Senior Account Executive, Relationship Manager

Senior Account Executive

The Senior Account Executive interacts with clients on a day-to-day basis while developing and maintaining relationships with both client and carrier representatives to develop and execute on the client's benefit strategy. The Account Executive will research, analyze, and evaluate medical, life, disability and other benefit plans and serve as the benefit expert to clients. The Senior Account Executive is the primary point of contact for clients and will have indirect supervision of team members, review work for accuracy and delegate work and projects to other members of the team to ensure client deliverables are timely and accurate. The Senior Account Executive is responsible for revenue growth client expansion on their personal book of business and assisting producers and team with prospecting new clients, including proposal development.

In addition to standard Senior Account Executive responsibilities, this role also functions as a Relationship Manager, providing elevated relationship leadership and strategic retention oversight across assigned clients.

Acting in the absence of a producer, the Senior Account Executive & Relationship Manager leads client strategy and retention, serves as the decision owner on key matters, and partners closely with the assigned service team to ensure a consistent, proactive client experience. The role leverages organizational resources, internal subject matter experts, and leadership to retain business and support growth on other incoming accounts.

Your Impact:

• Serve as a subject matter expert across Health & Welfare benefits, including medical, dental, vision, life, disability, and voluntary products.
• Manage and grow a $1M$1.5M+ book of business with full accountability for client outcomes and deliverables.
• Build and maintain strong, reference-ready relationships with clients, prospects, and carrier partners.
• Proactively advise clients on industry trends, regulatory requirements, underwriting concepts, funding alternatives, and cost drivers.
• Anticipate client needs and deliver strategic, data-driven solutions to address business and workforce challenges.
• Lead renewals, RFPs, carrier negotiations, and open enrollment processes, making clear, informed recommendations.
• Leverage Risk Strategies tools and resources to drive efficiency while ensuring accurate documentation and system updates.
• Review work, provide feedback, and mentor junior team members while project-managing timelines and deliverables across the book of business.

Relationship Manager Responsibilities (in addition to standard SRAE duties)

• Own senior-level client relationships while supporting additional client teams as the Senior Account Executive.
• Lead quarterly and annual strategy reviews, aligning benefits strategy and funding with client goals, culture, and risk profile.
• Define success metrics, stewardship plans, meeting cadence, and appropriate executive engagement.
• Act as the primary escalation point when needed, coordinating cross-functional resolution with carriers and vendors.
• Drive renewal readiness, including pre-renewal strategy, claims and financial analysis, market approach, and final recommendations.
• Execute retention strategies through proactive communication, executive updates, and risk mitigation planning.
• Identify expansion and cross-sell opportunities in partnership with producers, engaging internal SMEs to deliver integrated solutions.
• Lead client education, change management, open enrollment strategy, and onboarding support while mentoring and guiding account teams.

Successful Candidates Will Have:

• BA/BS preferred with 10+ years of client-facing Health & Welfare experience and a proven record of exceeding core competency expectations.
• Deep technical expertise across benefits administration, HealthCare Reform, industry trends, and carrier products and services.
• Proven relationship manager with executive presence, leading renewals and retention efforts through data-driven insights and executive-level communications.
• Highly independent contributor with strong critical thinking, decision-making under ambiguity, and accountability for client outcomes.
• Skilled communicator and presenter, able to clearly convey complex concepts and lead client meetings while influencing diverse stakeholders.
• Licensed in Life, Accident & Health insurance; advanced Microsoft Office skills required; GBA or CEBS certification a plus.

Physical Demands and Work Environment

• While performing the duties of this job, the employee is required to regularly sit, hear, and reach with hands and arms. The employee is occasionally required to stand and walk. The employee must regularly lift and/or move up to 10 pounds. Specific vision abilities required by this job include close vision and the ability to adjust focus.
• The work environment characteristics described are representative of those employees performing the essential functions of this job. The noise level in the work environment is usually moderate to loud. Occasional travel.