and organizational performance.

The actual compensation for this role will be based on a combination of education and experience, knowledge and skills, position budget, internal equity, and market data. Salary Range: Base Salary $76,250 - $129,750 + Bonus Incentive Compensation Plan Positions will be posted for at least 5 days from original posting date. 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 Affi