Manager, Client Management, Large Market - West

Summary:
The Manager, Large MarketClient Management (LM MCM) provides critical leadership and direction to a team of Client Executives (CE) in the pursuit of overall client satisfaction, growth, retention, and profitability objectives for groups with 1000+ lives. The LM MCM is responsible for ensuring a high-performance mindset with his/her assigned team and executing the Large Market distribution strategy with a focus on Client Management discipline, consistency, and best practices. In addition, the LM MCM will manage and maintain book-of-business assignments to maximize team productively and effectiveness.
The LM MCM will set the goals for each member of his/her assigned team consistent with Guardian's overall goals, provide performance management and coaching, and work closely with each individual to create annual development plans. As the CE team leader, the LM MCM sets high personal performance standards and leads by example. The LM MCM will ensure strong team alignment with the overall Large Market segment strategy and key stakeholder partnerships. The LM MCM position also requires the highest levels of collaboration and engagement with the LM MCM counterpart in the East Division. Lastly, the LM MCM will report to the Director Client Management (LM DCM) and will leverage Home Office relationships across the organization to help meet their assigned goals and objectives.
You Will:

• Select, hire, train, counsel/coach, motivate, and develop new and current team members, including the development of a Client Management recruitment and networking plan.
• Provide timely annual and mid-year performance reviews for all team members.
• Foster an environment that is ultra-focused on collaboration and teamwork, where respect and openness are encouraged, and recognition is consistent.
• Work collaboratively with CE's to ensure high levels of proficiency of the skills and competencies necessary to meet or exceed objectives.
• Work collaboratively with CEs to develop and execute robust and strategic account plans to deep client relationships, proactively address client issues and challenges, identify new revenue opportunities, and improve persistency. Foster stakeholder alignment and engagement in pursuit of these objectives, including Sales, Underwriting, and Large Market Services.
• Work collaboratively with the Large Market Services team, including the Account Service Managers and leadership, to ensure a 360-degree view of the client relationship and overall Guardian experience.
• When appropriate, take a hands-on approach at the case level to support CE efforts on issue resolution, renewals, add issue opportunities, and finalist meetings.
• Provide constant, ongoing, local market intelligence. This would include information on all aspects of Large Market competition, customer/broker wants and needs, and emerging trends aimed at helping the Large Market segment achieve its growth goals.
• Be an active, engaged, and visible participant in market and as part of the defined Large Market broker strategy.
• Represent Guardian in a positive and professional manner.
• Leverage Large MarketClient Management reporting and metrics to ensure a high-performance mindset with his/her team.
• Be a consistent voice and champion for Client Management in support of the broader Large Market strategic planning process.

Time Allocation

• Strategic deployment of team resources
• Coaching, motivating and development of Client Executive team
• Active presence in-market outside the office

Principal Working Relationships

• Reports directly to the Director Client Management, Large Market
• Partnership and collaboration with Manager, Client Management - East Division
• Partnership and collaboration with Sales, including Divisional Vice Presidents, local Regional Sales Director,
• Large Market Operations Areas
• Large Market Sales Support Team
• Underwriting Team
• Central Proposal and Finalist Teams
• Human Resources, IT, Marketing, Product Teams

Direct Reports

• A team of Client Executives

You Have:
Education

• Bachelor's degree or equivalent work experience

Experience

• 5 years of group insurance experience preferred
• 3 years leadership in Account/Service Management
• Demonstrated understanding of group and Large Market business and strategy
• In-depth knowledge of and working experience supporting brokers and employers/plan holders.
• Must achieve required industry licensing within 90 days of date of hire and maintain license through completing Continuing Education requirements.

Location:
This leader will be aligned to the West Division. Successful hire must be based in the Central, Mountain, or Pacific time zone.
Salary Range
$72,830 - $119,645
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.
Health Care

• Choice of [high deductible/copay] medical plans* with prescription drugs, including coverage for fertility and transgender inclusive benefits
• Dental plan
• Vision plan
• Health care accounts - flexible spending, health reimbursement, and health savings accounts
• Critical illness insurance

Life and Disability Insurance

• Company-paid Life and Disability insurance plus voluntary supplemental coverage
• Accident insurance

Retirement and Financial

• 401(k) retirement plan with a company match, plus an annual age/service-based Company contribution and an annual profit-sharing contribution, if applicable
• Complimentary 1:1 financial guidance with a licensed Fidelity representative

Time Off and Remote Work

• Flexible work arrangements (part in-person/part remote)
• Unlimited paid time off for most roles plus time off for volunteering, jury duty, voting, and bereavement
• Personal holidays for colleagues to use in recognition of religious, cultural, or civic days
• Paid parental leave and paid family and medical leave policies

Emotional Well-being and Work-Life

• Emotional well-being, mental health, and work/life resources powered by Spring Health
• Wellness programs, including fitness program and equipment reimbursement
• Child, adult, and elder back-up care support through Bright Horizons
• Adoption assistance
• College planning
• Tuition reimbursement
• Student loan assistance
• Commuter benefits in select metropolitan areas

Justice, Equity, Diversity & Inclusion (J.E.D.I.)

• Employee Resource Groups that advocate for inclusion and diversity
• J.E.D.I. certification and training programs
• Matching gifts/volunteering

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 applicant_accommodation@glic.com.