Client Advocate

Lockton•San Francisco, CA

11h

About The Position

The Client Advocate works exclusively with a Lockton Producer to support growth of people solutions business, manage daily operations for an existing book of business, and coordinate internal collaboration to promote strong client retention. The role is designed to maximize the Producer’s capacity for revenue generation and expansion across their book of business and the broader West Series. Tenured experience overseeing global benefits clients and programs is required. Ideal candidates also have technical experience in the private equity sector and supporting clients engaged in M&A activity. The position supports new business development, client retention, and day-to-day book management. It combines prospecting and sales-pipeline management with client-account oversight, renewal support, business planning, operational process improvement, and revenue and budget tracking.

Requirements

Bachelor’s degree and/or equivalent B2B sales experience.
Life & Health insurance license.
At least 5 years of experience developing C-suite relationships in a consultative sales environment.
Proven success selling complex insurance solutions to sophisticated business clients, particularly in the private equity sector and global benefits space.
Strong understanding of client needs and broker differentiators, with the ability to identify opportunities through policy and document review.
Strong analytical, research, and problem-solving skills, including the ability to address standard and non-standard issues.
Strong written and verbal communication skills and the ability to engage professionally and directly with clients.
Interpersonal skills and ability to build effective relationships across organizational levels.
Proficiency in Microsoft Office and ability to perform mathematical calculations and data analysis.
Strong organization, attention to detail, and time management; ability to meet deadlines and manage competing priorities.
Discretion with confidential information and sound judgment in recognizing urgency and scope of authority.
Commitment to continuous learning, including advanced insurance education.
Willingness to travel by car or plane and work flexible hours as needed.
Legal authorization to work in the United States.

Nice To Haves

Bachelor’s or graduate degree in a business-related field.
Technical experience in the private equity sector and supporting clients engaged in M&A activity.

Responsibilities

Research target markets, businesses, and decision-makers; initiate contact and develop relationships to drive sales.
Acquire new business revenue across target regions and industry verticals.
Manage the sales pipeline through outreach, prospect research, cold calling, and networking.
Prepare for prospect meetings by gathering data, aligning team strategies, and developing presentation materials.
Manage the RFP process and develop responses with minimal oversight.
Create content such as marketing materials and white papers tailored to target segments.
Identify and attend industry conferences, including pre- and post-event engagement.
Support branding and exposure through external marketing, trade associations, networking, and social media.
Maintain and grow local and national industry relationships to support business development goals.
Maintain excellent client relationships by attending meetings with or on behalf of the Producer.
Manage identified client accounts on behalf of the Producer with little guidance or oversight.
Develop working knowledge of each account’s renewal process and assist account teams during marketing and placement.
Build relationships with account teams to promote positive client outcomes and expected service standards.
Resolve client complaints, disputes, and grievances with internal and external partners.
Maintain confidentiality when handling client or internal issues.
Collaborate with the Producer to design and execute a business plan covering market strategies, financial targets, marketing, and personal development; evaluate and adjust efforts to optimize growth.
Oversee and refine standard operating procedures for client onboarding, renewals, client engagement, and reporting.
Collaborate with the Producer and account team on revenue forecasting, budget creation, and resource planning.
Maintain and audit business tracking systems for new, lost, and existing accounts; provide reporting and insights to the Producer.
Monitor production against budget and accounts receivable to support accurate revenue recognition and resolve discrepancies.
Stay current on insurance products and industry trends through networking and professional development.
Ensure decisions and actions align with Lockton’s policies and procedures.
Perform additional duties as needed to support business operations.