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
- When necessary for validated middle group prospects, participate in review of current benefit strategy/ alignment to Kapnick value proposition.
- Engage in development of capabilities meeting and micro-site content, attend capabilities meeting. Assist with content relevant to strategy and service milestones.
- Create consulting/service agreement
New Business Implementation: First 90 days
- 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.
- Establish client service calendar and schedule 1st quarterly meeting
- Conduct compliance assessment
- Identify Kapnick Lens integration needs (Innovu, Epoch) and coordinate with Analytics Consultant
Strategy: 9 months prior to renewal
- Create and update a short and long term strategy across multiple EB disciplines.
- Identify components of strategy to be considered for upcoming renewal. Schedule carrier/partner meetings to introduce new ideas to client
- Identify needed benchmarking and communicate to BA
- Collaborate with Analytics Consultant to deliver Trend Driver report
- Collaborate with Analytics Consultant to determine supporting Lens reports appropriate to client
- Conduct pre-meeting collaboration session with other members of the team.
- Create content and deliver client strategy meeting
- 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
- Create content and deliver client pre-renewal meeting
- Based on client feedback, develop a marketing strategy in collaboration with BA
- Identify account rounding opportunities
- Conduct pre-meeting collaboration session with other members of the team.
- 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
- Create content and deliver client renewal meeting
- Develop timeline for renewal decisions and open enrollment with clear expectations, reasonable time for completion, and adherence to internal deadlines.
- Conduct pre-meeting collaboration session with other members of the team.
- 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
- Create smooth hand-off to service team. Communicate client decisions to all service team members clearly
- Assist Account Manager with Renewal Decisions Document, as appropriate
- Review and approve Renewal Decisions Document
- Participate in Open Enrollment communication meetings in person, virtually, or recorded presentations.
- Final sign off on guides and presentations
Post Open Enrollment & Stewardship: 60 days after renewal
- If no Sr. BA: Audit and send Comp Disclosure to client
- Create content and deliver Post OE/Stewardship meeting
- Conduct pre-meeting collaboration session with other members of the team.
- 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
- Provide oversight to overall client experience, holding team members accountable to client and each other.
- Escalated service and carrier issues
- Resolve internal conflict proactively. Identify training and development opportunities and escalate to leadership
- Understand market trends, new opportunities and developments that could be relevant to your clients - vet promising, yet untried solutions for feasibility
- Identify cross-sell opportunities
- When no Sr Level BA: provide client commentary on standard financial package, insights and recommendations. Answer client financial questions.
- Audit and deliver PCORI fees to client
- Participate in At-Risk Client Meetings. If necessary, Lessons Learned Meetings
- Act as a mentor to the more junior members of the team and actively transfer knowledge and experience for the betterment of others.
- Actively engage in Kapnick sponsored and self directed training opportunities
- Participate in projects and continuous improvement exercises for the betterment of the team and Kapnick as a whole
- Record significant events, emails, presentations, and project work in EPIC.
- Provide direction and oversight to Associate Team Members
- Create strong partnerships with carriers
- Foster strong client relationships
- Manage appropriate service boundaries with team and client
- Monitor and manage voice mail, incoming mailboxes, outlook and activities, per agency guidelines
- Pursue a program for personal and professional development
- Attend and participate in department meetings, team meetings and training sessions as required
Other
- Perform your job in such a manner that other employees will consider it a pleasure and privilege to work with you
- Offer innovation and process improvements where possible to help with agency wide improvements and efficiencies?
- Regular and timely attendance is an essential function of the job.
- Perform other duties as assigned
