Account Executive - Employee Benefits Middle Market- AA

Kapnick Insurance; Ann Arbor (MI); On-site; USD 90,000 - 120,000; Full time

Benefits offered by this job

Full benefits package

11 paid holidays including your生日

Profit sharing

Bonus potential

Job summary

Kapnick Insurance in Ann Arbor, MI, seeks an Account Executive to lead 2–5 year employee benefits strategy, aligning with client goals and delivering high‑quality service. You will drive cross‑selling, nurture long‑term client and carrier relationships, and provide strategic leadership across benefits projects and renewals.

The role requires 5+ years in group benefits, a bachelor’s degree, and strong computer skills. Travel may be required; full benefits and competitive compensation are offered.

Qualifications

• Bachelor’s Degree (four‑year college or technical school).
• Minimum of 5 years experience in group benefits.
• Must possess excellent computer skills, including knowledge of Microsoft products (Word, Excel, Outlook, PowerPoint, Teams), video conferencing and Agency Management Systems.
• Life & Health License: Required.
• Must be willing and able to travel as necessary and attend industry meetings if so instructed.

Responsibilities

• Develop and manage a 2–5 year employee benefits strategy aligned with client goals.
• Provide leadership and oversight for delivery of employee benefits services.
• Identify opportunities for cross‑selling and account rounding; build long‑term client relationships.
• Engage in on‑going client communications and strategy reviews with carrier partners.
• Coordinate with analytics and BA teams for strategy and reporting insights.
• Assist with renewal strategy, content, and client communications.

Skills

Client relationship management

Cross-selling

Strategic planning

Communication

Education

Bachelor’s degree

Tools

Microsoft Word

Microsoft Excel

Microsoft Outlook

PowerPoint

Teams

Job description

Company Overview

Founded in 1946, Kapnick Insurance is an independent insurance advisory firm with Michigan roots and a global reach. Our 220+ colleagues provide expert guidance and creative problem solving pertaining to business insurance, risk solutions, employee benefits, worksite well‑being, and personal insurance to a vast and diverse base of clients worldwide. For over 75 years, companies and individuals have looked to Kapnick as a trusted advisor, providing solutions that protect their operations and employees.

Job Type

Full‑time

Role Summary

The Account Executive is responsible for developing and managing a 2–5 year employee benefits strategy that aligns with each client’s business goals and objectives. This role provides overall leadership and oversight for the delivery of Kapnick’s employee benefits services, ensuring a high‑quality client experience. The Account Executive also identifies opportunities for cross‑selling and account rounding, while building and maintaining strong, long‑term relationships with clients and carrier partners.

Essential Functions

Prospect Stage

• When necessary for validated middle group prospects, participate in review of current benefit strategy/ alignment to Kapnick value proposition.
• Engage in development of capabilities meeting and micro‑site content, attend capabilities meeting. Assist with content relevant to strategy and service milestones.
• Create consulting/service agreement.

New Business Implementation: First 90 days

• Attend new business internal and client‑facing onboarding meeting. Support entire team in understanding new client, provide copies of consulting/service agreement, and facilitate an informed onboarding.
• Establish client service calendar and schedule 1st quarterly meeting.
• Conduct compliance assessment.
• Identify Kapnick Lens integration needs (Innovu, Epoch) and coordinate with Analytics Consultant.

Strategy: 9 months prior to renewal

• Create and update a short and long term strategy across multiple EB disciplines.
• Identify components of strategy to be considered for upcoming renewal. Schedule carrier/partner meetings to introduce new ideas to client.
• Identify needed benchmarking and communicate to BA.
• Collaborate with Analytics Consultant to deliver Trend Driver report.
• Collaborate with Analytics Consultant to determine supporting Lens reports appropriate to client.
• Conduct pre‑meeting collaboration session with other members of the team.
• Create content and deliver client strategy meeting.
• Take clear notes or assign note taking to another service team member. Follow up with meeting summary, decisions, and open items.

Pre‑Renewal: 6 months prior to renewal

• Create content and deliver client pre‑renewal meeting.
• Based on client feedback, develop a marketing strategy in collaboration with BA.
• Identify account rounding opportunities.
• Conduct pre‑meeting collaboration session with other members of the team.
• Take clear notes or assign note taking to another service team member. Follow up to client and internal service team with meeting summary, decisions, and open items.

Renewal: 90 days prior to renewal

• Create content and deliver client renewal meeting.
• Develop timeline for renewal decisions and open enrollment with clear expectations, reasonable time for completion, and adherence to internal deadlines.
• Conduct pre‑meeting collaboration session with other members of the team.
• Take clear notes or assign note taking to another service team member. Follow up to client and internal service team with meeting summary, decisions, and open items.

Open Enrollment & Implementation: 45 days prior to renewal

• Create smooth hand‑off to service team. Communicate client decisions to all service team members clearly.
• Assist Account Manager with Renewal Decisions Document, as appropriate.
• Review and approve Renewal Decisions Document.
• Participate in Open Enrollment communication meetings in person, virtually, or recorded presentations.
• Final sign off on guides and presentations.

Post Open Enrollment & Stewardship: 60 days after renewal

• If no Sr. BA, audit and send Comp Disclosure to client.
• Create content and deliver Post OE/Stewardship meeting.
• Conduct pre‑meeting collaboration session with other members of the team.
• Take clear notes or assign note taking to another service team member. Follow up to client and internal service team with meeting summary, decisions, and open items.

Ongoing Service

• Provide oversight to overall client experience, holding team members accountable to client and each other.
• Escalated service and carrier issues.
• Resolve internal conflict proactively. Identify training and development opportunities and elevate to leadership.
• Understand market trends, new opportunities and developments that could be relevant to your clients – vet promising, yet untried solutions for feasibility.
• Identify cross‑sell opportunities.
• When no Sr Level BA, provide client commentary on standard financial package, insights and recommendations. Answer client financial questions.
• Audit and deliver PCORI fees to client.
• Participate in At‑Risk Client Meetings. If necessary, Lessons Learned Meetings.
• Act as a mentor to the more junior members of the team and actively transfer knowledge and experience for the betterment of others.
• Actively engage in Kapnick sponsored and self‑directed training opportunities.
• Participate in projects and continuous improvement exercises for the betterment of the team and Kapnick as a whole.
• Record significant events, emails, presentations, and project work in EPIC.
• Provide direction and oversight to Associate Team Members.
• Create strong partnerships with carriers.
• Foster strong client relationships.
• Manage appropriate service boundaries with team and client.
• Monitor and manage voice‑mail, incoming mailboxes, Outlook and activities, per agency guidelines.
• Pursue a program for personal and professional development.
• Attend and participate in department meetings, team meetings and training sessions as required.

Other

• Perform your job in such a manner that other employees will consider it a pleasure and privilege to work with you.
• Offer innovation and process improvements where possible to help with agency wide improvements and efficiencies.
• Regular and timely attendance is an essential function of the job.
• Perform other duties as assigned.

Requirements

• Bachelor’s Degree (four‑year college or technical school).
• Minimum of 5 years experience in group benefits.
• Must possess excellent computer skills, including knowledge of Microsoft products (Word, Excel, Outlook, PowerPoint, Teams), video conferencing and Agency Management Systems.
• Life & Health License: Required.
• Must be willing and able to travel as necessary and attend industry meetings if so instructed.

What's in it for you?

• A team‑based approach to client management.
• Flexibility.
• Full benefits package.
• 11 paid holidays including your birthday.
• Competitive salary.
• Profit sharing (after a year of service).
• Bonus potential.
• A caring workplace culture that has something for everyone.