Client Management Market Leader - West Region

Job Overview

Guardian is seeking a Client Management Market Leader (CMML) to lead our Advisory West team within the large market segment. This highly visible leadership role is accountable for driving client retention, profitable growth, and market impact across a portfolio of large, complex cases (2,000+ lives). The CMML will lead and develop a seasoned team of Client Executives, ensuring disciplined execution of client strategies, strengthening broker and consulting relationships, and delivering differentiated outcomes for clients and the business.

The CMML provides strategic leadership and operational direction to an experienced team, ensuring consistent execution aligned to business goals. With a strong emphasis on large-case management, this role requires both strategic insight and disciplined execution to deliver sustained financial performance and exceptional client outcomes.

This leader is responsible for fostering a high-performance culture, reinforcing client management discipline and best practices, and optimizing book-of-business alignment to drive team effectiveness. The CMML will set clear expectations, provide ongoing coaching, and partner with team members on development plans aligned to Guardian’s priorities.

• A proven leader who sets high personal performance standards and leads by example, with a demonstrated ability to build and sustain alignment within a large market strategy.
• An operator with strong business and underwriting or service discipline, capable of navigating complex client needs while delivering profitable results.
• A collaborator who builds strong partnerships across Client Management, Underwriting, Distribution, and Home Office teams, and establishes credibility with broker and consulting firm leaders in the market.
• A change agent who inspires followership, drives accountability, and elevates performance across a seasoned, high-performing team.

Education:

Four-year college degree or equivalent work experience.

Experience:

• 5+ years of group insurance experience preferred.
• 3+ years of leadership experience in Account or Service Management.
• Demonstrated success leading high-performing teams, ideally within large market or advisory segments.
• Strong understanding of group insurance, large case strategy, and the broker/employer landscape.
• Experience in underwriting and/or frontline operational leadership strongly preferred.
• Must achieve required industry licensing within 90 days of hire and maintain through continuing education.

• Energize the team around clear, measurable outcomes aligned to Client Management’s core purpose: persisting customers, executing rate actions, and driving profitable growth.
• Lead disciplined execution across case-level and book-of-business-level profitability, balancing strong financial outcomes with high client satisfaction.
• Drive premium growth by expanding relationships with in-force clients, including cross-selling additional lines of business.
• Ensure thoughtful development and execution of annual enrollment strategies that support retention, client value, and long‑term growth.
• Build and strengthen relationships with broker and consulting firm leaders across the Advisory West territory to position Guardian as a trusted partner and enable sustained growth.
• Establish clear performance expectations, monitor results, and hold the team accountable for consistent delivery in a competitive large market environment.

• Translate change into clear business and client value.
• Build trust, engagement, and commitment across the team and key stakeholders.
• Foster resilience, adaptability, and strong followership in a dynamic market environment.

• Act decisively and proactively to move the business forward.
• Identify and advance opportunities to improve processes, elevate service, and drive growth across large, complex client portfolios.
• Leverage data and insights to inform decisions and enhance client and business outcomes.

As our Client Management Market Leader – Advisory West, you will report to the Head of Client Management – Advisory & Key Markets within Group Benefits.