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 Enterprise 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
WORK LOCATION
Work is typically performed either on site at Marsh McLennan Agency's Conshohocken, PA office, or at various customer/Marsh McLennan Agency l
