Description:
Founded in 1946, Kapnick Insurance is an independent insurance advisory firm with Michigan roots and a global reach. Our 220+ colleagues provide expert guidance and creative problem solving pertaining to business insurance, risk solutions, employee benefits, worksite well-being, and personal insurance to a vast and diverse base of clients worldwide. For over 75 years, companies and individuals have looked to Kapnick as a trusted advisor, providing solutions that protect their operations and employees.
The Account Executive is responsible for developing and managing a 2–5 year employee benefits strategy that aligns with each client’s business goals and objectives. This role provides overall leadership and oversight for the delivery of Kapnick’s employee benefits services, ensuring a high-quality client experience. The Account Executive also identifies opportunities for cross-selling and account rounding, while building and maintaining strong, long-term relationships with clients and carrier partners.
The Account Executive's essential functions include:
Prospect Stage: Pre-sale activities
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When necessary for validated middle group prospects, participate in review of current benefit strategy/ alignment to Kapnick value proposition.
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Engage in development of capabilities meeting and micro-site content, attend capabilities meeting. Assist with content relevant to strategy and service milestones.
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Create consulting/service agreement
New Business Implementation: First 90 days
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Attend new business internal and client-facing onboarding meeting. Support entire team in understanding new client, provide copies of consulting/service agreement, and facilitate an informed onboarding.
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Establish client service calendar and schedule 1st quarterly meeting
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Conduct compliance assessment
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Identify Kapnick Lens integration needs (Innovu, Epoch) and coordinate with Analytics Consultant
Strategy: 9 months prior to renewal
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Create and update a short and long term strategy across multiple EB disciplines.
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Identify components of strategy to be considered for upcoming renewal. Schedule carrier/partner meetings to introduce new ideas to client
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Identify needed benchmarking and communicate to BA
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Collaborate with Analytics Consultant to deliver Trend Driver report
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Collaborate with Analytics Consultant to determine supporting Lens reports appropriate to client
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Conduct pre-meeting collaboration session with other members of the team.
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Create content and deliver client strategy meeting
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Take clear notes or assign note taking to another service team member. Follow up with meeting summary, decisions, and open items.
Pre-Renewal: 6 months prior to renewal
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Create content and deliver client pre-renewal meeting
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Based on client feedback, develop a marketing strategy in collaboration with BA
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Identify account rounding opportunities
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Conduct pre-meeting collaboration session with other members of the team.
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Take clear notes or assign note taking to another service team member. Follow up to client and internal service team with meeting summary, decisions, and open items.
Renewal: 90 days prior to renewal
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Create content and deliver client renewal meeting
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Develop timeline for renewal decisions and open enrollment with clear expectations, reasonable time for completion, and adherence to internal deadlines.
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Conduct pre-meeting collaboration session with other members of the team.
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Take clear notes or assign note taking to another service team member. Follow up to client and internal service team with meeting summary, decisions, and open items.
Open Enrollment & Implementation: 45 days prior to renewal
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Create smooth hand-off to service team. Communicate client decisions to all service team members clearly
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Assist Account Manager with Renewal Decisions Document, as appropriate
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Review and approve Renewal Decisions Document
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Participate in Open Enrollment communication meetings in person, virtually, or recorded presentations.
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Final sign off on guides and presentations
Post Open Enrollment & Stewardship: 60 days after renewal
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If no Sr. BA: Audit and send Comp Disclosure to client
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Create content and deliver Post OE/Stewardship meeting
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Conduct pre-meeting collaboration session with other members of the team.
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Take clear notes or assign note taking to another service team member. Follow up to client and internal service team with meeting summary, decisions, and open items.
Ongoing Service
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Provide oversight to overall client experience, holding team members accountable to client and each other.
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Escalated service and carrier issues
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Resolve internal conflict proactively. Identify training and development opportunities and escalate to leadership
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Understand market trends, new opportunities and developments that could be relevant to your clients - vet promising, yet untried solutions for feasibility
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Identify cross-sell opportunities
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When no Sr Level BA: provide client commentary on standard financial package, insights and recommendations. Answer client financial questions.
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Audit and deliver PCORI fees to client
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Participate in At-Risk Client Meetings. If necessary, Lessons Learned Meetings
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Act as a mentor to the more junior members of the team and actively transfer knowledge and experience for the betterment of others.
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Actively engage in Kapnick sponsored and self directed training opportunities
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Participate in projects and continuous improvement exercises for the betterment of the team and Kapnick as a whole
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Record significant events, emails, presentations, and project work in EPIC.
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Provide direction and oversight to Associate Team Members
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Create strong partnerships with carriers
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Foster strong client relationships
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Manage appropriate service boundaries with team and client
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Monitor and manage voice mail, incoming mailboxes, outlook and activities, per agency guidelines
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Pursue a program for personal and professional development
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Attend and participate in department meetings, team meetings and training sessions as required
Other
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Perform your job in such a manner that other employees will consider it a pleasure and privilege to work with you
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Offer innovation and process improvements where possible to help with agency wide improvements and efficiencies?
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Regular and timely attendance is an essential function of the job.
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Perform other duties as assigned
Requirements:
To be considered for the Account Executive position, you should have:
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Bachelor's Degree (four-year college or technical school)
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Minimum of 5 years experience in group benefits
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Must possess excellent computer skills, including knowledge of Microsoft products (Word, Excel, Outlook and PowerPoint, Teams), video conferencing and Agency Management Systems
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Life & Health License: Required
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Must be willing and able to travel as necessary and attend industry meetings if so instructed
What's in it for you?
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A team-based approach to client management
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Flexibility
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Full benefits package
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11 paid holidays including your birthday!
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Competitive Salary
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Profit sharing (after a year of service)
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Bonus potential
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A caring workplace culture that has something for everyone
