Description
Sun Life U.S. is one of the largest providers of employee and government benefits, helping approximately 50 million Americans access the care and coverage they need. Through employers, industry partners and government programs, Sun Life U.S. offers a portfolio of benefits and services, including dental, vision, disability, absence management, life, supplemental health, medical stop-loss insurance, and healthcare navigation. We have more than 6,400 employees and associates in our partner dental practices and operate nationwide.
Job Description:
The opportunity:
The Client Relationship Executive (CRE) is responsible for the overall relationship and financial management of a portfolio of group benefit clients. This position is a key account management and revenue generating resource for policyholders, brokers and the Sun Life organization. This position is focused on internal and external partnerships and strategies that will result in long term growth and persistency. Ideal candidates will be located in the North Texas geography.
How you will contribute:
The Client Relationship Executive represents the entire range of employer and employee-paid Sun Life products and services to the marketplace. The CRE will proactively seek opportunities to increase revenue; both organically and through cross-sell opportunities. The CRE is a trusted advisor to the broker/policyholder and educates and trains their client while maintaining the perspective of the client and Sun Life. The CRE will respond to the client's needs through strong internal collaboration and partnerships.
Specific Accountabilities
- Establishes and maintains excellent working relationships with brokers and plan sponsors for their life, dental, disability and other supplemental health or group benefit plans and program by providing end to end business solutions, education and service
- Collaborates with Sun Life personnel, including sales, support, service, and management resources, in order to meet client's expectations. Proactively provide value-added solutions while meeting growth and persistency objectives and managing client's expectations
- Meets assigned targets for growth (including cross-sell) and persistency. Establish and take ownership of a business plan to focus on block management, growth and development.
- Proactively assesses, clarifies, and validates client needs on an ongoing basis. Uses client needs to propose innovative solutions to address unique needs.
- Develops and maintains excellent working relationships with internal service departments to oversee resolution of issues, identification of root cause and participation in creation of solutions
- Participates in Finalist presentations, representing the Sun Life account management and service value story in a consistent and confident manner
- Partners and collaborates with territory EBR to ensure a mutual understanding of territory goals and objectives. Consistently communicates with EBR partner on execution plan to meet the territory goals and objectives.
- Partner with Implementation Consultant to ensure a seamless implementation in which all questions and concerns can be addressed proactively on the front end
- Lead installation calls/visits at the completion of implementation so that plan sponsors know how to administer their benefits; Drives a great first impression of Sun Life
- Partners with the Enrollment team to strategize on enrollment and re-enrollment needs and opportunities for client. Builds communication plans to incorporate the broker in the enrollment process.
- Conducts consistent, proactive education/outreach communication with brokers/client in the form of in person meetings, scheduled callouts, email, conference calls, webinars, etc. Creates value in content and delivery to the external market.
- Trains BAs on Sun Life administrative processes and industry related updates that impact their benefit administration practices.
- Conducts regular case reviews with internal departments as well as with the client, reviewing claims experience and administrative processes
- Accountable for the renewal process for assigned block of business reviews all experience information and other relevant client information (rate actions and service history) to prepare comprehensive renewal recommendations and offers insights to cross sell opportunities. Partners with the EBR to establish a renewal action regarding communication to the broker and client.
- Acts as the liaison for agency partners and internal team; display active listening skills and bridge relationships between Policyholders and Home Office partners to lead the team to find creative solutions in selling, problem solving and team building
- Uses Salesforce to manage business and ensure all relevant client and broker activities are documented. Creates and maintains data within Salesforce to effectively manage new business as well as inforce clients.
- Utilizes/updates administrative systems/platforms when applicable
- Adhere to all corporate policies including those related to travel and entertainment expenses
- Travel Required: 20% of time depending on the territory
Leadership, Communication & Relationship Management
- Displays integrity through transparency, honest dealings, predictable reactions and well-controlled emotions. Demonstrate the ability to be fair and consistent in all professional dealings. Regularly acknowledge each team member's contributions and successes to the team.
- Takes ownership of action and thought. Understands value in partnership and displays a strong knowledge of the culture of Sun Life, of the market, their clients and brokers
- Relationship management skills: demonstrated ability to build and foster productive and healthy relationships with sales and home office partners
- Addresses conflict by working with others to resolve differences in a professional and productive manner
- Partner closely with field sales partners, client advocate partners and home office staff. Foster strong relationships based on trust, open and honest dialogue
- Maintain and represent the integrity of our organization while balancing the needs of the client
- Demonstrates Personal Value/Personal Value Statement
- Ability to independently organize and prioritize daily/weekly working structure to meet business activity goals and client needs
- Ability to communicate to client how to most effectively work with Sun Life to foster more BA self service capabilities.
- Business planning; establish and successfully execute a proactive contact strategy
- Effectively develop and deliver a written and elevator pitch: Company, Product and Self
- Positioning statements for ensuring future growth opportunities
- Demonstrated presentation, interpersonal and communication skills
- Persuasive negotiation and influencing skills
- Effective listening skills; note taking, recording data
- Proven consultation and client management relationship skills
- Demonstrates resilience by reacting positively to changes and maintains poise, focus and flexibility when encountering difficulties or obstacles
- Client focused; able to develop and drive a client relationship management strategy independently; demonstrates drive for results
- Adept at project management and multi-tasking
- Superior Collaboration Skills
- Results oriented/goal driven
- Self-starter; able to work successfully both independently and interdependently within a team environment and within a mobile environment
- Strong analytical, mathematical and problem solving skills;
- Solid comprehension of product pricing, profitability and risk/underwriting rules/guidelines; renewal positioning
- Prior Absence experience is encouraged
- Ability to work with a diverse range of people
What you will bring with you:
- 4+ years industry experience; Employee Group Benefits industry and/or knowledge of Group Employee Benefit design
- College degree; preferred
- Current insurance license; a plus
- Basic awareness of competitor products
At our company, we are committed to pay transparency and equity. The salary range for this role is competitive nationwide, and we strive to ensure that compensation is fair and equitable. Your actual base salary will be determined based on your unique skills, qualifications, experience, education, and geographic location. In addition to your base salary, this position is eligible for a discretionary annual incentive award based on your individual performance as well as the overall performance of the business. We are dedicated to creating a work environment where everyone is rewarded for their contributions. National Average Base Salary Range: 78,100-117,200
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We are committed to fostering an inclusive environment where all employees feel they belong, are supported and empowered to thrive. We are dedicated to building teams with varied experiences, backgrounds, perspectives and ideas that benefit our colleagues, clients, and the communities where we operate. We encourage applications from qualified individuals from all backgrounds.
Life is brighter when you work at Sun Life
At Sun Life, we prioritize your well-being with comprehensive benefits, including generous vacation and sick time, market-leading paid family, parental and adoption leave, medical coverage, company paid life and AD&D insurance, disability programs and a partially paid sabbatical program. Plan for your future with our 401(k) employer match, stock purchase options and an employer-funded retirement account. Enjoy a flexible, inclusive and collaborative work environment that supports career growth. We're proud to be recognized in our communities as a top employer. Proudly Great Place to Work® Certified in Canada and the U.S., we've also been recognized as a "Top 10" employer by the Boston Globe's "Top Places to Work" for two years in a row. Visit our website to learn more about our benefits and recognition within our communities.
We will make reasonable accommodations to the known physical or mental limitations of otherwise-qualified individuals with disabilities or special disabled veterans, unless the accommodation would impose an undue hardship on the operation of our business. Please email thebrightside@sunlife.com to request an accommodation.
For applicants residing in California, please read our employee California Privacy Policy and Notice.
We do not require or administer lie detector tests as a condition of employment or continued employment.
Sun Life will consider for employment all qualified applicants, including those with criminal histories, in a manner consistent with the requirements of applicable state and local laws, including applicable fair chance ordinances.
All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or status as a protected veteran.
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