Account Executive - Middle Market

Position: Account Executive - Employee Benefits Middle Market
Apply

Job Type

Full-time

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 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…