Client Manager - DE Small Group

Highmark; Wilmington (DE); On-site; USD 80,000 - 120,000; Full time

Job summary

Highmark Health in Wilmington, DE seeks an experienced strategic consultant to manage a book of business and strengthen relationships with existing accounts through renewals and cross-sell of products and services.

The role focuses on collaborating with clients, brokers, and internal teams to develop plans, present proposals, and ensure satisfaction and growth across the portfolio.

Qualifications

• 2 years of Account/Client Management experience or other relevant experience.
• State specific Producer License(s) for Life, Accident & Health are required or must be obtained within 45 days of hire.

Responsibilities

• Review new products, services, capabilities, and technologies with the client to sell assigned product lines, renewals, and add‑on sales to ensure retention, profitability, and growth of existing business.
• Manage relationships at senior levels with clients, consultants, and brokers/producers by creating valued business partnerships, demonstrating business acumen, and cultivating an active network.
• Develop appropriate sales solutions considering increased competition and the changing political environment.
• Develop, implement, and execute business plans and metrics for retaining and growing membership while enhancing profitability and cross‑selling.
• Conduct routine service calls and act as the primary group contact for strategic planning and consultation.
• Support customers during the implementation of sales contracts and throughout the relationship by advocating for escalated services issues in a timely and professional manner; take responsibility for customer satisfaction and loyalty.
• Complete and maintain sales projections, finalize rates and benefit adjustments, and prepare reports and documents for renewal and sales presentations.
• Participate in product development and prepare business programs (e.g., territory‑specific action plans and strategy for closing sales) and long‑term strategy for specific account needs.
• Lead internal partners (Clinical, Analytics, etc.) in delivering client strategy.
• Other duties as assigned or requested.

Skills

Public speaking

Presentation skills

Communication

Negotiation

Sales mindset

Relationship-building

Strategic thinking

Job description

Job Summary

This job manages a book of business and the business relationship as a strategic consultant for existing accounts directly or through intermediaries. The incumbent renews accounts and sells new products and services to existing accounts to ensure retention and growth of profitable business.

Responsibilities

• Review new products, services, capabilities, and technologies with the client to sell assigned product lines, renewals, and add‑on sales to ensure retention, profitability, and growth of existing business.
• Manage relationships at senior levels with clients, consultants, and brokers/producers by creating valued business partnerships, demonstrating business acumen, and cultivating an active network.
• Develop appropriate sales solutions considering increased competition and the changing political environment.
• Develop, implement, and execute business plans and metrics for retaining and growing membership while enhancing profitability and cross‑selling.
• Conduct routine service calls and act as the primary group contact for strategic planning and consultation.
• Support customers during the implementation of sales contracts and throughout the relationship by advocating for escalated services issues in a timely and professional manner; take responsibility for customer satisfaction and loyalty.
• Complete and maintain sales projections, finalize rates and benefit adjustments, and prepare reports and documents for renewal and sales presentations.
• Participate in product development and prepare business programs (e.g., territory‑specific action plans and strategy for closing sales) and long‑term strategy for specific account needs.
• Lead internal partners (Clinical, Analytics, etc.) in delivering client strategy.
• Other duties as assigned or requested.

Qualifications

• 2 years of Account/Client Management experience or other relevant experience.
• State specific Producer License(s) for Life, Accident & Health are required or must be obtained within 45 days of hire.

Skills

• Ability to speak publicly and extemporaneously on a variety of subjects.
• Presentation, communication, and negotiation skills.
• Organizational skills and the ability to meet deadlines.
• Creativity and innovation.
• Persistence and resilience.
• Problem solving.
• Influence.

EEO Statement

Highmark Health and its affiliates prohibit discrimination against qualified individuals based on their status as protected veterans or individuals with disabilities and prohibit discrimination against all individuals based on any category protected by applicable federal, state, or local law.