Client Manager Associate, Premier Market - Mountain West

Position Summary
At Guardian, we believe strong client relationships are the foundation of long-term success. We are seeking a Client Manager Associate, Premier Market to manage and grow a book of business within the 2-99 life segment. In this role, you will serve as a trusted advisor to brokers, producers, and plan holders while partnering with internal teams to deliver exceptional service, drive client retention, and identify opportunities for growth.
The Client Manager Associate is responsible for supporting the profitability, persistency, and expansion of their assigned book of business. This includes managing renewals, identifying add-issue opportunities, negotiating solutions with underwriting partners, and delivering consultative recommendations that help clients meet their benefits objectives. Success in this role requires strong relationship management skills, a customer-focused mindset, analytical capabilities, and broad knowledge of group insurance products and services.
You Are
A relationship-driven professional who enjoys partnering with clients and brokers to solve problems and deliver value. You are consultative, proactive, and results-oriented, with the ability to balance service excellence with business objectives. You thrive in a collaborative environment, communicate effectively with diverse stakeholders, and are comfortable managing multiple priorities in a fast-paced setting.
You Have
Required Qualifications
Strong relationship management experience with demonstrated success supporting external clients, brokers, producers, or business partners.
Excellent written and verbal communication skills with the ability to clearly communicate renewal strategies, plan alternatives, pricing recommendations, and coverage options.
Strong customer service, consultative, negotiation, persuasion, and influencing skills.
Analytical and problem-solving abilities, including the ability to interpret experience reports, utilization trends, pricing analysis, and plan design options.
Working knowledge of group insurance products, contracts, services, financing methodologies, and underwriting principles.
Ability to build and maintain collaborative relationships across clients, brokers, sales teams, underwriting, service, and claims organizations.
Strong planning, organizational, and time management skills with the ability to manage multiple priorities and adapt to changing business needs.
Demonstrated accountability, professionalism, and commitment to achieving persistency, retention, and growth goals.
Ability to obtain required industry licensing within 90 days of hire and maintain licensing through continuing education requirements.
Preferred Qualifications
3–5 years of insurance industry experience, including demonstrated success servicing brokers, producers, and customers.
Bachelor's degree or equivalent combination of education and relevant work experience.
Insurance industry experience within a sales, account management, customer-facing, or client management environment.
Knowledge of ancillary group insurance products, including dental, vision, life, accident, disability, statutory benefits, supplemental health, voluntary benefits, and leave management.
Knowledge of fully insured and alternate funding arrangements and related underwriting practices.
Experience identifying cross-sell opportunities and supporting retention, renewal, and add-issue strategies.
Proficiency with Microsoft Outlook, Excel, Word, and PowerPoint.
Experience using Salesforce, GCRS, Siebel, CPS, Phoenix, Business Objects, or similar CRM and reporting systems.
You Will
Manage an assigned book of business for groups with fewer than 100 enrolled lives, focusing on client retention, profitability, and growth.
Build and maintain strong relationships with brokers, producers, and plan holders by serving as a trusted business partner.
Communicate and deliver renewal recommendations, alternative plan options, and add-issue quotes to clients and broker partners.
Review and analyze experience and utilization reports to support strategic renewal and retention decisions.
Proactively identify opportunities to expand existing client relationships through additional products and coverage solutions.
Utilize Salesforce reporting and other tools to evaluate book performance and uncover growth opportunities.
Partner with Sales Representatives to support renewal strategies, cross-sell initiatives, and successful sales outcomes.
Negotiate with underwriting partners to achieve favorable renewal results and rate relief opportunities.
Develop and present alternative plan options that align with client needs and business objectives.
Collaborate with internal teams including Underwriting, Sales Support, Service, and Claims to ensure a seamless customer experience.
Serve as a subject matter expert on Guardian products, systems, workflows, and service capabilities.
Must obtain all required industry licenses within 90 days of hire and maintain licenses through completion of continuing education requirements.
Compensation
Eligible for variable compensation based on achievement of persistency, renewal, and cross-sell/add-issue goals in accordance with the annual Group Sales Incentive Compensation Plan for Client Manager Associates.
Reporting Relationships
As our Client Manager Associate, Premier Market, you will report to the appropriate Client Management Leader within the Premier Market organization.
Location
Preferred locations include Northern California, Denver, CO, Seattle, WA, Portland, OR, Salt Lake City, UT, or Spokane, WA.
This position is remote-based.
Travel
Occasional travel may be required based on business and client needs.
Salary Range:
$50,130.00 - $82,365.00
The salary range reflected above is a good faith estimate of base pay for the primary location of the position. The salary for this position ultimately will be determined based on the education, experience, knowledge, and abilities of the successful candidate. In addition to salary, this role may also be eligible for annual, sales, or other incentive compensation.
Our Promise
At Guardian, you’ll have the support and flexibility to achieve your professional and personal goals. Through skill-building, leadership development and philanthropic opportunities, we provide opportunities to build communities and grow your career, surrounded by diverse colleagues with high ethical standards.