Client Executive, Advisory Market - Newport Beach, CA
Guardian is seeking a Client Executive to strategically manage a portfolio of large, complex client relationships within our Group Benefits business. This role is accountable for delivering an exceptional client experience while driving retention, profitable growth, and strong business outcomes.
About the role
As the primary point of contact for clients and broker/consultant partners, the Client Executive brings a consultative, strategic approach to managing relationships, shaping client solutions, and executing strategies that deliver long-term value for both the client and the business.
Responsibilities
- Own and manage a portfolio of sophisticated client accounts, delivering strong outcomes across retention, growth, and profitability
- Build trusted relationships with clients and broker/consultant partners, positioning Guardian as a valued, long-term partner
- Lead the renewal process end-to-end, including strategy development, data analysis, pricing alignment, and execution of rate actions
- Drive client strategies that support key business priorities, including:
- Persisting customers through proactive engagement and relationship management
- Growing premium by identifying cross-selling opportunities across in-force clients
- Maintaining disciplined focus on case- and book-level profitability
- Supporting thoughtful, effective annual enrollment strategies
- Partner closely with sales, underwriting, and internal teams to deliver aligned, integrated client solutions
- Lead client strategy discussions and planning sessions, balancing client needs with business objectives
- Identify opportunities to expand and strengthen client relationships, driving long-term value and revenue growth
Requirements
- 5+ years of group insurance or account management experience, preferably with large or complex clients
- Proven ability to manage broker/consultant relationships and influence client outcomes
- Strong analytical skills, with the ability to translate data into actionable strategies
- Consultative selling mindset with experience identifying growth and cross-sell opportunities
- Deep understanding of group benefits products and client lifecycle management
- Strong communication and presentation skills, with the ability to engage senior stakeholders
- Ability to work across teams and navigate a complex, matrixed organization
- Adaptability, sound judgment, and a strong focus on delivering results in a fast-paced environment
- Proficiency in Microsoft Office, Salesforce, Tableau, and related tools
Why this role
- High-impact opportunity to shape client strategy across large, complex accounts
- Direct influence on retention, growth, and profitability outcomes
- Visibility across senior leaders, broker partners, and key clients
- Opportunity to operate as both a relationship leader and a business driver
Schedule
- Hybrid work model
- Must reside within Southern California
- Approximately 30% travel is required for this position
Pay
The salary range for this position is $134,460.00 - $184,890.00. The salary ultimately will be determined based on the education, experience, knowledge, and abilities of the successful candidate. In addition to salary, this role may also be eligible for annual, sales, or other incentive compensation.
Benefits
Guardian offers contemporary, supportive, flexible, and inclusive benefits and resources, including:
- Skill-building and leadership development opportunities
- Philanthropic opportunities to build communities and grow your career
- Comprehensive benefits for full-time eligible employees (explore more at www.guardianlife.com/careers/corporate/benefits)