Client Manager - Account Executive - Employee Benefits Middle Market- Troy

Account Executive

Founded in 1946, Kapnick Insurance is an independent insurance advisory firm with Michigan roots and a global reach. Our 220+ colleagues provide expert guidance and creative problem solving pertaining to business insurance, risk solutions, employee benefits, worksite well-being, and personal insurance to a vast and diverse base of clients worldwide. For over 75 years, companies and individuals have looked to Kapnick as a trusted advisor, providing solutions that protect their operations and employees.

The Account Executive is responsible for developing and managing a 25 year employee benefits strategy that aligns with each client's business goals and objectives. This role provides overall leadership and oversight for the delivery of Kapnick's employee benefits services, ensuring a high-quality client experience. The Account Executive also identifies opportunities for cross-selling and account rounding, while building and maintaining strong, long-term relationships with clients and carrier partners.

The Account Executive's essential functions include:

Prospect Stage: Pre-sale activities

• When necessary for validated middle group prospects, participate in review of current benefit strategy/ alignment to Kapnick value proposition.
• Engage in development of capabilities meeting and micro-site content, attend capabilities meeting. Assist with content relevant to strategy and service milestones.
• Create consulting/service agreement

New Business Implementation: First 90 days

• Attend new business internal and client-facing onboarding meeting. Support entire team in understanding new client, provide copies of consulting/service agreement, and facilitate an informed onboarding.
• Establish client service calendar and schedule 1st quarterly meeting
• Conduct compliance assessment
• Identify Kapnick Lens integration needs (Innovu, Epoch) and coordinate with Analytics Consultant

Strategy: 9 months prior to renewal

• Create and update a short and long term strategy across multiple EB disciplines.
• Identify components of strategy to be considered for upcoming renewal. Schedule carrier/partner meetings to introduce new ideas to client
• Identify needed benchmarking and communicate to BA
• Collaborate with Analytics Consultant to deliver Trend Driver report
• Collaborate with Analytics Consultant to determine supporting Lens reports appropriate to client
• Conduct pre-meeting collaboration session with other members of the team.
• Create content and deliver client strategy meeting
• Take clear notes or assign note taking to another service team member. Follow up with meeting summary, decisions, and open items.

Pre-Renewal: 6 months prior to renewal

• Create content and deliver client pre-renewal meeting
• Based on client feedback, develop a marketing strategy in collaboration with BA
• Identify account rounding opportunities
• Conduct pre-meeting collaboration session with other members of the team.
• Take clear notes or assign note taking to another service team member. Follow up to client and internal service team with meeting summary, decisions, and open items.

Renewal: 90 days prior to renewal

• Create content and deliver client renewal meeting
• Develop timeline for renewal decisions and open enrollment with clear expectations, reasonable time for completion, and adherence to internal deadlines.
• Conduct pre-meeting collaboration session with other members of the team.
• Take clear notes or assign note taking to another service team member. Follow up to client and internal service team with meeting summary, decisions, and open items.

Open Enrollment & Implementation: 45 days prior to renewal

• Create smooth hand-off to service team. Communicate client decisions to all service team members clearly
• Assist Account Manager with Renewal Decisions Document, as appropriate
• Review and approve Renewal Decisions Document
• Participate in Open Enrollment communication meetings in person, virtually, or recorded presentations.
• Final sign off on guides and presentations

Post Open Enrollment & Stewardship: 60 days after renewal

• If no Sr. BA: Audit and send Comp Disclosure to client
• Create content and deliver Post OE/Stewardship meeting
• Conduct pre-meeting collaboration session with other members of the team.
• Take clear notes or assign note taking to another service team member. Follow up to client and internal service team with meeting summary, decisions, and open items.

Ongoing Service

• Provide oversight to overall client experience, holding team members accountable to client and each other.
• Escalated service and carrier issues
• Resolve internal conflict proactively. Identify training and development opportunities and escalate to leadership
• Understand market trends, new opportunities and developments that could be relevant to your clients - vet promising, yet untried solutions for feasibility
• Identify cross-sell opportunities
• When no Sr Level BA: provide client commentary on standard financial package, insights and recommendations. Answer client financial questions.
• Audit and deliver PCORI fees to client
• Participate in At-Risk Client Meetings. If necessary, Lessons Learned Meetings
• Act as a mentor to the more junior members of the team and actively transfer knowledge and experience for the betterment of others.
• Actively engage in Kapnick sponsored and self directed training opportunities
• Participate in projects and continuous improvement exercises for the betterment of the team and Kapnick as a whole
• Record significant events, emails, presentations, and project work in EPIC.
• Provide direction and oversight to Associate Team Members
• Create strong partnerships with carriers
• Foster strong client relationships
• Manage appropriate service boundaries with team and client
• Monitor and manage voice mail, incoming mailboxes, outlook and activities, per agency guidelines
• Pursue a program for personal and professional development
• Attend and participate in department meetings, team meetings and training sessions as required

Other

• Perform your job in such a manner that other employees will consider it a pleasure and privilege to work with you
• Offer innovation and process improvements where possible to help with agency wide improvements and efficiencies?
• Regular and timely attendance is an essential function of the job.
• Perform other duties as assigned

Requirements

To be considered for the Account Executive position, you should have:

• Bachelor's Degree (four-year college or technical school)
• Minimum of 5 years experience in group benefits
• Must possess excellent computer skills, including knowledge of Microsoft products (Word, Excel, Outlook and PowerPoint, Teams), video conferencing and Agency Management Systems
• Life & Health License: Required
• Must be willing and able to travel as necessary and attend industry meetings if so instructed

What's in it for you?

• A team-based approach to client management
• Flexibility
• Full benefits package
• 11 paid holidays including your birthday!
• Competitive Salary
• Profit sharing (after a year of service)
• Bonus potential
• A caring workplace culture that has something for everyone