Client Executive, Key Markets

The Guardian Life Insurance Company of America; Chicago (IL); Hybrid; USD 103,000 - 168,000; Full time

Job summary

Guardian Life Insurance Company of America is seeking a Client Executive, Key Markets to act as a strategic advisor for PEO clients, driving retention, profitability, and long-term growth. You will build executive relationships, lead renewal initiatives, negotiate contracts, and deliver customized, risk-aware solutions across the client lifecycle.

This role requires strong strategic planning, financial analysis, and negotiation skills with deep knowledge of group benefits and HR services.

Qualifications

• Bachelor's degree or equivalent experience.
• Significant experience in PEO, employee benefits, insurance, HR services, or consultative account management.
• Strong strategic planning, financial analysis, negotiation, and relationship management skills.
• Proven ability to influence senior stakeholders and lead complex client engagements.
• Strong analytical skills and data-driven decision making.
• Consultative selling mindset with cross-sell experience.
• Deep understanding of group benefits products and client lifecycle management.
• Excellent communication and presentation skills; able to engage senior stakeholders.

Responsibilities

• Develop and maintain strategic relationships with broker partners, consultants, and PEO leadership teams to strengthen Guardian's market position and influence retention, growth, and renewal outcomes.
• Own portfolio health by balancing retention, growth, persistency, and profitability objectives while developing strategies to mitigate risk and improve financial outcomes.
• Identify and drive in-group growth opportunities through participation analysis, product penetration strategies, and cross-sell initiatives across existing PEO relationships.
• Own and achieve assigned business performance objectives, including sales growth, persistency, retention, renewal execution, profitability, and participation expansion across the PEO portfolio.
• Lead client strategy and stewardship meetings, sales strategy discussions, and annual planning sessions to align solutions with business objectives.
• Conduct financial, operational, and market analyses to identify opportunities for improved profitability, retention, and business performance.
• Develop and recommend innovative plan design and policy solutions tailored to client needs and long-term goals.
• Lead the policy renewal process, providing strategic guidance and expert consultation to clients and internal partners.
• Leverage industry expertise to address complex client inquiries and develop customized solutions across the client lifecycle.
• Review and negotiate client contracts, policy documents, and broker agreements to secure favorable terms and minimize organizational risk.
• Partner with internal teams, i.e. technology, operations, implementation, and product to execute account strategies, support growth initiatives, and deliver exceptional client outcomes.

Skills

Strategic planning

Financial analysis

Negotiation

Relationship management

Executive stakeholder influence

Consultative selling

Cross-functional collaboration

MS Office, Salesforce, Tableau

Education

Bachelor's degree or equivalent experience

Tools

Microsoft Office

Salesforce

Tableau

Job description

The Client Executive, Key Markets serves as a strategic advisor to PEO clients, driving retention, profitability, and long-term business growth. This role develops executive-level client relationships, leads strategic planning and renewal initiatives, identifies opportunities for innovative plan and policy solutions, and negotiates contracts and broker agreements to optimize outcomes while managing risk. Leveraging deep industry expertise and a consultative approach, the Client Executive delivers customized solutions that align client objectives with business goals and enhance the overall client experience.

You Will:

• Develop and maintain strategic relationships with broker partners, consultants, and PEO leadership teams to strengthen Guardian's market position and influence retention, growth, and renewal outcomes
• Own portfolio health by balancing retention, growth, persistency, and profitability objectives while developing strategies to mitigate risk and improve financial outcomes
• Identify and drive in-group growth opportunities through participation analysis, product penetration strategies, and cross-sell initiatives across existing PEO relationships
• Own and achieve assigned business performance objectives, including sales growth, persistency, retention, renewal execution, profitability, and participation expansion across the PEO portfolio
• Lead client strategy and stewardship meetings, sales strategy discussions, and annual planning sessions to align solutions with business objectives
• Conduct financial, operational, and market analyses to identify opportunities for improved profitability, retention, and business performance
• Develop and recommend innovative plan design and policy solutions tailored to client needs and long-term goals
• Lead the policy renewal process, providing strategic guidance and expert consultation to clients and internal partners
• Leverage industry expertise to address complex client inquiries and develop customized solutions across the client lifecycle
• Review and negotiate client contracts, policy documents, and broker agreements to secure favorable terms and minimize organizational risk
• Partner with internal teams, i.e. technology, operations, implementation, and product to execute account strategies, support growth initiatives, and deliver exceptional client outcomes

You Have:

• Bachelor's degree or equivalent experience
• Understanding of the competitive landscape, regulatory considerations, and emerging trends impacting the PEO market
• Significant experience in PEO, employee benefits, insurance, HR services, or consultative account management
• Strong strategic planning, financial analysis, negotiation, and relationship management skills
• Proven ability to influence senior stakeholders and lead complex client engagements
• Strong analytical skills, with the ability to translate data into actionable strategies
• Consultative selling mindset with experience identifying growth and cross-sell opportunities
• Deep understanding of group benefits products and client lifecycle management
• Strong communication and presentation skills, with the ability to engage senior stakeholders
• Ability to work across teams and navigate a complex, matrixed organization
• Adaptability, sound judgment, and a strong focus on delivering results in a fast-paced environment
• Proficiency in Microsoft Office, Salesforce, Tableau, and related tools

Why this role:

• High-impact opportunity to shape client strategy across PEOs
• Direct influence on retention, growth, and profitability outcomes
• Visibility across senior leaders, broker partners, and key clients
• Opportunity to operate as both a relationship leader and a business driver

Location and Work Arrangement: Preferred locations include the following: Atlanta, GA; Bethlehem, PA; Boston, MA; Chicago, IL; Holmdel, NJ; New York, NY; and Plano, TX. Combination of in-office and remote preferred

Travel: Approximately 30% travel is required for this position

Salary Range: $102,540.00 - $168,450.00

The salary range reflected above is a good faith estimate of base pay for the primary location of the position. The salary for this position ultimately will be determined based on the education, experience, knowledge, and abilities of the successful candidate. In addition to salary, this role may also be eligible for annual, sales, or other incentive compensation.

Our Promise At Guardian, you’ll have the support and flexibility to achieve your professional and personal goals.

Through skill-building, leadership development and philanthropic opportunities, we provide opportunities to build communities and grow your career, surrounded by diverse colleagues with high ethical standards.

Benefits

• Benefits apply to full-time eligible employees.
• Interns are not eligible for most Company benefits.
• Through skill-building, leadership development and philanthropic opportunities, we provide opportunities to build communities and grow your career, surrounded by diverse colleagues with high ethical standards.
• As part of Guardian’s Purpose - to inspire well-being - we are committed to offering contemporary, supportive, flexible, and inclusive benefits and resources to our colleagues.
• Explore our company benefits at www.guardianlife.com/careers/corporate/benefits.
• Benefits apply to full-time eligible employees.

Equal Employment Opportunity Guardian is an equal opportunity employer.

All qualified applicants will be considered for employment without regard to age, race, color, creed, religion, sex, affectional or sexual orientation, national origin, ancestry, marital status, disability, military or veteran status, or any other classification protected by applicable law.

Accommodations Guardian is committed to providing access, equal opportunity and reasonable accommodation for individuals with disabilities in employment, its services, programs, and activities.

Guardian also provides reasonable accommodations to qualified job applicants (and employees) to accommodate the individual's known limitations related to pregnancy, childbirth, or related medical conditions, unless doing so would create an undue hardship.

Visa Sponsorship Guardian Life is not currently or in the foreseeable future sponsoring employment-based visas (e.g., such as an H-1B). In order to be a successful applicant, you must be legally authorized to work in the United States, without the need for employer sponsorship/support now or at any time in the future.

Notice Regarding Guardian’s Use of Artificial Intelligence in Recruitment As part of Guardian’s job application process, Guardian may use artificial intelligence tools ("AI Tools") to automate the sorting and filtering of information provided by applicants as part of its preliminary screening. This preliminary screening may be used to help identify applicant materials and resumes relative to their indication that the applicant meets the requirements for the specific job for which they are applying, as specified in the listing posted on Guardian’s jobs website (Careers at Guardian at https://www.guardianlife.com/careers). At Guardian, we do not use AI Tools to substantially assist or replace human judgment or discretionary decision making in our hiring process. All hiring decisions will be made by Guardian colleagues. Please be aware that if you apply for a specific position with Guardian, you will have the choice of opting out of Guardian’s use of AI Tools during the job application process. If you would like to request an alternative process that does not utilize AI Tools or would like to request a reasonable accommodation, within ten business days of your position application, you must email your request to [e-mail], making sure to provide your name and job requisition identification number. Guardian will retain your applicant materials and resume and all information therefrom in accordance with Guardian’s document retention policy, a copy of which you may request via [e-mail]. Additionally, at applicable times, Guardian will make public the most recent bias audit results for such AI tools, which may be found here.

Every day, Guardian helps our 29 million customers realize their dreams through a range of insurance and financial products and services.

Our Purpose, to inspire well-being, guides our dedication to the colleagues, consumers, and communities we serve.

We know that people count, and we go above and beyond to prepare them for the life they want to live, focusing on their overall well-being - mind, body, and wallet.

As one of the largest mutual insurance companies, we put our customers first.

Behind every bright future is a GuardianTM.

Learn more about Guardian at guardianlife.com.

Visa Sponsorship Guardian Life is not currently or in the foreseeable future sponsoring employment-based visas (e.g., such as an H-1B). In order to be a successful applicant, you must be legally authorized to work in the United States, without the need for employer sponsorship/support now or at any time in the future.