About Venbrook
Venbrook Insurance Services is a national leader in insurance and risk management solutions. We support clients across diverse sectors, offering tailored strategies to protect their people and operations. Our Employee Benefits and Student Insurance Group specializes in creating high-value benefit programs, backed by analytics, compliance guidance, and responsive service.
Department: Student Insurance
Reports To: Senior Vice President, Service
Location: California (Hybrid)
Classification: Exempt
About the Role
The Client Executive is accountable for renewing and retaining a designated book of Student Insurance clients. That is the core of the job: leading renewal strategy and carrier negotiations, showing clients what their claims and plan performance mean, and earning the right to keep the business each year. You own the decision-maker relationships at each institution, typically risk managers, student health center directors, business officers and bursars, athletic directors, and international student services leaders, and you step in when a claim or service issue needs a more senior hand.
You also own the implementation of the business, carrying a sold account from close through to live. This role is based in California, since regular travel to client campuses is a significant part of the job. It suits someone with five to seven years of account management experience in insurance who is comfortable with data, negotiation, and being the person clients call first.
What You'll Do
Client service and strategy
- Own the retention of a designated book of business, and independently market, renew, service, and invoice those accounts.
- Own the decision-maker relationships at each institution, typically risk managers, student health center directors, business officers and bursars, athletic directors, and international student services leaders, while the Client Manager handles the day-to-day working contacts.
- Develop and maintain strong, trusting relationships with clients, understanding their needs and responding to all inquiries within 24 business hours.
- Conduct regular meetings and strategic reviews to discuss plan performance, address concerns, and explore opportunities for service enhancement.
- Manage day-to-day client servicing, resolving inquiries and complaints related to insurance products, policy changes, benefits, claims, and billing.
- Step in on escalated claims and service issues that go beyond what the Client Manager can resolve, and see them through with the client and carrier.
- Prepare and present detailed presentations, carrier policies, and reports so clients can review claims data and coverage recommendations.
- Own a client service calendar aligned to the academic year, covering enrollment periods, waiver deadlines, and renewal milestones.
- Conduct client trainings each year.
- Report to the SVP and Student Insurance leadership on account status, financial, servicing, and renewal progress as needed and upon request.
- Travel approximately 25% of the time to clients across California and at the direction of the SVP.
Renewals, marketing, and analysis
- Market, analyze, and negotiate renewals with carriers on behalf of clients to secure competitive premiums and policy terms.
- Use actuarial rate setting and claims analysis, including Milliman, to inform renewal strategy and client recommendations.
- Prepare renewal contracts, review policies for accuracy, process endorsements, process invoices, and set up files.
- Demonstrate a strong understanding of coverages and policy terms and articulate them clearly to client stakeholders.
- Lead responses to RFPs and public procurement processes, including bid requirements and board approval timelines.
- Maintain strong working relationships with national and specialty carrier partners, staying current on products, appetites, and program changes.
Implementation and data
- Own implementation of new business, internally and externally, carrying each sold account from close through to live, including kickoff, carrier and vendor setup, enrollment build, and the handoff into ongoing service.
- Own renewal implementation for existing clients, including plan and rate changes, updated materials, and confirming everything is accurate before the new plan year begins.
- Manage enrollment file exchange, including 834 and other formats, and administer SFTP sites and file transfers with carriers and vendors.
- Oversee the setup, testing, and accuracy of custom enrollment portals for assigned clients.
- Maintain client files and records in Salesforce, AMS360, and other systems, documenting all account activity clearly enough for others to pick up.
- Uphold documentation, data-accuracy, and errors-and-omissions (E&O) standards across client records and deliverables.
Compliance and growth
- Support compliance across the product portfolio, recognizing that requirements vary by product: ACA-related requirements for student health plans, F-1 and J-1 visa coverage requirements for international student plans, state insurance code and athletic association rules for K-12 and athlete accident plans, and HIPAA across the book.
- Assess and act on opportunities to develop additional account revenue by cross-selling other products in the portfolio.
- Stay current on student insurance market trends, carrier developments, and legislative and regulatory changes affecting school and student coverage.
- Perform additional duties and special projects as assigned.
What You Bring
- Client relationship management: a trusted advisor to school and college leadership who earns retention through service.
- Communication and presentation: clear and credible with client stakeholders, in writing and in the room.
- Analytical strength: comfortable with claims data, renewal analysis, and the numbers behind a recommendation.
- Negotiation: secures competitive terms with carrier partners.
- Significant attention to detail and strong problem solving, with sound judgment on escalations.
- Ownership: carries a book independently and keeps every commitment visible and on schedule.
Required
- Minimum 5 to 7 years of account management experience in the insurance industry.
- California Life & Health license, required within 90 days of hire.
- Bachelor's degree or equivalent work experience.
- Residence in California, with the ability to travel to clients approximately 25% of the time.
- Excellent verbal and written communication, with the ability to address complex issues and present solutions clearly.
- Significant attention to detail.
- Strong analytical and problem-solving ability, with strategic thinking and sound decision-making.
- Ability to handle escalations involving students and educational institutions effectively.
- Experience with enrollment files (834 and other formats) and SFTP site administration.
- Proficiency with Microsoft 365 (Outlook, Teams, Excel, Word, PowerPoint, SharePoint), with advanced Excel.
- Proficiency with Salesforce and AMS360.
Nice to Have
- Background in student health.
- Experience with Milliman or comparable actuarial and claims analysis tools.
- Experience responding to public sector RFPs and board approval processes.
- Experience with custom enrollment portals and carrier file feeds.