Client Manager Associate, Premier Market - Syracuse, NY

The Guardian Life Insurance Company of America; New York (NY); Hybrid; USD 46,000 - 75,000; Full time

Job summary

Guardian Life Insurance Company of America is seeking a Client Manager Associate for Premier Market to oversee a book of business with under 100 enrolled lives. You will renew plans, quote add-issues, and work with brokers, underwriters, and Sales Reps to grow and protect profitability.

The role emphasizes strong customer service, relationship building, and consultative selling. Based in NY with remote work in the Syracuse/Albany area, some travel is expected.

Qualifications

• BA/BS degree preferred or equivalent work experience.
• 3–5 years in insurance or sales servicing brokers/producers.
• Strong math, analytical, and negotiation abilities.

Responsibilities

• Manage client books for groups under 100 enrolled lives.
• Communicate renewals, add-issue quotes, and plan options to brokers/clients.
• Analyze experience/utilization reports and present to Sales Reps.
• Identify add-issue opportunities and generate quotes using Salesforce data.
• Negotiate renewals with underwriter support to optimize rates.
• Serve as SME on Guardian systems, products, and workflows.

Skills

Communication skills

Customer service

Analytical skills

Sales orientation

Relationship building

Client focus

Accountability

Planning & organization

Adaptability

Independent & team work

Tech proficiency

Professional demeanor

Education

BA or BS degree

Tools

Outlook

Skype

Excel

Word

PowerPoint

Salesforce

GCRS

Siebel

CPS

Phoenix

Business Objects

Job description

The Client Manager Associate, Premier Market

We will assume overall responsibility for managing a client book of business in the 2-99 life space. They will be responsible for persistency, growth, and profitability of this book through relationship development with clients, brokers, and key Guardian internal partners. These partners include Underwriting, Sales Support, Service and Claims. This position will also directly work with Sales Representatives to uncover opportunities to add additional lines of coverage to existing business. This position requires the individual to be an ambassador to the business and always use best practices. The Client Manager Associate is directly and/or indirectly accountable for activities associated with renewing plans (plan retention) and adding new lines of coverage (“add issue”) including, but not limited to, generating plan options and quotes for additional lines of coverage. The individual will proactively evaluate their existing book of business for add issue opportunities, as well as handle incoming renewal and negotiation requests. A successful candidate must demonstrate strong customer service acumen, strong consulting/negotiation skills, deep ancillary product knowledge (dental, vision, life, accident, disability, statutory, supplemental health, voluntary benefits, and leave management) with a high degree of operational effectiveness.

You will:

• Build relationships with brokers/producers/plan holders for groups with less than 100 enrolled lives


• Interpret, deliver, and clearly communicate renewals, alternative plan options, and add issue quotes to the broker/producer/client


• Review experience and utilization reports with Sales Reps for groups with under 100 lives; Package and deliver appropriate reports based on group size and availability


• Proactively identify add issue opportunities for groups under 100 lives by utilizing Salesforce Reports and other strategies developed in collaboration with Sales Reps and generating quotes.


• Follow up with broker/producer regarding status of renewals and add issue quotes while also engaging the Sales Rep, as needed, to help close the renewal or sale.


• Provide renewal rate relief for groups under 100 lives through negotiations with underwriting, as well as determining and generating plan alternative options


• Serve as subject matter expert on various Guardian systems, capabilities, products, and workflow procedures

You have:

• Excellent written and oral communication skills


• Excellent customer service soft skills


• Very strong mathematical aptitude and analytical skills


• Strong consultative, negotiation, persuasion, and influencing skills with a sales orientation


• Ability to build and maintain collaborative working relationships at all levels


• A client-focused approach


• Personal accountability


• Strong planning and organizational skills with ability to multi-task


• Ability to easily adapt to change


• Ability to work independently and in a group setting


• Motivation to meet goals: Meet persistency goals, renewal target goals, cross-sell goals (add issue), etc.


• Computer proficiency in Outlook, Skype, Excel, Word, PowerPoint, Salesforce, GCRS, Siebel, CPS, Phoenix, Business Objects, etc.


• Ability to represent Guardian in a professional manner

Location and Work Arrangement:

The successful hire must be based in the assigned territory: Syracuse, NY or Albany, NY. The work arrangement will be remote (work from home). Minimal travel associated with the position (less than 10%).

Knowledge:

• Solid knowledge of group insurance products, contracts, and services.


• Group insurance products include dental (PPO, DHMO, fully insured and ASO), vision, life, accident, short- and long-term disability (fully insured and ASO), statutory disability, supplemental health, voluntary benefits, and leave management (federal, state, and local).


• Solid knowledge of financing methodologies and strategies (fully insured and alternate funding)


• Solid knowledge of group insurance underwriting principles, methodologies, and practices

Education:

BA or BS Degree is preferred. Will consider work experience equivalent.

Experience:

3 to 5 years of insurance industry experience, preferably in a sales environment. Demonstrated success in servicing brokers/producers/customers.

Other:

Eligible for variable compensation for persistency and renewal target bonus and cross-sell/add-issue bonus, according to the current year Group Sales Incentive Compensation Plan for Client Manager Associates Must achieve required industry licensing within 90 days of date of hire and maintain license through completing Continuing Education requirements.

Salary Range:

Salary Range: $45,570.00 - $74,865.00 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.

Benefits:

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

Explore our company benefits at www.guardianlife.com/careers/corporate/benefits.

Equal Employment Opportunity

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.

Current Guardian Colleagues

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.