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

Description
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 2–5 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 elevate 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

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

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