National Client Manager, Home Office

Unum•Portland, ME

4d•$89,900 - $169,900

About The Position

The Home Office National Client Manager (HO NCM) maintains consultative relationships with complex group, voluntary benefits (VB), and integrated customers with 2,000 or more lives. The role develops and implements customized service strategies for assigned accounts nationwide and is accountable for growth and retention through strategic customer relationship management. It contributes to block profitability, increased participation, and case and premium persistency, and may take permanent or temporary assignments to support field partners nationally. The role also facilitates special initiatives and projects and acts as a liaison for field partners. The manager leads account implementation and ongoing client service, coordinating the right resources, analyzing risk and health and productivity (H&P), consulting on claims, resolving issues, and ensuring accurate implementation. They own strategic account plans, work with Sales Consultants on renewal preparation and presentations, and develop enrollment and re-enrollment strategies to promote employee understanding and use of Unum benefits. The position provides client consultation on health management and administrative or enhanced services, identifies opportunities for new business and account growth, and builds effective relationships with brokers, consultants, third-party firms, benefits administrators, and exchanges. It includes frequent proactive in-person client meetings, site visits to Portland, Chattanooga, or Glendale, and training for home office and field partners as needed. Existing remote and field-based employees are eligible to apply.

Requirements

Strong consultative skills and broad problem-solving and decision-making ability.
Superior relationship-building, relationship-management, interpersonal, and partnership skills, including the ability to influence a range of stakeholders.
Presale expertise to support influence and sale of Unum’s value proposition.
Demonstrated critical-thinking ability, including data analysis and effective recommendations.
Excellent communication, presentation, negotiation, persuasion, and conflict-management skills.
Ability to anticipate client needs and educate clients.
Robust strategic re-enrollment expertise.
Strong organizational, planning, time-management, and delegation skills.
Strong leadership skills and the ability and desire to coach and mentor others.
Full understanding of underwriting and risk concepts.
Ability to understand and relate the full Unum product portfolio and consultatively educate and cross-sell products and services to brokers and clients.
Strong business and financial acumen.
Strong computer skills.
Obtain required licensing and appointments within 90 days of hire or promotion as a condition of employment.
Ability to travel as needed.

Nice To Haves

Bachelor’s degree preferred.
Five to seven years of employee benefits or insurance industry experience preferred.
Segment or specialty knowledge preferred.

Responsibilities

Lead the coordination of resources and focused efforts to meet each client’s needs.
Develop high-level actions based on risk and health and productivity analysis and claim consultation.
Use knowledge of Unum services and solutions to recommend actions, resolve issues, and identify solutions.
Ensure complete and accurate implementation of new business, coordinating with Home Office functions and setting expectations with the customer’s business team.
Hold Home Office, third-party, and technology partners accountable for day-to-day issue resolution and implementation planning.
Own account management strategy for an assigned national block of business and service other national cases as capacity allows.
Develop and implement customized strategic business plans for each client, including proactive engagement and education about Unum’s value proposition, benefits, and industry trends.
Plan and execute renewal conditioning, including pre-renewal in-person meetings to review claim trends and Integrated Disability Management models.
Partner with Sales Consultants to present or lead annual renewals, gathering claim trend analysis, underwriting data, and return-to-work statistics.
Develop enrollment and re-enrollment strategies that promote comprehensive employee marketing of Unum benefits.
Build understanding of broker, consultant, third-party firm, benefits administration, and exchange relationships to provide comprehensive client solutions.
Consult with clients using knowledge of Unum and their business and industry to identify and recommend solutions.
Provide consultation and guidance on health management strategies.
Recognize opportunities for new business and growth within the assigned block, and achieve assigned objectives.
Advise employers on administrative or enhanced service offerings that benefit employees and employers.
Attend customer site visits to Portland, Chattanooga, or Glendale and conduct frequent proactive in-person customer meetings.
Facilitate special or ad hoc projects as needed.
Train Home Office and field partners on National Client Management strategies or initiatives as needed.