Client Executive - Group Benefits

Oswald Companies; Akron (OH); On-site; USD 95,000 - 140,000; Full time

Benefits offered by this job

Bonus program

Medical/Dental/Vision

Paid time off

Stock ownership

401(k) match

Professional development

Job summary

Oswald Companies in Akron, OH seeks a results-driven professional to retain and grow a book of business valued between $750K and $2M. In a leadership-capable role, you will partner with client teams to deliver services and coordinate internal resources to meet client needs.

You will lead account strategy, drive cross-sell and upsell opportunities, oversee onboarding and service calendars, and ensure timely revenue collection.

Qualifications

• Significant experience in health benefits, medical and ancillary lines.
• Strong sales aptitude with ability to upsell/cross-sell.
• Proven leadership and project management capabilities.

Responsibilities

• Manage key relationships for a book valued $750K–$2M.
• Achieve cross-selling and upselling goals with Sales/Business Development.
• Oversee onboarding, annual service calendar, and client deliverables.
• Develop and execute account strategy with internal teams.
• Lead cost-effective benefit solutions and ensure regulatory compliance.

Skills

Relationship building

Sales aptitude

Account management

Leadership

Strategic thinking

Project management

Education

College degree preferred

Job description

Would you like to take ownership in a dynamic, high-growth business that truly walks the talk? Oswald Companies seeks goal-driven professionals ready to take their career to the next level.

Job Summary

Responsible to retain the existing business and grow the assigned group of accounts. In a leadership role, collaborates with client teams in the tactical and strategic delivery of services promised; works closely with internal resources as needed to satisfy the client's needs.

A Day in The Life

• Serves as the key relationship contact by account at all leaderships levels for the assigned book of business with a total book value from $750K to $2M.
• Achieves TAS (Total Account Selling) goals in collaboration with Sales/Business Development; meets individual cross-selling and up-selling objectives.
• Provides support as needed to the assigned Senior Client Executive(s) in the management of their account activity and book of business.
• Develops, leads and executes account strategy with the client and the assigned team of Oswald professionals; develops an annual service plan with focused goals, which includes stewardship, pre-renewal, policy delivery and open item components.
• Directs and implements cost effective benefit solutions to minimize risk and ensures the selected strategy is effectively designed, communicated and implemented by the account team; responsible for claims and loss control oversight.
• Pursues innovative alternatives that may lead to more effective client solutions.
• Ensures the assigned service team maintains the existing account base while having responsibility to identify the opportunity for up selling and cross selling all Oswald Products/Services across business lines.
• Collaborates with supervisor to identify, quantify and develop a plan to expand the depth of services provided; works closely with internal departments to formulate and execute a sales strategy.
• Oversees the new client onboarding process, which includes verifying all services sold, understanding client expectations, and the creation of the short-term and long-term plan to deliver services.
• Directs support team activities to meet the client's specific needs, which include the creation of the annual service calendar, scheduling meeting times and agenda, and other deliverables to be completed by the established client deadline.
• Responsible to review and approve all client deliverables which may include pre-renewal projection, market evaluation and pricing summary, annual renewal, open enrollment materials, annual utilization review, compliance notifications, wellness information and any other item deemed necessary; may conduct open enrollment meetings.
• Ensures all client revenue is collected on a timely basis, which may include consulting fees and carrier commissions.
• Participates in client meetings and ensures meeting notes clearly outline actions needed and the team members responsible for execution and delivery.
• Formulates the strategic planning process and collaborates with the assigned client team to execute plan specifics for an integrated and comprehensive health management strategy customized to the client’s needs.
• Initiates the renewal negotiation process with carriers.
• Trains support staff in the understanding and coordination of key operational activities and processes; develops the skills of team members and their industry knowledge base.
• Understands the details of Healthcare Reform, HIPAA, COBRA and other legislation, which affects the business unit; guides the client in the execution of the appropriate steps to meet regulatory requirements.
• Attains further education, coursework and skills development opportunities to obtain professional designations in their field of expertise.
• Develops leadership capabilities in the planning, execution and delivery of special projects as needed; serves as a change agent where circumstances dictate.
• Provides effective client stewardship and communication, including uniform reporting and profitability analysis.
• Maximizes the integrity of account intelligence through timely and accurate updates of key client data in the CRM; this includes the names of business owners, executive staff, board members, center-of-influence relationships, and community/outside board involvement.

What You’ll Need

• A college degree is an advantage but not a requirement
• Life, Health & Accident License required
• At least 5 to 10 years of industry knowledge is required, to include experience in medical benefits and ancillary lines of coverage
• Strong sales aptitude and personal characteristics required.
• Strong tactical skillset
• General understanding of technical concepts – self-funding, different carriers solutions, etc.
• Strong relationship skills
• Ability to execute
• Self-starter - Ability to work independently with little oversight
• Intuitiveness – knowing when to loop in Client Executive and leadership for escalated issues
• Ability to oversee CSA’s and provide general tactical oversight
• Project management skills – ability to work with internal and external partners to deliver results timely.

Who You Are

• Significant understanding of self-funding – able to understand and present data, able to view analysts work and carrier renewals and interpret them
• Strong technical skills – understands all components of a benefits program
• Strong presentation skills – ability to adapt
• Sales mindset – ability to identify upsell/cross-sell opportunities
• Strategic thinker – able to connect solutions with data
• Accountability – overall accountability for anything with a client – wrong, right, indifferent
• Strong communication skills – ability to know how and when to communicate
• Relationship builder – build relationships with clients, carriers, and internal partners
• Strong leadership skills – ability to coordinate all aspects of a project and make sure folks deliver on timelines

Who is Oswald?

Oswald is a 129-year-old company that creates a world of protection around the lives and businesses of our clients.

We are an independent, employee-owned company. So, essentially, you own your own success in a personally and financially rewarding opportunity.

Inclusivity is a priority. We foster an environment of collaboration and belonging where our Employee-Owners thrive on their unique path. Our diverse talent reflects the communities and clients we serve, while driving unmatched risk and insurance innovations.

Our people-first culture and client service excellence have built our reputation of integrity, resourcefulness, and a relentless care for our clients and employees. Don’t believe us? Ask your friends, colleagues, and mentors about Oswald. There’s a reason Oswald has been named a Top Workplace for nine consecutive years.

What You’ll Get...

At Oswald, you will have the opportunity to build a long-term career with unlimited growth potential. Aim high, work hard and we’ll help you achieve your goals.

At Oswald, you will experience our caring work environment. We care about our Employee-Owners, we care about our customers, and we care about the world around us. Our caring personality comes to life in the form of volunteering in the community. We even give employees paid time off to volunteer with an organization of their choice.

At Oswald, you will achieve a work-life balance. We care about your physical and emotional well-being, so work-life balance is encouraged and practiced. We understand you have a life outside of work, and we want you to live it.

At Oswald, you will have access to a world-class Total Rewards package. We truly value our people, which shows in our compensation, benefits, and perks.

• In addition to competitive pay, we have designed a performance-based annual incentive program. All employees are eligible to earn a bonus by meeting performance objectives.
• Comprehensive medical, dental and vision plans and numerous supplemental benefit offerings.
• Paid time off annually and a sabbatical at every 10-year service anniversary.
• Ownership in the company in the form of company stock (discretionary profit-sharing and 401(k) match contribution)
• Assistance with parking expenses, discount programs for area services/experiences, and financial support for professional development and licensure/designations
• Access to specialized leadership development programming designed to take your career to the next level.
• And so much more!

To learn more about Oswald, our culture and everything we have to offer, visit us on LinkedIn.

Oswald, a Unison Risk Advisors company is an equal opportunity employer and will consider all applications without regard to race, sex, age, color, religion, national origin, veteran status, disability, sexual orientation, gender identity, genetic information or any characteristic.