National Client Manager – National Client Manager

Unum is a company of people serving people. As one of the world’s leading employee benefits providers and a Fortune 500 company, Unum’s financial protection benefits help protect more than 33 million working people and their families from the financial impact of illness or injury. Unum’s three distinct, but similarly focused US businesses Unum US, Colonial Life, and Starmount Life are each a market leader in making disability, life, accident, critical illness, dental, and vision insurance accessible in the workplace.

Headquartered in Chattanooga, Tennessee, Unum has significant US operations in Portland, Maine, Worcester, Massachusetts, and Glendale, California with over 35 field offices nationwide. Colonial Life is headquartered in Columbia, South Carolina with over 40 field offices nationwide. Starmount Life is based in Baton Rouge, Louisiana, and is the dental and vision center of excellence for Unum in the US.

General Summary:

The Home Office National Client Manager (HO NCM) is responsible for maintaining a consultative relationship with complex group, VB, and integrated customers with 2,000 or more lives. The HO NCM develops and implements a customized service strategy for assigned cases, nationally. The HO NCM is accountable for growth and retention through strategic management of customer relationships and plays an instrumental role in improving block profitability, driving increased participation, and achieving case and premium persistency targets. The HO NCM has flexibility in assigned cases for permanent and temporary assignments in order to assist field partners, nationally, as needed. The HO NCM is responsible for facilitating special initiatives and projects as needed and acting as liaison for our field partners.

HO NCMs can work from one of our corporate offices, one of our field offices or from home.

Principal Duties and Responsibilities

Implementation and Ongoing Client Service

• Accountable for leadership of right resources and coordinating concentrated efforts to meet the specific needs of the client.
• Develops high level actions through risk and H&P analysis and claim consultation.
• Utilizes expertise in Unum services and solutions (implementation, contracts, FML, Health and Productivity, and client reporting and analysis) to recommend actions, resolve issues, and identify solutions.
• Assures the complete and accurate implementation of new business and partners with Home Office functional areas to achieve a successful implementation. Effectively delegates and sets expectations with customer business team is critical.
• Holds partners (Home Office, Third Parties, and Technology Partners) accountable for driving day to day issue resolution for inforce customers and implementation project planning.

Strategic Planning and Execution

• Owns the account management strategy for an assigned block of business nationally, with the flexibility to service other national cases as needed and capacity allows.
• Responsible for the development and implementation of strategic customized business plan for each client which includes plans to proactively engage the client and increase client’s understanding of Unum’s value proposition, their benefits and industry trends.
• Strategic execution of renewal conditioning, planning and prepares for pre-renewal face to face visit to review claim trend analysis and Integrated Disability Management models to discuss any issues prior to the actual renewal meeting.
• Partners with Sales Consultants to jointly present and/or in some instances own annual renewal, including gathering of claim trend analysis, underwriting data, Return to Work statistics, etc

Benefit Education and Enrollment

• Focuses on driving comprehensive employee marketing of Unum benefits by developing enrollment/re-enrollment strategies and utilizing robust knowledge of internal and external capabilities and technology to maximize desired outcomes.
• Provide subject matter leadership and responsible for developing a deep understanding of broker/consultant/Third Party Firm/Benefits Administration/Exchange relationships in order to provide comprehensive solutions to their clients.

Client Consultation

• Serves as a consultant to the client leveraging Unum expertise, deep knowledge of the client, and client’s industry to identify and recommend Unum solutions.
• Provides consultation and guidance related to health management strategies.
• Responsible for recognizing opportunities for new business and obtaining growth on the assigned block of business. This position will have assigned goals in these categories and be assigned block growth objectives.
• Acts as Consultant to employer on administrative or enhanced service offerings to enrich the overall benefit to employee/employer.
• Attend site visits with the customer to Portland/Chattanooga or Glendale
• Frequent pro-active face to face meetings with the customer

Other

• Responsible for facilitating special, ad hoc projects as needed.
• Responsible for training home office and field partners as needed on National Client Management strategies or initiatives.

Job Specifications

• Bachelor’s degree preferred
• 5 to 7 years employee benefits/insurance industry experience preferred
• Strong consultative skills; able to think broadly when problem solving and making decisions
• Segment/specialty knowledge preferred
• Superior relationship building/management, interpersonal and partnership skills; able to influence a range of constituents
• Presale expertise that can assist in the influence and sale of Unum’s value proposition
• Demonstrated success in critical thinking; able to analyze data and make effective recommendations
• Excellent communication, presentation, negotiation, persuasion, and conflict management skills
• Ability to anticipate needs of clients and educate.
• Robust strategic re-enrollment expertise
• Strong organizational, planning, time management and delegation skills.
• Strong leadership skills. Ability and desire to coach and mentor others.
• Full understanding of underwriting and risk concepts
• Full understanding of, and ability to correlate between the entire UNUM product portfolio to educate, and on a consultative basis cross sell products/services to brokers/clients
• Strong business and financial acumen
• Strong computer skills
• Proper licensing and appointing are conditions of employment and must be obtained within 90 days from the date of hire/promotion.
• Ability to travel as needed.

#LI-MULTI

~IN1

Unum and its family of businesses offer world-class training and development, generous compensation and benefits packages, and a culture built on employee ideas.
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.
Company:

Unum

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