Client Growth Manager, Insurance

About Us

PrismHR is the leading payroll, benefits, and HR software for Human Resource Outsourcing (HRO) organizations, including Professional Employer Organizations (PEOs) and Administrative Service Organizations (ASOs). Powering more than 80,000+ companies, 2.5 million worksite employees, and $85 billion in payroll processed annually, PrismHR is the most efficient, reliable, and scalable software solution to help PEOs and ASOs grow and prosper. The PrismHR platform is a complete, integrated HR solution supporting the full "hire-to-retire” lifecycle of HR services. And PrismHR provides a wide range of additional resources that go beyond just technology and support: PrismHR SEEDS sales and marketing program, the annual PrismHR LIVE Conference, and numerous learning opportunities throughout the year are all designed specifically to help PrismHR customers grow their business.

Position Summary The Client Growth Manager, Insurance is responsible for expanding adoption of PrismHR’s insurance, benefits, and advisory solutions across the existing customer base. This role creates qualified growth opportunities through consultative discovery, customer outreach, customer strategic advisory discussions, and coordinated partner engagement. The CGM translates customer needs into actionable opportunities and partners with Benefit Sales Consultants and cross-functional teams to move qualified opportunities through quoting, contracting, implementation, and adoption.

Essential Duties and Responsibilities Build and manage a targeted growth plan for assigned PrismHR customers, prioritizing opportunities based on customer needs, employee populations, existing offerings, renewal timing, and revenue potential. Conduct discovery conversations to understand current benefit offerings, broker and carrier relationships, employee needs, administrative challenges, and growth objectives. Identify and qualify opportunities across advisory services, retail and voluntary products, broker-of-record or co-broker-of-record services, and other approved insurance solutions. Participate in strategic business reviews and customer planning sessions, presenting relevant solutions, growth insights, and recommended next steps. Create clear opportunity briefs and coordinate disciplined handoffs to Benefit Sales Consultants or designated sales resources for quoting, policy creation, contracting, and deal execution. Build trusted relationships with PEOs, ASOs, payroll service bureaus, HROs, and other PrismHR customers through consistent outreach, education, event participation, and scheduled check-ins. Partner with Customer Success, Sales, Sales Engineering, Product, Marketing, Professional Services, Support, and leadership to advance customer opportunities and resolve blockers. Translate customer feedback and market observations into actionable recommendations for product positioning, enablement, campaigns, and service improvements. Maintain customer confidence through clear communication, accurate follow-up, and ownership of next steps throughout the growth process. Serve as a primary sales liaison for designated carrier, broker, and solution-provider partners. Lead recurring partner sales pipeline and sales-alignment meetings to review opportunities, clarify ownership, coordinate outreach, and remove barriers. Maintain complete and accurate opportunity records in Salesforce, including outreach, discovery findings, customer needs, stage, value, next steps, risks, and partner involvement. Monitor pipeline health, conversion progress, attach rates, premium or revenue potential, and partner performance; identify actions needed to improve results. Prepare recurring updates for leadership summarizing pipeline, forecast, customer activity, etc. Develop strong working knowledge of employer-sponsored insurance and benefit solutions, including medical, dental, vision, life, disability, and voluntary benefits. Stay current on customer buying drivers, renewal dynamics, channel economics, competitive positioning, and trends affecting PEO and payroll customers. Educate customers on PrismHR’s insurance and advisory value proposition in clear, practical language. Regular, on-site attendance is an essential job function due to the need for secure access to systems, collaboration on sensitive technical matters, participation in operational meetings, and hands-on involvement. Some domestic travel may be required to attend team onsite meetings, client visits, customer events, industry conferences, and training sessions. This may include air travel, ground transportation (including cars, taxis, or rideshare services), and in some cases potential public transportation. Marginal Functions Build, maintain, and promote relationships with team members, peers across disciplines, and all other company team members, ensuring effective coordination of communications and services affecting clients. Participate in special projects or initiatives, such as system upgrades, process improvement efforts, or pilot programs involving new tools or workflows. Complete projects and other duties as assigned by supervisor. Knowledge, Skills, and Abilities

Excellent communication and interpersonal skills, with the ability to collaborate effectively across teams and build positive working relationships. Communicates clearly and professionally in both written and verbal formats. Strong time management skills, with the ability to prioritize effectively in a fast-paced environment. Strong ability to collaborate effectively with internal departments to support seamless operations and workflow coordination. Strong work ethic and commitment to teamwork, contributing positively to a collaborative and supportive work environment. Strong commercial acumen with a customer-centric growth and retention mindset. Consultative discovery expertise with the ability to identify client needs and position tailored solutions. Executive-level communication, influence, and relationship-building skills across all organizational levels. Proven ability to collaborate and drive results through cross-functional and strategic partnerships. Disciplined pipeline management with a data-driven approach to forecasting, prioritization, and decision-making. High degree of ownership, adaptability, accountability, and follow-through in a fast-paced, evolving environment. Results-oriented approach with a focus on delivering measurable business impact and long-term customer success. Ability to navigate ambiguity, overcome obstacles, and maintain momentum toward organizational objectives. Ability to balance commercial goals with customer needs, operational realities, and a high-quality customer experience. Demonstrated success identifying, qualifying, and advancing expansion opportunities within an existing customer base.

Required Education & Experience

Bachelor’s degree or equivalent combination of experience and skills preferred. Five (5)+ years of experience in employee benefits, insurance, customer growth, consultative sales, account management, or a related field. Experience in Microsoft Office software (Outlook, Teams, Excel, PowerPoint) and demonstrated ability to learn other applications as needed. Working knowledge of employer-sponsored benefits and the roles of brokers, carriers, employers, administrators, and technology providers. Experience working with PEOs, ASOs, payroll service bureaus, benefit technology, brokers, carriers, or HR technology strongly preferred. Salesforce experience preferred. Experience with PrismHR, benefits enrollment technology, carrier connectivity, or insurance advisory services. Required Licenses and/or Certifications Health and Life insurance license or willingness to obtain an applicable license.

Physical, Mental, & Communication Demands

Physical Demands Sedentary Work: Primarily involves sitting for extended periods, often at a desk or computer. Manual Dexterity: Frequent use of hands and fingers to operate a computer keyboard, mouse, and other office equipment. Mobility: Occasional movement within the office to retrieve documents, access equipment, and collaborate with team members. Visual Acuity: Ability to read and analyze data on a computer screen (or to read and analyze data with reasonable accommodation) and in printed materials. Lifting & Carrying: Minimal physical lifting required, but may involve handling documents and lifting light office supplies. Travel: Occasional travel may be required for meetings, site visits, or leadership sessions. Mental Demands Critical Thinking: Ability to analyze customer needs, business challenges, market trends, and growth opportunities to develop effective recommendations and solutions. Decision-Making: Exercises sound judgment when prioritizing opportunities, coordinating resources, evaluating risks, and determining appropriate courses of action. Problem Solving: Identifies barriers to customer growth, investigates root causes, and develops practical solutions through collaboration with internal and external stakeholders. Attention to Detail: Requires accuracy when managing customer information, sales pipeline data, forecasts, contracts, handoffs, and partner communications. Multitasking: Ability to manage multiple customer relationships, growth initiatives, partner engagements, and competing priorities in a fast-paced environment. Adaptability: Responds effectively to changing customer needs, business priorities, market conditions, and organizational objectives. Strategic Thinking: Evaluates long-term customer opportunities, revenue potential, and business impacts to support growth planning and customer retention efforts. Concentration: Maintains focus while conducting discovery conversations, analyzing data, preparing forecasts, and managing complex sales cycles.

Communication Demands

Verbal Communication: Frequently communicates with customers, partners, leadership, and cross-functional teams to conduct discovery discussions, present recommendations, and advance opportunities. Written Communication: Prepares professional emails, opportunity summaries, pipeline updates, meeting materials, customer communications, and other business correspondence. Presentation Skills: Delivers information clearly and confidently during customer meetings, strategic business reviews, partner discussions, and leadership updates. Interpersonal Skills: Develops and maintains productive relationships with customers, brokers, carriers, partners, and internal stakeholders through professional and collaborative interactions. Active Listening: Effectively gathers customer needs, concerns, and objectives through attentive listening and thoughtful questioning. Negotiation & Influence: Uses consultative communication and influencing skills to gain alignment, encourage engagement, and advance qualified growth opportunities. Cross-Functional Collaboration: Regularly exchanges information and coordinates activities with Sales, Customer Success, Marketing, Product, Support, Professional Services, and leadership teams. Cultural Sensitivity: Communicates respectfully with individuals from diverse backgrounds, demonstrating awareness and inclusivity.

Environmental Conditions

This position is performed in a professional office environment and requires regular use of computers and standard office equipment. The work setting is climate-controlled with typical office lighting and low to moderate noise levels. The role involves extended periods of screen time, in-person collaboration and meetings, and minimal exposure to physical hazards. This role may involve extended periods of sitting during travel and meetings, as well as standing and walking during client visits and events.

Disclaimer

This job description in no way states or implies that these are the only duties to be performed by the employee filling this position.

The employee will be required to follow any other job-related instructions and to perform any other job-related duties requested by management.

Management has the right to add, revise, or delete information in this job description.

Reasonable accommodation will be made to enable qualified individuals with disabilities to perform the essential functions of this position.

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