Senior Account Manager

Overview

About Lockton Northeast. For the Northeast Series, you’ll find our people in the metropolitan areas spanning Washington DC, Philadelphia, New York City, Hartford, Norwalk, Boston, and Portland ME. With our unmatched work ethic, and an ability to go above and beyond to make a difference for our clients, the Northeast continues to experience double-digit (organic!) growth. We offer a flexible & hybrid work environment that allows our Associates to split their time between in-person and remote.

The Senior Account Manager is an integral member of the People Solutions (Employee Benefits) team, partnering closely with the Unit Manager, Client Executives, and Account Executives. Overall responsibilities include meeting day-to-day client needs, providing significant lift to the account team, fully developing client presentations, and having the ability to market and present all lines of coverage from start to finish. The associate must be familiar with Lockton Northeast policies & procedures and ensure overall compliance.

The Senior Account Manager will participate in the Lockton Northeast Career Advancement Program designed to provide technical and practical training supporting continued career progression. A high performing and successful Senior Account Manager will provide excellent customer service, be proactive, and have the ability to drive strategy and negotiate renewals.

• Serve as primary project manager of day-to-day issues for clients and lead client service calls
• Communicate effectively to clients
• Hold other team members accountable to update items if they are leading
• Ensure updated log is emailed to the client at least 30 minutes prior to call
• Empower junior associates to lead calls in place of the SAM as relationship progresses
• Oversee compliance and open enrollment communications
• Ensure client is compliant and does not miss any deadlines
• Oversee processes to ensure communications team and account managers/analysts are meeting internal and client deadlines
• Peer reviews deliverables before delivery to clients
• Independently complete 95% of Client Engagement Workbook
• Delegate and project manage depending on client dynamic
• Complete tasks assigned to both the ‘lead’ and ‘support role’ in the client engagement workbook (responsible for at least 50% of workbook per client)
• Develop strong market understanding and cross-apply client experiences
• Lead client meetings (Annual Planning, Renewal Planning, Renewal)
• Consult, develop, and present output based on the specific client and established goals
• Effectively communicate renewal and marketing results on all lines of coverage to a client

• Bachelor’s degree in a business-related program preferred or equivalent education and/or experience required
• A minimum of three years of commercial benefits insurance experience and/or HR, insurance broking/consulting experience required
• Demonstrated presentation skills including preparation and execution
• Exceptional verbal, written, and interpersonal skills to instill confidence in Clients and Associates at all levels of responsibility
• Strong project management and organizational skills
• Demonstrated professional, tactful negotiation and persuasion skills to achieve objectives
• Ability to comply with all company policies and procedures, proactively protecting confidentiality of client and company information
• Willingness and ability to work outside of normal business hours and travel as needed
• Strong working knowledge of Microsoft Office Suite (Word, Outlook, Excel, and PowerPoint)
• Legally able to work in the United States

• Become an invaluable member of the service team to the client as indicated through annual client feedback
• Solicit feedback regularly from team and actively make progress towards goals
• Proactively communicate with internal teams
• Delegate and develop junior associates assigned to the same client
• Contribute to benefits department internal meetings as well as department carrier meetings
• Share new experiences with other team members that would be of value to the broader team
• Show effectiveness in prospect meetings
• Develop producer trust
• Commitment to advancing diversity and inclusion and to giving back to communities
• We offer a competitive total rewards package, continuing education & training, and tremendous potential with a growing organization