Client Manager Associate, Premier Market - Mountain West

The Guardian Life Insurance Company of America; Denver (CO); Remote; USD 50,000 - 82,000; Full time

Job summary

Guardian Life Insurance Company of America seeks a Client Manager Associate, Premier Market to grow a select book of business for groups under 100 lives. You will advise brokers and plan holders, deliver renewal options, analyze utilization trends, and coordinate with underwriting and service teams to expand relationships and ensure client satisfaction.

The role emphasizes relationship management, customer focus, and a consultative approach with strong knowledge of group insurance products.

Qualifications

• Strong relationship management experience with external clients, brokers, producers, or partners.
• Excellent written and verbal communication to convey renewal strategies, plan options, pricing, and coverage.
• Strong customer service, consultative, negotiation, persuasion, and influencing skills.
• Analytical and problem‑solving abilities to interpret experience reports, utilization trends, pricing analysis, and plan design options.
• Working knowledge of group insurance products, contracts, services, financing methods, and underwriting principles.
• Ability to build collaborative relationships across clients, brokers, sales teams, underwriting, service, and claims.
• Strong planning, organizational, and time management skills to manage multiple priorities.
• Accountability and commitment to persistency, retention, and growth goals.
• Ability to obtain industry licenses within 90 days of hire and maintain through CE requirements.

Responsibilities

• Manage an assigned book of business for groups with fewer than 100 enrolled lives, focusing on retention, profitability, and growth.
• Build and maintain strong relationships with brokers, producers, and plan holders as a trusted partner.
• Deliver renewal recommendations, alternative plan options, and add‑issue quotes to clients and brokers.
• Review experience and utilization reports to support renewal and retention decisions.
• Identify opportunities to expand client relationships through additional products and coverage solutions.
• Leverage Salesforce reporting to evaluate book performance and growth opportunities.
• Collaborate with Sales Representatives to support renewal strategies and cross‑sell initiatives.
• Negotiate with underwriting partners for favorable renewal results and rate relief.
• Develop and present alternative plan options aligned with client needs.
• Coordinate with Underwriting, Sales Support, Service, and Claims for a seamless experience.
• Serve as a subject matter expert on Guardian products, systems, and workflows.
• Obtain required licenses within 90 days and maintain through CE.

Skills

Relationship management

Communication skills

Customer service

Analytical skills

Insurance knowledge

Negotiation

Cross-functional collaboration

Plan design options

Education

Bachelor's degree

Tools

Salesforce

GCRS

Siebel

CPS

Phoenix

Business Objects

Excel

PowerPoint

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.

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.

Responsibilities

• 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

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.

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 [e-mail]. 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 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.

Current Guardian Colleagues: Please apply through the internal Jobs Hub in Workday. 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 Guardian. 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.