Benefits Account Manager

4 weeks ago

Plano, Texas, United States Lockton, Inc. Full time
Job Summary:

Lockton Dunning Benefits is seeking a Benefits Account Manager to develop an internal specialist practice, servicing the needs of Lockton clients under the guidance of the Unit Manager. The successful candidate will lead the development of new business opportunities, new product/concept development, and facilitate growth and retention of existing business.

Key Responsibilities:
  • Conduct effective meetings with clients to understand their needs and provide thought leadership on benefit strategies.
  • Maintain strong client relationships in both professional and personal settings.
  • Establish and maintain carrier-partner relationships to ensure seamless service delivery.
  • Maintain a thorough knowledge of products available in the market to provide informed recommendations.
  • Monitor and analyze the financial position of each line of coverage throughout the year.
  • Prepare cost projections throughout the year and at renewal.
  • Integrate HRS concepts into benefits strategies to provide holistic solutions.
  • Determine when and why overages will be marketed to clients.
  • Initiate and manage the entire renewal process in a timely manner.
  • Manage the bid solicitation process for all lines of coverage related to the practice.
  • Analyze the financial and service aspects of proposals to ensure the best value for clients.
  • Provide recommendations based on marketing results to drive business growth.
  • Identify opportunities for business expansion and growth.
  • Negotiate terms and conditions with carriers to secure the best deals.
  • Provide guidance to account teams during coverage implementation.
  • Identify opportunities and gaps in coverage to ensure comprehensive solutions.
  • Proactively deliver regulatory and compliance support to clients to mitigate risks.
  • Provide insight and recommendations on employee benefit communication campaigns to enhance engagement.
  • Ensure client deliverables are peer-reviewed prior to delivery to maintain high standards.
  • Conduct benefit audits for prospects to identify areas for improvement.
  • Efficiently manage the utilization of company resources and talent to drive business success.
  • Facilitate communication and collaboration with producers to ensure seamless service delivery.
  • Initiate involvement of Unit Managers and other Lockton resources as needed to drive business growth.
  • Assist in the development of other associates by identifying additional skills, training needs, etc.
  • Possess strong presentation skills, including preparation, execution, and delivery of materials.
  • Continually develop an understanding of evolving funding options, underwriting principles, and pricing to provide informed recommendations.
  • Analyze complex data, interpret, and communicate findings to drive business decisions.
  • Listen to clients and colleagues, provide meaningful feedback, and collaborate to identify problems and solutions.
  • Share subject matter expertise in the development of other associates.
  • Mentor and coach others to drive business success.
  • Provide strategic planning and consulting advice to clients, prospects, and team members to drive business growth.
  • Participate in formal presentations to prospective and current clients, as well as insurance vendors.
  • Develop mutually beneficial relationships with insurance carriers, external clients, and Lockton associates and producers.
  • Work with producers to develop new business opportunities.
  • Participate in annual long-range planning meetings as requested.
  • Support Unit Managers and provide leadership during monthly unit meetings.
  • Actively participate in the interviewing and recruiting process for new hires.
  • Facilitate and/or attend staff meetings, department meetings, educational workshops, and industry and trade meetings.
  • Participate in various Lockton Company meetings.
  • Special projects.
Requirements:
  • Bachelor's degree or equivalent education and/or experience.
  • Extensive working knowledge of voluntary benefit overages/programs and a demonstrated willingness to maintain current industry proficiency.
  • Extensive experience in marketing and servicing the insurance needs of employer-sponsored voluntary benefit plans.
  • Consistently demonstrated ability to instill confidence with clients so that the client looks to the Voluntary Benefits Director and to Lockton as a partner in business.
  • Proven ability to resolve issues involving associates, resources, and/or projects by seeking the required level of management involvement when needed.
  • Proven leadership and problem-solving skills, including resolving unusual and complex issues.
  • High mathematical aptitude, including the ability to calculate and interpret formula methodologies.
  • Consistently demonstrated high analytical and problem-solving skills.
  • Consistently demonstrated interpersonal communication skills and ability to interact with associates at all levels of responsibility.
  • Personal presence to interface with top management of other businesses, including carriers, representing Lockton in the highest professional manner.
  • Demonstrated presentation skills.
  • Exceptional oral and written communication skills.
  • Working knowledge of Microsoft products (Word, Excel, Outlook) or similar software applications.
  • Consistently demonstrated professional, tactful negotiation, and persuasion.
  • Ability to develop and implement internal controls and procedures to assure the performance of unit associates necessary for excellence in customer satisfaction.
  • Consistently demonstrated understanding of when to process alone and when to involve the unit manager, producer, or others.
  • Solid understanding, acceptance, and promotion of the Lockton culture, remaining consistent with the organization's philosophies and mission statement.
  • Maintain appropriate state license.
  • Legally able to work in the United States.

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