National Client Manager

Jobtailor; San Diego (CA); On-site; USD 110,000 - 140,000; Full time

Job summary

Unum is seeking a seasoned benefits consultant to lead client relationships and coordinate resources to ensure successful implementation of Unum solutions.

You will analyze renewal trends, prepare data-driven recommendations, and partner with Sales to expand client engagement. Travel as needed; mentor teammates and uphold strong consultative practices.

Qualifications

• Bachelor’s degree preferred.
• 5–7 years employee benefits/insurance industry experience preferred.
• Strong consultative skills and broad problem-solving abilities.
• Superior relationship building and partnership skills.
• Presale and cross-sell capabilities within client portfolios.

Responsibilities

• Lead resources and coordinate efforts to meet client needs.
• Develop high level actions through risk and health & productivity analysis.
• Advise on Unum services to resolve issues and identify solutions.
• Ensure complete implementation of new business with Home Office collaboration.
• Own account management strategy for assigned client blocks and territory.
• Partner with Sales to present renewals and gather claim trend data.
• Drive client enrollment strategies and educate on Unum value proposition.
• Attend site visits and maintain proactive client engagement.

Skills

Consultative sales

Account management

Leadership

Communication

Data analysis

Problem solving

Industry knowledge

Travel flexibility

Education

Bachelor's degree preferred

Job description

Responsibilities

• Accountable for leadership of right resources and coordinating concentrated efforts to meet the specific needs of the client
• Develops high level actions through risk and H&P analysis and claim consultation
• Utilizes expertise in Unum services and solutions (implementation, contracts, FML, Health and Productivity, and client reporting and analysis) to recommend actions, resolve issues, and identify solutions
• Ensures the complete and accurate implementation of new business and partners with Home Office functional areas to achieve a successful implementation
• Effectively delegates and sets expectations with customer business teams
• Holds partners (Home Office, Third Parties, and Technology Partners) accountable for driving day to day issue resolution for inforce customers and implementation project planning
• Owns the account management strategy for an assigned block of business within a defined territory
• Responsible for the development and implementation of strategic customized business plan for each client which includes plans to proactively engage the client and increase client’s understanding of Unum’s value proposition, their benefits and industry trends
• Strategic execution of renewal conditioning, planning and prepares for pre-renewal face to face visit to review claim trend analysis and Integrated Disability Management models to discuss any issues prior to the actual renewal meeting
• Partners with Sales Consultants to jointly present and/or in some instances own annual renewal, including gathering of claim trend analysis, underwriting data, Return to Work statistics, etc.
• Focuses on driving comprehensive employee marketing of Unum benefits by developing enrollment strategies and utilizing robust knowledge of internal and external capabilities and technology to achieve desired outcomes
• Serves as a consultant to the client leveraging Unum expertise, deep knowledge of the client, and client’s industry to identify and recommend Unum solutions
• Provides consultation and guidance related to health management strategies
• Responsible for recognizing opportunities for new business and obtaining growth on the assigned block of business. This position will have assigned goals in these categories and be assigned block growth objectives
• Acts as Consultant to employer on administrative or enhanced service offerings to enrich the overall benefit to employee/employer
• Attend site visits with the customer in Portland/Chattanooga or Glendale
• Frequent proactive face to face meetings with the customer

Requirements

• Bachelor’s degree preferred
• 5 to 7 years employee benefits/insurance industry experience preferred
• Strong consultative skills; able to think broadly when problem solving and making decisions
• Segment/specialty knowledge preferred
• Superior relationship building/management, interpersonal and partnership skills; able to influence a range of constituents
• Presale expertise that can assist in the influence and sale of Unum’s value proposition
• Demonstrated success in critical thinking; able to analyze data and make effective recommendations
• Excellent communication, presentation, negotiation, persuasion, and conflict management skills
• Ability to anticipate needs of clients and educate
• Robust strategic re-enrollment expertise
• Strong organizational, planning, time management and delegation skills
• Strong leadership skills. Ability and desire to coach and mentor others
• Full understanding of underwriting and risk concepts
• Full understanding of, and ability, to correlate between the entire Unum product portfolio to educate, and on a consultative basis cross sell products/services to brokers/clients
• Strong business and financial acumen
• Strong computer skills
• Proper licensing and appointing are conditions of employment and must be obtained within 90 days from the date of hire/promotion
• Ability to travel as needed

Core Competencies

Demonstrates expertise in employee benefits and insurance, with a strong focus on consultative sales, strategic account management, and client relationship building. Proficient in analyzing data to inform decision-making and enhance client understanding of Unum’s value proposition.