Assume overallresponsibility for assisting Sales Representatives and Account Managers in the renewal process,as well as recognizing opportunities to add additional lines of coverage toexisting business. This position requires the individual to be an ambassador tothe business and use best practices at all times.Candidate Responsibilities
The RenewalSpecialist is directly and/or indirectly accountable for activities associatedwith renewing plans (plan retention) and adding new lines of coverage (?addissue?) including, but not limited to, generating plan options and quotes foradditional lines of coverage. Theindividual will proactively evaluate their existing book of business for addissue opportunities, as well as handle incoming renewal and negotiation requests. A successful candidate must demonstratestrong customer service acumen, strong consulting/negotiation skills, deepancillary product knowledge (dental, vision, life, accident, disability,statutory, supplemental health, voluntary benefits, and leave management) witha high degree of operational effectiveness.Principal Accountabilities:
? Deliverrenewals to brokers/producers/planholders via email for groups with less than 100 enrolledlives.
? Understand,interpret, and clearly communicate renewal rates, alternative plan options, andadd issue quotes to the broker/producer.
? Reviewexperience and utilization reports with Sales Reps for groups with under 100lives; Package and deliver appropriate reports based on Sales Reps? or RegionalService Manager?s authorization;
? Proactivelyidentify add issue opportunities for groups under 100 lives by analyzingSalesforce Reports and other strategies developed in collaboration with SalesReps, and generating quotes using the Consolidated Proposal Systems (?CPS?)application. Follow up withbroker/producer regarding status of renewals and add issue quotes while alsoengaging the Sales Rep, as needed, to help close the renewal or sale.
? Providerenewal rate relief for groups under 100 lives through negotiations withunderwriting, as well as determining and generating plan alternativeoptions.
? Identify,generate, and release appropriate reports and packages from the GroupConsolidated Renewal System (?GCRS?).
? Serve assubject matter expert on various Guardian systems (e.g. Salesforce, SiebelService, CPS, Phoenix, GCRS, etc.), capabilities, products, and workflowprocedures.
? As needed,perform the duties specified in the Sales Support Associate I and Sales SupportII positions.Reporting Relationships
This positionreports to the Regional Service Manager (?RSM?).
Qualifications Functional Skills:
? Excellentwritten and oral communication skills
? Excellentcustomer service soft skills
? Very strongmathematical aptitude and analytical skills
? Strongconsultative, negotiation, persuasion, and influencing skills with a salesorientation
? Ability tobuild and maintain collaborative working relationships at all levels? Client-focused
? Consistentlytakes personal accountability
? Proactivelymaintains open communication to keep others informed
? Strongplanning and organizational skills with ability to multi-task
? Ability toeasily adapt to change
? Ability towork independently and in a group setting
?Goal-oriented: meet persistency goals,renewal target goals, cross-sell goals (add issue), etc.
? Computerproficiency in Outlook, Skype, Excel, Word, PowerPoint, Salesforce, GCRS,Siebel, CPS, Phoenix, Business Objects, etc.
? Ability torepresent Guardian in a professional mannerKnowledge:
? Solidknowledge of group insurance products, contracts, and services. Group insurance products include dental (PPO,DHMO, fully-insured and ASO), vision, life, accident, short- and long-term disability(fully insured and ASO), statutory disability, supplemental health, voluntarybenefits, and leave management (federal, state and local).
? Solidknowledge of financing methodologies and strategies (fully-insured andalternate funding)
? Solidknowledge of group insurance underwriting principles, methodologies, andpracticesEducation:
? BA or BSDegree is preferred. Will consider workexperience equivalent.Experience:
? 3 to 5 yearsof insurance industry experience, preferably in a sales environment
? Demonstratedsuccess in servicing brokers/producers/customersOther:
? Variablecompensation for persistency and renewal target bonus and cross-sell/add-issuebonus, according to the current-year Group Sales Incentive Compensation Planfor Renewal Specialists.
In addition to the startof a great career path, we offer our employees:Benefits
We recognize the importanceof a work life balance. We promote healthy lifestyles and flexible workarrangements for our employees.?
The ability to work offcampus
We have team members ina number of regional and satellite offices across the country. Our careerpaths and technology support flexible work arrangements for many roles, whetherit be in one office, from home, or a combination of differentlocations.
Social responsibility ispart of our mission. It stems from our corporate values of putting peoplefirst, doing the right thing, and holding ourselves to high standards. Asa company and as employees, we are engaged in a variety of initiatives such asvolunteering within our local communities, educational alliances with colleges,focusing on sustainability, and promoting diversity and inclusion.About Guardian Every day, Guardian provides Americans the security they deserve through our insurance and wealth management products and services. Since our founding in 1860, our long-term view has helped our customers prepare for whatever life brings whether starting a family, planning for the future or taking care of employees. Today, we?re a Fortune 250 mutual company and a leading provider of life, disability, dental, and other benefits for individuals, at the workplace and through government sponsored programs. The Guardian community of 9,500 employees and our network of over 2,700 financial representatives is committed to serving with expertise when, where and how our clients need us. Our commitments rest on a strong financial foundation, which at year-end 2018 included $8.5 billion in capital and $1.6 billion in operating income. For more information, please visit guardianlife.com or follow us on Facebook, LinkedIn, Twitter and YouTube.
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