Client Executive

Key Responsibilities

1. Strategic Client Leadership

Own overall retention, and profitability of assigned client portfolio
Lead development of integrated, forward-looking client strategies
Align strategy to client business objectives, risk profile, industry and market dynamics
CE Differentiator à moves beyond plan management and oversight to enterprise-wide strategic ownership

2. Integrated Execution Oversight

Maintain accountability for end-to-end program strategic execution across all lines of coverage
Ensure alignment between client strategy and outcomes
Drive best-in-class program design, including optimizing best-in-class expertise across the portfolio
CE Differentiator à focus on integration across client portfolio in coordination with Lockton’s best-in-class resources

3. Executive Engagement & Relationship Leadership

Serve as the primary C-suite relationship leader
Deliver executive-level strategy, insights, and storytelling
Act as the face of Lockton for complex, multi-stakeholder environments
CE Differentiator à elevates from trusted advisor to executive influencer and enterprise partner.

4. Revenue Growth on Current Clients

· Partner with Producers and Practice Leaders to identify and execute organic revenue growth opportunities within current clients

· Expand relationships and solutions across assigned clients by aligning Lockton capabilities to evolving client needs

· Support stewardship, renewal strategy, and executive conversations that uncover opportunities for cross-sell, upsell, pricing improvement, and expanded service scope

· Ensure alignment between client value, retention, profitability, and measurable organic growth

· CE Differentiator à actively drives revenue growth within existing client relationships through strategic expansion and measurable client value

5. Team Leadership & Development

Lead, coach, and develop high-performing client teams
Establish clear roles, accountability, and team culture
Foster a next-generation leadership development mindset
CE Differentiator à builds and scales leadership qualities across teams

Core Competencies

Executive Presence & Influence – credible advisor to C-suite stakeholders
Strategic Synthesis – translates data, analytics, and risk insights into decisions
Cross-Functional Leadership – orchestrates multiple SMEs into a unified strategy
Commercial Acumen – drives growth, retention, and profitability
Leadership & Talent Development – builds strong, scalable teams
Change Leadership – champions transformation, innovation, and adoption

Requirements

Minimum 15+ years of experience managing large, complex client portfolios
Demonstrated success in enterprise-level client strategy and leadership
Experience navigating complex governance structures
Strong analytical, communication, and executive presentation skills
Deep knowledge of group benefits, funding strategies and market dynamics.
Strong relationships with carriers and market partners.
Advanced financial analysis and business acumen.
Executive presence with ability to influence at senior levels.
Internal candidates: all preceding qualifications listed, plus Sr. AE in good standing with elevated performance-related scores (PULSE Feedback 3.5+, Performance Reviews 4+)
External candidates:
Bachelor’s degree in a business-related program or equivalent education and/or experience in the insurance industry
Current Life/Health insurance license or the ability to obtain immediately
Advanced 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) with advanced knowledge around self-insured funding arrangement and concepts.
Excellent relationships with insurance/carrier markets in assigned areas, or ability to develop the same immediately
Intermediate/Advanced negotiation skills related to marketing and placement of insurance products.
A strong working knowledge of the changing vendor landscape including new entrants into the marketplace and cutting-edge products and solutions
Expert 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 AI tools (CoPilot) and Microsoft Suite.
Demonstrated executive presence and presentation skills, ability to influence at executive levels