Client Executive - Captive Programs

Unison Risk Advisors•Cleveland, OH

About The Position

Job Summary Responsible for retaining the existing business and growing the assigned group of accounts. In a leadership role, collaborates with client teams in the tactical and strategic delivery of services promised; works closely with internal resources as needed to satisfy the client’s needs. A Day in the Life Serves as the primary relationship contact for ISBC clients at main levels of leadership, collaborates with internal teams to identify upselling and cross-selling opportunities, and leads the strategic direction of the assigned book of business Develops and executes multi-year account strategies with clients and internal teams, setting clear goals and milestones for growth and retention; capable of managing complex, multi-line accounts with various funding mechanisms in a comprehensive services program. Leads strategic client meetings — including QBRs, stewardship, and renewal sessions — to align on goals and deliver client-focused outcomes; intervenes in escalated service issues to protect client relationships. Provides consultative guidance by designing cost-effective benefit solutions, responding promptly to client needs, and delivering strategic performance insights; ensures selected strategies are effectively communicated and implemented by the account team. Collaborates with analytics and underwriting teams to analyze claims, demographics, and plan design, proactively addressing risk outliers such as high-cost claimants or trend patterns to support retention and long-term program health. Develops targeted retention strategies for at-risk groups in partnership with Client Managers and analytics teams; reviews churn drivers and refines retention strategies and win themes on an ongoing basis. Leads strategic sessions with support of Client Managers and Subject Matter Experts, sharing insights and consulting on value-added services to differentiate offerings and deepen client loyalty. Manages workflows and acts as liaison between broker partners and internal teams to ensure seamless execution of strategies; leads broker partner onboarding and education, setting expectations and defining roles for effective collaboration. Oversees preparation and approval of all client deliverables — including pre-renewal projections, market evaluation and pricing summaries, annual renewal packages, open enrollment materials, annual utilization reviews, and compliance notifications — ensuring alignment with retention and compliance objectives. Leads educational programs such as webinars and workshops, in collaboration with the Client Manager and Department Head, to inform clients and strengthen ties for sustained loyalty; co-presents at broker and ISBC Steering Committee meetings on market trends, retention, and vendor performance. Directs support team activities, including service calendars and meeting schedules, to ensure client needs are met and upselling opportunities are consistently leveraged; trains support staff in key operational activities and develops their industry knowledge base. Monitors market intelligence on competitor pricing and services, using analysis to inform strategic planning and enhance consultative offerings. Achieves growth objectives by working with internal departments to formulate sales strategies for Total Account Selling (TAS); identifies expansion opportunities including 403b, key person, and P&C cross-selling, and executes plans that prioritize client retention alongside new business acquisition. Partners with leadership to expand the depth of services provided; oversees new client onboarding by verifying services sold and owning the creation of short- and long-term strategic plans post-implementation. Develops account-specific renewal strategies in collaboration with underwriters and Client Managers; leads the renewal negotiation process and conducts executive debriefs with partners and key groups to document roadmaps. Partners with marketing to develop testimonials and case studies that highlight client success stories; seeks referrals and builds market visibility through thought leadership and speaking opportunities at industry events. Maintains account intelligence through timely and accurate updates in the CRM, including business owners, executive staff, board members, center-of-influence relationships, and community board involvement; provides regular insights on developments and trends in the book of business to the Department Head. Understands Healthcare Reform, HIPAA, COBRA, and other legislation affecting the business unit; guides clients in executing the appropriate steps to meet regulatory requirements. Pursues professional designations and continuing education to strengthen consultative expertise; develops leadership capabilities in the planning, execution, and delivery of special projects as needed, serving as a change agent where circumstances require. All other duties as assigned.

Requirements

A college degree is an advantage but not a requirement
Life, Health & Accident License required
At least 5 to 10 years of industry experience required, including medical benefits and ancillary lines of coverage
Strong sales aptitude with a proven track record of growing an assigned book of business
General understanding of technical concepts — self-funding, alternative funding mechanisms, carrier solutions, etc.
Strong relationship-building and communication skills across clients, carriers, and internal partners
Project management skills: ability to work with internal and external partners to deliver results on time
Self-starter with the ability to work independently and know when to loop in leadership for escalated issues
Ability to oversee CSAs and provide general tactical oversight of support staff

Nice To Haves

Significant understanding of self-funding — able to interpret and present data, carrier renewals, and analyst work to clients and internal stakeholders
Technically strong across all components of a benefits program
Polished presenter with the ability to adapt messaging to any audience
Sales-minded with a sharp eye for upsell and cross-sell opportunities
Strategic thinker who connects data to solutions and drives consultative value
Accountable — owns outcomes for clients, whether right, wrong, or indifferent
Strong communicator who knows how and when to communicate, and with whom
Relationship builder who fosters trust with clients, carriers, and internal partners
Leader who can coordinate all aspects of a project and hold teams to timelines

Responsibilities

Serves as the primary relationship contact for ISBC clients at main levels of leadership, collaborates with internal teams to identify upselling and cross-selling opportunities, and leads the strategic direction of the assigned book of business
Develops and executes multi-year account strategies with clients and internal teams, setting clear goals and milestones for growth and retention; capable of managing complex, multi-line accounts with various funding mechanisms in a comprehensive services program.
Leads strategic client meetings — including QBRs, stewardship, and renewal sessions — to align on goals and deliver client-focused outcomes; intervenes in escalated service issues to protect client relationships.
Provides consultative guidance by designing cost-effective benefit solutions, responding promptly to client needs, and delivering strategic performance insights; ensures selected strategies are effectively communicated and implemented by the account team.
Collaborates with analytics and underwriting teams to analyze claims, demographics, and plan design, proactively addressing risk outliers such as high-cost claimants or trend patterns to support retention and long-term program health.
Develops targeted retention strategies for at-risk groups in partnership with Client Managers and analytics teams; reviews churn drivers and refines retention strategies and win themes on an ongoing basis.
Leads strategic sessions with support of Client Managers and Subject Matter Experts, sharing insights and consulting on value-added services to differentiate offerings and deepen client loyalty.
Manages workflows and acts as liaison between broker partners and internal teams to ensure seamless execution of strategies; leads broker partner onboarding and education, setting expectations and defining roles for effective collaboration.
Oversees preparation and approval of all client deliverables — including pre-renewal projections, market evaluation and pricing summaries, annual renewal packages, open enrollment materials, annual utilization reviews, and compliance notifications — ensuring alignment with retention and compliance objectives.
Leads educational programs such as webinars and workshops, in collaboration with the Client Manager and Department Head, to inform clients and strengthen ties for sustained loyalty; co-presents at broker and ISBC Steering Committee meetings on market trends, retention, and vendor performance.
Directs support team activities, including service calendars and meeting schedules, to ensure client needs are met and upselling opportunities are consistently leveraged; trains support staff in key operational activities and develops their industry knowledge base.
Monitors market intelligence on competitor pricing and services, using analysis to inform strategic planning and enhance consultative offerings.
Achieves growth objectives by working with internal departments to formulate sales strategies for Total Account Selling (TAS); identifies expansion opportunities including 403b, key person, and P&C cross-selling, and executes plans that prioritize client retention alongside new business acquisition.
Partners with leadership to expand the depth of services provided; oversees new client onboarding by verifying services sold and owning the creation of short- and long-term strategic plans post-implementation.
Develops account-specific renewal strategies in collaboration with underwriters and Client Managers; leads the renewal negotiation process and conducts executive debriefs with partners and key groups to document roadmaps.
Partners with marketing to develop testimonials and case studies that highlight client success stories; seeks referrals and builds market visibility through thought leadership and speaking opportunities at industry events.
Maintains account intelligence through timely and accurate updates in the CRM, including business owners, executive staff, board members, center-of-influence relationships, and community board involvement; provides regular insights on developments and trends in the book of business to the Department Head.
Understands Healthcare Reform, HIPAA, COBRA, and other legislation affecting the business unit; guides clients in executing the appropriate steps to meet regulatory requirements.
Pursues professional designations and continuing education to strengthen consultative expertise; develops leadership capabilities in the planning, execution, and delivery of special projects as needed, serving as a change agent where circumstances require.
All other duties as assigned.