Director, Client Services - Employee Benefits

Job Summary :

Leader of multi-level People Solutions for our Employee Benefits Client Services Team and strategic trusted advisor to Lockton clients.

Drive a team that focuses on deep client relationships, where our intimate understanding of business needs creates a partnership with clients that makes their businesses better.

Leverage our internal resources and external relationships with carriers and partners to offer creative cost-effective solutions.

Responsible for client satisfaction and profitability of Unit's book of business as well as recruitment, engagement, and retaining talent in the Unit.

The Unit Manager always adheres to Lockton cultural values, and treats fellow associates, clients, and vendors with dignity and respect.

Job Outcomes

• Live Service! Maintain client retention rate of 95% for the Unit (note that this does not include clients that term due to acquisition, merger, etc.)
• Profitable growth : Manage revenue for unit. Oversee revenue tracking / collection for unit book of business including follow up and collection of outstanding commissions and fees.

Partner with Producers to support new business opportunities and drive double digit annual growth in the series.

Drive a high performance culture : 90% of team is at 3.0 or above for teamwork and productivity (indicating that team members consider associate work to be exceptional, and would chose to work with the associate on an ongoing basis).

Plans are in place to support improved performance for those who are not. Build a successful candidate recruitment pipeline for unforeseen turnover so that no position is open for more than 60 days.

Job Competencies

Aligning Performance for Success

Focusing and managing individual performance by helping others set performance goals and then, tracking results and evaluating performance effectiveness.

Actions : Sets performance goals, establishes approach, involves others, creates a learning environment, tracks performances, evaluates performance, builds rapport

Creating a Culture of Trust

Fostering a work environment that encourages people to act with integrity and treat each other and their ideas with respect;

creating and protecting a high-trust environment by setting an example, advocating for others in the face of challenge, removing barriers to trust, and rewarding others for demonstrating behaviors that cultivate trust.

Actions : Demonstrates personal integrity, encourages disclosure, facilitates open exchange of ideas, advocates for others.

Delegation and Empowerment

Identifying and leveraging opportunities to accelerate results and build capability by assigning tasks and decision-making responsibilities to individuals or teams with clear boundaries, expectations, support, and follow-up.

Actions : Identifies opportunities to share responsibility, clarifies performance expectations, provides support without removing task ownership, involves other in agreements, stays informed.

Building Talent

Planning and supporting the development of individuals' knowledge, skills, and abilities so that they can fulfill current or future job responsibilities more effectively.

Actions : Access to identify goals, establishes acquisition plan, creates a learning environment, ensures immediate learning application, monitors progress.

Selecting Talent

Evaluating and selecting internal and external talent to ensure the best match between the individual and the work requirement.

Actions : Establishes selection criteria, gathers candidate data, evaluates data, makes appropriate selections decisions, follows legal guidelines, manages the selection process.

Diving for Results

Setting high goals for personal and group accomplishment; using measurement methods to monitor progress toward goals; tenaciously working to meet or exceed goals while deriving satisfaction from that achievement and continuous improvement.

Actions : Targets opportunities, establishes stretch goals, achieves goals, stays focused

Execution

Ensuring others contribute to organization strategies by focusing them on the most critical priorities, measuring progress, and ensuring accountability against those metrics.

Actions : Maintains focus, measures progress and outcome, ensures accountability

Inspiring Others

Motivating individuals toward higher levels of performance that are aligned with the organization's vision and values.

Actions : Inspires effort, builds confidence in success, models the vision and values, leads through visions and values.

Adaptability

Maintaining effectiveness when experiencing major changes in work responsibilities or environment (e.g., people, processes, structure, or culture);

adjusting effectively to change by exploring the benefits, trying new approaches, and collaborating with others to make the change successful.

Actions : Tries to understand change, approaches change with a positive mind-set, adjusts behavior.

Stress Tolerance

Maintaining stable performance under pressure or opposition (e.g., experiencing time pressure, conflict, or job ambiguity);

handling stress in a manner that is acceptable to others and to the organization.

Actions : Maintains focus, maintains relationships, copes effectively

Courage

Proactively confronting difficult issues; making valiant choices and taking bold action in the face of opposition or fear.

Actions : takes a stand, initiates bold action, takes personal accountability.

Cultural Competencies

We Live Service! Providing the best solutions for our clients is fundamental to our business. This client focus means we act with integrity and as a trusted advisor.

We learn our clients' business and build partnerships.We always put our clients' interests first.

We run at Lockton Speed! We make decisions locally, with a sense of urgency. We are responsive to clients, our teams and our partners.

Be quick, but don't hurry! This means get it done right the first time with efficiency, speed, and most importantly quality.

We make it happen! There is no bureaucracy. We are open to solving problems in new ways. We are free to do the work that we love, take risks, while making responsible professional decisions.

We value independence, new ideas, and informed opinions.

We have a passion for our work . We have high expectations for our self and others. We are intensely competitive, and aggressively pursue the best solutions.

We are intentional in how we work, and use drive and grit and move through challenges. We thrive on difficult challenges.

It's Personal. Our relationships matter. We are in this together with our associates, clients, and communities. One team, where candid and straightforward interactions allow for proactive collaboration.

We work through challenges, celebrate our successes, learn and grow.

Requirements :

• 10+ years' experience in a leadership role within the Employee Benefits consulting business required
• Bachelor's degree in a business-related program or equivalent education and / or experience in the insurance industry; advanced degree preferred.
• Current Life / Health insurance license or the ability to obtain immediately
• Firm working knowledge of group benefits in multiple product lines (e.g., medical, dental, life, AD&D, disability)
• Advanced knowledge of different financial arrangements and products available to clients (e.g., fully insured, minimum premium, ASO)
• Excellent relationships with insurance / carrier markets in assigned areas, or ability to develop same immediately
• Strong working knowledge of the changing vendor landscape including new entrants into the marketplace and cutting edge products and solutions
• Strong working knowledge of federal and state legislation and legal issues related to the insurance industry
• Ability to compile, analyze, and interpret complex financial information and data to facilitate decision making
• Full proficiency in the use of Microsoft Word, Excel, and PowerPoint.
30+ days ago