Employee Benefits Practice Leader

Harrison Gray Search has partnered with a leading, privately held insurance brokerage in the DMV area to identify an Employee Benefits Practice Leader.

This established agency delivers a comprehensive suite of insurance and risk management solutions, including Employee Benefits, Commercial, Life and Disability, and Private Client services. The firm is recognized for its client-centric approach and commitment to delivering exceptional customer experiences.

Position Overview

The Employee Benefits Practice Leader will oversee the Employee Benefits department, focusing on account management excellence, client satisfaction, team leadership, and strategic growth. This leader will collaborate with internal teams, external partners, and clients to ensure high service standards and drive business development and retention.

Key Responsibilities

• Partner with Account Executives to manage renewals, negotiate with carriers/vendors, and achieve favorable outcomes.
• Advise clients on compliance, claims, wellness, and benefits benchmarking strategies.
• Develop and implement both short- and long-term benefit strategies.
• Conduct regular claims and plan design analyses for key clients.
• Serve as the primary liaison for VIP accounts and represent the agency at client milestones and events.
• Organize and participate in client-facing educational events and networking opportunities.
• Oversee renewal management and the book of business to maximize retention and identify upsell/cross-sell opportunities.
• Resolve escalated client issues in coordination with carriers and vendors.
• Represent the agency at industry events and collaborate with marketing to create educational content.
• Coordinate with internal departments to ensure seamless client onboarding and retention.
• Contribute to business development and marketing initiatives.

Operational & Team Leadership

• Train and mentor the account management team on industry trends, compliance, and best practices.
• Lead team development to enhance technical skills and client engagement.
• Identify team strengths and areas for growth; develop coaching plans accordingly.
• Use analytics to monitor service delivery and team performance.
• Lead departmental meetings and track performance against key metrics.
• Oversee workflows related to renewals and new business.
• Maintain accuracy in policies and proposals through regular audits.
• Align operations with organizational goals and drive process innovation.
• Launch new products and manage performance against sales and retention targets.
• Onboard, train, and manage team members, collaborating with HR and executive leadership on personnel development.
• Foster a culture of professionalism, collaboration, and continuous learning.

Partner Strategy

• Develop and manage carrier relationships, acting as principal point of contact for market changes and carrier issues.
• Ensure effective team interaction with markets and maintain open communication with carriers for smooth renewals.
• Build and maintain strong partnerships with carrier representatives, underwriters, vendors, and centers of influence.

Performance Metrics

• Client retention rate
• New business and upsell/cross-sell success rates
• Accuracy and timeliness of client deliverables
• Team development and engagement scores
• Operational efficiency

Requirements

• Bachelor's Degree
• Life & Health Insurance license
• Minimum 12 years' experience in employee benefits account management
• At least 6 years in a team leadership role, with proven ability to inspire and guide diverse teams
• Deep knowledge of the Life & Health insurance market, including products, underwriting, claims, and regulations
• Experience with both fully insured and self-funded arrangements
• Expertise in compliance, benchmarking, and industry trends
• Experience managing a book of business in the 50-500 employee segment
• Advanced professional designations (GBA, RPA, CEBS, SPHR, CLU) preferred
• Strong communication skills and proficiency with agency management systems and office software
• Demonstrated success in business development and relationship management
• Experience leading client renewal meetings and negotiating with carriers
• Willingness and ability to lead client presentations and mentor producers
• Analytical mindset with strong data interpretation skills
• Adaptability and resilience in a dynamic industry environment
• Client-facing role with some travel required