Risk Advisor, ICHRA

About the Role

This full-time sales role is designed to maximize time in the market building relationships, prospecting, meeting with clients, and developing new business opportunities. Regular presence in office is expected to support collaboration, training, team engagement, and internal relationship-building. Work location and scheduling will vary based on client, prospect, and business needs.

The ICHRA Risk Advisor is responsible for driving new business growth by selling Individual Coverage Health Reimbursement Arrangement (ICHRA) solutions to employers. This role combines consultative sales with subject matter expertise, partnering with clients to design, communicate, and implement modern benefits strategies while helping build and scale the agency’s ICHRA practice.

Responsibilities

• Prospect, qualify, and close new ICHRA opportunities with employers of varying sizes.
• Build and maintain a strong pipeline to achieve new business goals and revenue.
• Lead client-facing meetings, including discovery, strategy discussions, and proposal presentations.
• Educate employers on ICHRA strategy, financial models, compliance considerations, and plan design.
• Deliver presentations, webinars, and group education sessions to clients and prospects.
• Develop tailored solutions and strategic recommendations aligned to client goals and workforce needs.
• Support pre-sale analysis including plan design, cost modeling, and implementation strategy.
• Represent the agency at networking events, conferences, and carrier, TPA, and vendor partner meetings.
• Collaborate with internal teams (implementation, service, and enrollment) to ensure a strong client experience.
• Partner with Brand Marketing to develop and deliver sales tools, proposal templates, market insights, and thought leadership that strengthen our position as an ICHRA specialist.
• Contribute to the development and continuous improvement of the ICHRA practice, processes, and offerings.
• Stay current on ICHRA regulations, market trends, and competitive landscape to inform clients and strategy.
• Utilize the agency management system for daily activities, documentation, and assigned tasks.
• Engage in ongoing professional development and training to strengthen skills, knowledge, and effectiveness.
• Ensure compliance with agency processes, confidentiality standards, and quality metrics.
• Work on projects and other work as assigned.
• Effectively use MS Office, standard office applications, and other technologies.
• Skillfully use AI tools (Copilot, ChatGPT, etc.) to aid work and efficiency.
• Work effectively with all team members, provide backup support, and contribute to team collaboration.
• Demonstrate alignment with our purpose, values, and culture.

Skills

• Demonstrated success in prospecting, pipeline development, and closing complex consultative sales.
• Strong understanding of ICHRA strategy, compliance, and employee benefits landscape.
• Ability to communicate complex concepts clearly to C-suite and HR decision-makers.
• Strong presentation, facilitation, and client education skills.
• Entrepreneurial mindset with the ability to both sell directly and help build a new practice.
• Ability to simplify complex information into clear, client-friendly guidance.
• Strong analytical and problem-solving skills, with the ability to translate data into recommendations.
• Highly organized with the ability to manage multiple priorities in a fast-paced environment.
• Collaborative, team-oriented approach with a strong client-first mindset.
• Comfort working independently while contributing to a broader growth strategy.
• Proficiency with agency management systems, carrier platforms, and technology-enabled tools.
• Commitment to continuous learning and staying ahead of industry trends.
• Flexibility and willingness to take on additional work and projects assigned.
• Strong MS Office skills, experience with agency management systems, and carrier platforms.
• Proficient with AI tools, AI-assisted workflows, and ability to learn new/future technologies and tools.
• Self-motivated, strong work ethic, adaptable, stress tolerance to overcome hurdles.
• Team player who consistently defaults to good.

Qualifications

• 3–5+ years of experience in employee medical benefits sales, voluntary benefits sales, or insurance administrator sales preferred.
• Active Life & Health license in good standing.
• Bachelor’s degree in business, finance, risk management, or related field preferred; high school diploma or equivalent required.

General Working Conditions

Fast-paced environment with significant telephone, email, video, and in-person interactions. Offsite client, network, and prospect meetings require non-standard working hours; expect evening events and some travel as a normal course of business.

Ability to view computer monitors for extended periods of time.

Culture rooted in collaboration, integrity, trust, respect, creativity, and fun.

Pay

This is a commission-based role. During the initial validation period, a draw may be provided. Total compensation can range from $50,000 to $200,000+ based on performance. Compensation offered will be determined based on factors including experience, skills, training, location, certifications, and education. Actual earnings will vary, and compensation decisions are made on a case-by-case basis.

Benefits

• Comprehensive benefits, including family medical and dental insurance programs.
• 401K plan participation.
• Paid time off (PTO).
• Licensing and continuing education reimbursement.

About Smith Brothers

Smith Brothers Insurance is a Top 100 National Broker with over 50 years of being independently operated. We are multi-disciplined with expertise in Commercial Lines, Personal Lines, Employee Benefits, Surety, Group Retirement Plans including 401(k) and 403(b) Plans, Risk Management, and Financial Services.