Client Executive - Group Benefits

Oswald Companies; Bloomfield Hills (MI); On-site; USD 70,000 - 90,000; Full time

Job summary

Oswald Companies in Bloomfield Hills, Michigan, is seeking a candidate who will play a pivotal role in managing and growing assigned accounts. This leadership position requires collaboration with client teams and the development of service strategies tailored to client needs.

Prospective applicants should have a strong sales aptitude, project management skills, and a deep understanding of self-funding in insurance. A Life, Health & Accident License is required, along with significant industry experience.

Qualifications

• 5 to 10 years of industry knowledge required, including medical benefits.
• Strong tactical skill set and ability to work independently.
• Experience with regulatory requirements like HIPAA and COBRA.

Responsibilities

• Manage assigned accounts with a total book value from $750K to $2M.
• Achieve Total Account Selling goals collaboratively.
• Oversee new client onboarding and ensure client needs are met.

Skills

Sales aptitude

Strong relationship skills

Project management skills

Understanding of self-funding

Technical skills

Ability to execute

Education

Life, Health & Accident License

College degree

Job description

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.

Responsibilities

• 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