Client Management Market Leader, West Region - Advisory

Location: Plano/Dallas Area - Regional Office, United States (Hybrid)

Why Join Guardian Life?

At Guardian Life, we believe in a culture where "People Count," "We Do the Right Thing," and "We Hold Ourselves to Very High Standards." As one of America's leading mutual insurance companies, Guardian has been protecting families and businesses for over 160 years. Join our dynamic team in the large market and advisory business segment, where you'll lead high-performing teams, drive client satisfaction, and accelerate growth in the West Region. We offer a hybrid work model, competitive compensation, comprehensive benefits, and endless opportunities for professional development. If you're a proven leader passionate about group insurance, client retention, and strategic market leadership, Guardian is the place for you.

Role Description

The Client Management Market Leader – Advisory West (CMML) provides critical leadership and direction to a team of seasoned Client Executives (CEs) focused on groups with 2000+ lives. Reporting to the Head of Client Management – Advisory & Key Markets (who reports to the Group Benefits Head of Client Management), you'll ensure a high-performance mindset, execute client management strategies, and maximize team productivity. This role demands a leader who thinks big, grows impact, and champions change in a collaborative environment. Ideal candidates are based in Central, Mountain, or Pacific time zones, with preferred offices in Plano, TX; Newport Beach, CA; Kansas City, MO; or Chicago, IL. Expect approximately 20% travel.

Detailed Responsibilities

Team Leadership & Performance Management

• Lead a team of Client Executives to achieve client satisfaction, growth, retention, and profitability goals for large market groups (2000+ lives).
• Set individual goals aligned with Guardian's objectives, provide coaching, performance management, and create annual development plans.
• Manage book-of-business assignments to optimize productivity and effectiveness.

Strategic Execution

• Instill client management discipline, consistency, and best practices across the team.
• Build strong internal partnerships with Home Office teams and collaborate with peer CMMLs to meet goals.
• Foster key stakeholder relationships with brokers, employers, and plan holders.

Change Leadership & Achievement Orientation

• Demonstrate resilience, emotional intelligence, and optimism to lead through change, relating it to market, customer, and employee needs.
• Inspire action, build trust, loyalty, and followership to drive positive outcomes.
• Act proactively and decisively to improve processes, services, and business results.

Required Skills

You are a leader who sets high standards, builds team alignment, and excels in large market strategies. Key skills include:

• Strategic leadership in group insurance and large market business
• Performance coaching and team development
• Client relationship management with brokers and employers
• Change management and emotional intelligence
• Achievement orientation with competitive drive
• Proactive problem-solving and purposeful action
• Stakeholder partnership building (internal/external)
• Industry licensing and compliance knowledge

Education & Experience

• Four-year college degree or equivalent work experience.
• 5+ years of group insurance experience (preferred).
• 3+ years in leadership roles within Account/Service Management.
• Demonstrated understanding of group and large market business strategies.
• In-depth knowledge of supporting brokers and employers/plan holders.
• Must obtain required industry licensing within 90 days of hire and maintain via Continuing Education.

Compensation Overview

Salary Range: $107,440 - $147,730 (base pay). Actual salary determined by education, experience, knowledge, and abilities. Eligible for annual, sales, or other incentive compensation.

Benefits

• Comprehensive health, dental, and vision insurance.
• 401(k) with company match and pension plan.
• Generous paid time off, parental leave, and wellness programs.
• Professional development opportunities and tuition reimbursement.
• Hybrid work arrangement with flexible scheduling.
• Employee assistance programs, life/disability insurance, and more.
• Commitment to diversity, equity, and inclusion initiatives.

Guardian Life is an equal opportunity employer. Apply today to lead the future of client management in the West Region!