Account Manager

Company:

Description:

Marsh McLennan Agency’s East Region is a leader in the employee benefits marketplace. Our associates simplify employee health and welfare benefits and risk management for regional, national, Fortune 500 and Fortune 1000 companies.
We value integrity, collaboration, passion, innovation, and accountability, and we are committed to making a difference in the moments that matter for our colleagues, clients, and communities.

BRIEF DESCRIPTION

The Account Manager (AM) is the guardian of the customer relationship and orchestrates the deployment of corporate-wide resources to provide comprehensive products, services and solutions to strategic accounts in our under 100 medical enrolled lives segment (Enterprise). The Enterprise AM will work closely with the Client Advisors on the implementation, retention, development, servicing and expansion of their assigned accounts.

ESSENTIAL DUTIES AND RESPONSIBILITIES include, but are not limited, to the following:

Account Management (in conjunction with Client Advisors)

• Consistently ensure client satisfaction
• Maintain strong relationships within client organizations at the decision maker and end-user levels; present a consistent Marsh McLennan Agency image to those clients; build high levels of client satisfaction; execute proper client and or carrier agreements

• Demonstrate the ability to clearly articulate the Marsh McLennan Agency Value Proposition to assigned accounts
• Develop, implement and manage project plans in conjunction with the client
• Articulate needs and desires of the client and translate into actionable plans for the assigned Client Service team members based upon agreed upon scope of services/enterprise model.
• Serve as the primary escalation contact for resolution of service related issues
• Initiate and promote continuous improvement of procedures, processes, standards and programs to gain cost-effectiveness and efficiency and execute implementation

Book of Business Management

• Work with Client Leader to develop ongoing reporting for book of business including new business, retention and capacity
• Manage capacity requirements of client support team
• Work with internal leaders and subject matter experts to develop, refine and deploy standard models and templates to support the Enterprise market needs.

Sales (in conjunction with Client Advisors)

• Actively participate in the Enterprise Producer in Training program
  • Act as the technical Client Management expert to support the Client Advisor on their accounts including: Developing and executing account plans for assigned accounts to ensure retention
  • Continuously identifying and capture new sources of revenue within assigned accounts
  • Developing and negotiating contract terms, rates, plans, schedules, resources, involvement, and roles/responsibilities
  • Educating Client Advisors on internal processes and procedures and as needed helping to execute to assure timely delivery of internal and external deliverables.
• Identify the factors which influence business performance and recommend actions to improve profitability and/or enhance revenue for Marsh McLennan Agency
• Partner with the General Agent to support the Client Advisors throughout the sales process and client management functions.

Client Services (in conjunction with Client Advisors)

• Partner with team of resources dedicated to the assigned accounts – potential team members may include underwriting, client service, voluntary benefits, benefits administration and administrative resources
• Provide clear communications so client team maintains a thorough understanding of the client’s challenges, issues, expectations and goals
• Coordinate with Client Leader and Sales Leader to provide education needed to support clients and overall market knowledge.

Professional Development

• Develop and maintain skills, knowledge and proficiencies required to be effective in sales techniques and in support of client strategies, goals and objectives
• Continually build knowledge and skills to keep pace with market trends

REQUIRED EDUCATION AND EXPERIENCE:

• Bachelor’s degree and minimum 5+ years of experience in Health and Welfare Consulting required, with specific sales or account management-related experience preferred
• Demonstrated experience with under 100 life clients required, with specific experience operating at the C-level regarding negotiations, business development and relationship management
• Knowledgeable on alternative funding options including level funding, captive and minimum premium solutions offered by the carriers.
• Knowledgeable on available popular carrier platforms, proposal systems and financial models needed to support Employers in the less than 100 life segment.
• Knowledgeable on employee health and benefits compliance including understanding of applicable laws and need to stay market current on pending legislation.
• Effective analytical, math and problem solving skills, sound judgment, strong decision making ability, confidence to make difficult decisions and excellent communication skills
• Must be organized, detail oriented and able to translate big picture ideas into client objectives

KNOWLEDGE, SKILLS AND ABILITIES

• Strong organizational, management and account planning skills with analytical skills and strong attention to detail;
• Work in a high production team environment with a high degree of complexity
• Operate independently and provide appropriate information and direction to other individuals.
• Provide effective, accurate, clear communication to internal company team members and clients
• Ability to interact in a professional manner with clients, vendors, carriers and internal departments including sales, marketing, HR, Finance, IT and other functional areas within Marsh McLennan Agency  and designated key accounts
• Ability to interact with and focus on information gathering and collaborative solution development in a proactive manner.
• Ability to handle sensitive and confidential information
• Ability to lead team development and motivate others
• Project management capability
• Excellent troubleshooting, decision making and problem solving skills;
• Solid interpersonal, verbal and written communication skills;
• Ability to work well independently and as a team member; multitask and successfully operate in a fast-paced work environment; prioritize projects and meet deadlines;
• Ability to follow through on and successfully execute tasks while adhering to specified quality standards;
• Proficiency in Microsoft Office Suite, including MS Word (Intermediate), Excel (Intermediate) and Powerpoint (Intermediate);
• Proficiency in use of PC such as keyboard skills and electronic folder/file organization and management;
• Aptitude for learning internal systems, applications and internal work flow of the department;
• Must be able to effectively interact and deal with people at all levels inside and outside of the company

PHYSICAL DEMANDS AND WORK ENVIRONMENT

• The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
• While performing the duties of this job, the employee is:
  • Frequently required to sit; speak or hear; use hands to finger, handle, feel objects, and reach with hands and arms;
  • Occasionally required to stand and walk;
  • Extensive use of computer and keyboard and viewing of computer screen is required;
  • Specific vision abilities required by this job include vision, and ability to adjust focus.
• Other working conditions are normal for an office environment.

WORK LOCATION

• Work is typically performed either on site at Marsh McLennan Agency’s Conshohocken, PA office, or at various customer/Marsh McLennan Agency locations as required. The Enterprise Account Manager would be required to work once a week from Marsh McLennan Agency’s Conshohocken, PA office.

The applicable base salary range for this role is $73,600 to $90,000.
The base pay offered will be determined on factors such as experience, skills, training, location, certifications, and education. Decisions will be determined on a case-by-case basis. In addition to the base salary, this position may be eligible for performance-based incentives.
We are excited to offer a competitive total rewards package which includes health and welfare benefits, tuition assistance, 401K savings and other retirement programs as well as employee assistance programs.

Marsh McLennan is committed to embracing a diverse, inclusive and flexible work environment. We aim to attract and retain the best people and embrace diversity of age background, disability, ethnic origin, gender orientation or expression, marital status, nationality, parental status, personal or social status, political affiliation, race, religion and beliefs, sex/gender, sexual orientation or expression, skin color, veteran status (including protected veterans), or any other characteristic protected by applicable law. If you have a need that requires accommodation, please let us know by contacting [email protected]

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