Sr. Client Manager, IDI

Join Team Unum

When you join the team at Unum, you become part of an organization committed to helping you thrive. Here, we work to provide the employee benefits and service solutions that enable employees at our client companies to thrive throughout life's moments. And this starts with ensuring that every one of our team members enjoys opportunities to succeed both professionally and personally. To enable this, we provide : award-winning culture, inclusion and diversity as a priority, performance based incentive plans, competitive benefits package that includes health, vision, dental, short & long-term disability, generous PTO (including paid time to volunteer!), up to 9.5% 401(k) employer contribution, mental health support, career advancement opportunities, student loan repayment options, tuition reimbursement, and flexible work environments. All the benefits listed above are subject to the terms of their individual Plans. And that's just the beginning With 10,000 employees helping more than 39 million people worldwide, every role at Unum is meaningful and impacts the lives of our customers. Whether you're directly supporting a growing family, or developing online tools to help navigate a difficult loss, customers are counting on the combined talents of our entire team. Help us help others, and join Team Unum today!

General Summary

This position is responsible for the on-boarding, growth and maintenance of assigned IDI clients. This involves development and implementation of a client enrollment implementation plan and strategy that promotes enrollment participation, strengthens relationships with the client, brokers or other parties of influence and maintains overall stability of our position with the client while maintaining acceptable risk for the company. This position is responsible for maintaining and cultivating strong long term relationships with the client and parties influential in managing the account such as key home office business partners, IDI field partners, brokers, or others with third party influence. Further, this position should serve as the primary point of contact on behalf of the home office and should work to create barriers to exit with existing clients. This position in partnership with sales distribution will represent IDI Business Operations in joint sales presentations and client visits. This position should be viewed as an objective sales partner with the field as it relates to account performance and should be viewed as an expert resource in helping their sales partners develop and deliver profitable service, enrollment and re-enrollment solutions. This position requires strong service and sales orientation.

Principal Duties and Responsibilities

Responsible for creating, implementing, and managing enrollment / re-enrollment strategies for assigned block of business. Responsibilities encompass :

• Establishing enrollment implementation plan for each case to include negotiating alternative enrollment options as needed to maximize sales opportunity and manage key deliverables, timelines, resource requirements, expense arrangements and expectations
• Managing enrollment / re-enrollment process by following up on progress toward commitments by others and communicating progress to all partners on an on-going basis.
• Conducting enrollment debriefing session with internal and external partners to confirm that commitments were met and to identify areas of opportunity
• Responsible for developing and implementing a well-documented growth strategy for assigned accounts
• Provides knowledge and expertise to assist the sales organization in the development of new opportunities to grow business in or related to assigned accounts through service, enrollment strategies
• Represent the company in sales planning sessions and client presentations, and host home office visits for assigned clients.
• Manage client level expenses that take into consideration in-force premium, sales potential, the stability of the relationship and overall claims / persistency experience of the client
• Presents at RFP finalist presentations as needed
• Serves as principal point of contact for assigned clients. This includes :
• Being point of contact for service problems and identifying and resolving service / operational issues
• Maintaining regular and consistent communication with client
• Maintaining and cultivating a long-term relationship with client.
• Participate on corporate and cross functional projects
• Serves as subject matter expert and team lead on designated business topics and / or processes
• Trains and mentors Client Managers and other team members on assigned business topic or process
• May perform other duties as assigned

Job Specifications

5+ years of experience in management of large clients and / or 2+ years in a Client Management role (Account Manager, Implementation Manager). 4 year college degree or equivalent work experience. Proactive client level strategic thinking. Relationship oriented with customers, consultants, home office and the field. Innovative and knowledgeable in generating ways to improve access to employees, improve working conditions, and maximize re-enrollment opportunities. Knowledge of IDI business processes, enrollment technology, products, and services from end to end (i.e. benefits communication, enrollment options, billing and service capabilities) is preferred. Excellent communication and presentation skills. Professional image and behavior in various settings including the client arena. Excellent consultative skills. Organizational credibility with all levels of both IDI home office and sales organization is preferred. Developed customer relationship skills that key on determining needs and desires and positioning potential solutions. Good negotiator assertive, yet diplomatic; sets and manages boundaries well. Partners well with others in the home office for effective cross functional account solutions. Up to 25% travel may be required.

Critical Success Factors

Strong leadership skills. Able to speak to the business from end to end. Good at being proactive from a business development perspective vs. solely firefighting. Strong project management skills including good influence and team leader skills. Strong consultative skills. Relationship oriented.

Unum and Colonial Life are part of Unum Group, a Fortune 500 company and leading provider of employee benefits to companies worldwide. Headquartered in Chattanooga, TN, with international offices in Ireland, Poland and the UK, Unum also has significant operations in Portland, ME, and Baton Rouge, LA - plus over 35 US field offices. Colonial Life is headquartered in Columbia, SC, with over 40 field offices nationwide. Unum is an equal opportunity employer, considering all qualified applicants and employees for hiring, placement, and advancement, without regard to a person's race, color, religion, national origin, age, genetic information, military status, gender, sexual orientation, gender identity or expression, disability, or protected veteran status. The base salary range for applicants for this position is listed below. Unless actual salary is indicated above in the job description, actual pay will be based on skill, geographical location and experience. $75,500.00-$142,700.00 Additionally, Unum offers a portfolio of benefits and rewards that are competitive and comprehensive including healthcare benefits (health, vision, dental), insurance benefits (short & long-term disability), performance-based incentive plans, paid time off, and a 401(k) retirement plan with an employer match up to 5% and an additional 4.5% contribution whether you contribute to the plan or not. All benefits are subject to the terms and conditions of individual Plans. Company : Unum