Client Manager Associate, Premier Market - Mountain West

Guardian Life Insurance; California; Remote; USD 50,000 - 82,000; Full time

Job summary

Guardian Life Insurance is seeking a Client Manager Associate, Premier Market to manage and grow a book of business within the 2-99 life segment. You will serve as a trusted advisor to brokers, producers, and plan holders while partnering with internal teams to deliver service, drive client retention, and identify opportunities for growth.

The Client Manager Associate is responsible for supporting the profitability, persistency, and expansion of their assigned book of business.

Qualifications

• Experience managing external clients, brokers, producers, or partners.
• Excellent written and verbal communication with renewal strategies.
• Strong customer service, consultative, negotiation and influencing skills.
• Ability to interpret experience reports, utilization trends and pricing.
• Knowledge of group insurance products, contracts, and underwriting basics.
• Ability to build collaborative relationships across multiple teams.
• Strong planning, organizational and time management skills.
• Commitment to persistency, retention and growth goals.
• Ability to obtain required industry licenses within 90 days.

Responsibilities

• Manage an assigned book of business for groups with <100 enrolled lives focusing on retention, profitability and growth.
• Build strong relationships with brokers, producers and plan holders as a trusted partner.
• Communicate renewal recommendations and add‑issue quotes to clients and brokers.
• Review experience reports to support renewal and retention decisions.
• Identify opportunities to expand client relationships with additional products.
• Use Salesforce and other tools to evaluate book performance and uncover growth.
• Partner with Sales to support renewal strategies and cross‑sell initiatives.
• Negotiate with underwriting to achieve favorable renewal results and rate relief.
• Develop alternative plan options aligned with client needs and objectives.
• Collaborate with Underwriting, Sales Support, Service and Claims for a seamless experience.
• Serve as subject matter expert on Guardian products, systems and workflows.
• Maintain required licenses through continuing education.

Skills

Relationship mgmt

Communication

Negotiation

Analytical thinking

Cross-functional collab

Education

Bachelor's degree

Tools

Salesforce

Siebel

PowerPoint

Excel

Outlook

Job description

Position Summary

At Guardian, we believe strong client relationships are the foundation of long‑term success. We are seeking a Client Manager Associate, Premier Market to manage and grow a book of business within the 2-99 life segment. In this role, you will serve as a trusted advisor to brokers, producers, and plan holders while partnering with internal teams to deliver exceptional service, drive client retention, and identify opportunities for growth.

The Client Manager Associate is responsible for supporting the profitability, persistency, and expansion of their assigned book of business. This includes managing renewals, identifying add‑issue opportunities, negotiating solutions with underwriting partners, and delivering consultative recommendations that help clients meet their benefits objectives. Success in this role requires strong relationship management skills, a customer‑focused mindset, analytical capabilities, and broad knowledge of group insurance products and services.

You Are

A relationship‑driven professional who enjoys partnering with clients and brokers to solve problems and deliver value. You are consultative, proactive, and results‑oriented, with the ability to balance service excellence with business objectives. You thrive in a collaborative environment, communicate effectively with diverse stakeholders, and are comfortable managing multiple priorities in a fast‑paced setting.

You Have

Required Qualifications

• Strong relationship management experience with demonstrated success supporting external clients, brokers, producers, or business partners.
• Excellent written and verbal communication skills with the ability to clearly communicate renewal strategies, plan alternatives, pricing recommendations, and coverage options.
• Strong customer service, consultative, negotiation, persuasion, and influencing skills.
• Analytical and problem‑solving abilities, including the ability to interpret experience reports, utilization trends, pricing analysis, and plan design options.
• Working knowledge of group insurance products, contracts, services, financing methodologies, and underwriting principles.
• Ability to build and maintain collaborative relationships across clients, brokers, sales teams, underwriting, service, and claims organizations.
• Strong planning, organizational, and time management skills with the ability to manage multiple priorities and adapt to changing business needs.
• Demonstrated accountability, professionalism, and commitment to achieving persistency, retention, and growth goals.
• Ability to obtain required industry licensing within 90 days of hire and maintain licensing through continuing education requirements.

Preferred Qualifications

• 3–5 years of insurance industry experience, including demonstrated success servicing brokers, producers, and customers.

• Bachelor's degree or equivalent combination of education and relevant work experience.
• Insurance industry experience within a sales, account management, customer‑facing, or client management environment.
• Knowledge of ancillary group insurance products, including dental, vision, life, accident, disability, statutory benefits, supplemental health, voluntary benefits, and leave management.
• Knowledge of fully insured and alternate funding arrangements and related underwriting practices.
• Experience identifying cross‑sell opportunities and supporting retention, renewal, and add‑issue strategies.
• Proficiency with Microsoft Outlook, Excel, Word, and PowerPoint.
• Experience using Salesforce, GCRS, Siebel, CPS, Phoenix, Business Objects, or similar CRM and reporting systems.

You Will

• Manage an assigned book of business for groups with fewer than 100 enrolled lives, focusing on client retention, profitability, and growth.
• Build and maintain strong relationships with brokers, producers, and plan holders by serving as a trusted business partner.
• Communicate and deliver renewal recommendations, alternative plan options, and add‑issue quotes to clients and broker partners.
• Review and analyze experience and utilization reports to support strategic renewal and retention decisions.
• Proactively identify opportunities to expand existing client relationships through additional products and coverage solutions.
• Utilize Salesforce reporting and other tools to evaluate book performance and uncover growth opportunities.
• Partner with Sales Representatives to support renewal strategies, cross‑sell initiatives, and successful sales outcomes.
• Negotiate with underwriting partners to achieve favorable renewal results and rate relief opportunities.
• Develop and present alternative plan options that align with client needs and business objectives.
• Collaborate with internal teams including Underwriting, Sales Support, Service, and Claims to ensure a seamless customer experience.
• Serve as a subject matter expert on Guardian products, systems, workflows, and service capabilities.
• Must obtain all required industry licenses within 90 days of hire and maintain licenses through completion of continuing education requirements.

Compensation

• Eligible for variable compensation based on achievement of persistency, renewal, and cross‑sell/add‑issue goals in accordance with the annual Group Sales Incentive Compensation Plan for Client Manager Associates.

Reporting Relationships

• As our Client Manager Associate, Premier Market , you will report to the appropriate Client Management Leader within the Premier Market organization.

Location

• Preferred locations include Northern California, Denver, CO, Seattle, WA, Portland, OR, Salt Lake City, UT, or Spokane, WA .
• This position is remote‑based .

Travel

• Occasional travel may be required based on business and client needs.

Salary Range:

$50,130.00 - $82,365.00

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.

Inspire Well-Being

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 Benefits apply to full‑time eligible employees. Interns are not eligible for most Company benefits.

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. If reasonable accommodation is needed to participate in the job application or interview process, to perform essential job functions, and/or to receive other benefits and privileges of employment, please contact . Please note: this resource is for accommodation requests only. For all other inquires related to your application and careers at Guardian, refer to the Guardian Careers site.

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 ). 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 , 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 .

Additionally, at applicable times, Guardian will make public the most recent bias audit results for such AI tools, which may be found here .