Careers

Hilb Group of New England – Merrimack is a dynamic and innovative firm.

It is a small company with big ideas, proven results, and more than 25 years in the industry. Being a Hilb Group Company pushes us to strive to embrace and embody the company’s four core values – Passion, Trust, Collaboration, and Integrity. Utilizing these values, brokers are able to bring interesting solutions to clients and prospects that allow customers to realize significant savings in one of the most expensive cost centers of running a business.

Being a Broker at Hilb Group of New England – Merrimack will allow you to be:
  • Entrepreneurial – Grow your business inside the support of a growing company.
  • Mission-driven – Support local charities that are meaningful to you.
  • Earn competitive pay – Commission structures that pay you for the effort and work you put into your job
  • Bring leadership to the industry – Creating unique offers, such as InCap, that allow clients to band together while still maintaining their individual control.

Join our team.

Careers

Classification: Exempt Level: Management Reports to: President & CEO
Summary/Objective
The Director of Sales will help establish the sales targets to meet Clark & Lavey’s financial objectives. He/she will develop strategic sales plans based on CLBSI’s goals that promote sales growth and customer satisfaction for the organization and use Salesforce to manage/analyze the tracking of leads, client activities, sales, lost opportunities, etc.  Additionally, he/she will build, develop and manage a sales team capable of achieving sales goals and delivering outstanding customer service.  The Director will provide regular coaching and mentoring to all members of the Sales team.
Essential Functions
Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
  • Develops annual sales plan in support of CLBSI’s strategy and objectives.
  • Directs implementation and execution of sales policies and practices.
  • Presents sales, revenue and expense forecasts to the Management Team and reports progress in attaining same.
  • Analyzes sales statistics to formulate policy and provides reports to the President & CEO and CFO.
  • Prepares periodic sales report showing sales volume, potential sales, and areas of proposed client base expansion (via Salesforce.com.)  Works closely with CLBSI management team to establish sales goals and plans for each Producer or Corporate Benefits Advisor.
  • Ensures communications are coordinated, support sales plan objectives and meet organizational expenditure requirements in conjunction with the President & CEO, and Chief Financial Officer.  Coordinates liaison between the Sales Department and other sales-related units.
  • Recruits new producers/Corporate Benefits Advisors; screens and tests candidates.
  • Regularly coaches and manages the performance of Brokers and Corporate Benefits Advisors.
  • Motivates and energizes these individuals to make proactive decisions in all communications with clients and prospective clients.
  • Implements a sales training and orientation program to educate new hires as the company grows.  Develops Producers and CBA’s in the areas of product knowledge and sales.  Assesses the sales abilities of job incumbents on an ongoing basis (for new and existing sales employees.)
  • Manages Salesforce.com broker activities and reviews the same each week with the Brokers/Corporate Benefits Advisor and bi-weekly with the CEO and CFO.
  • Partners with the CEO to direct the company’s Marketing function and ensures alignment with sales strategies.
  • Identifies emerging markets and market shifts and recommends sales strategies for improvement based on market research and competitor analyses.
  • Monitors and evaluates the activities and products of the competition.
  • Represents CLBSI at trade association meetings to promote product
  • Assists in establishing compensation/Total Rewards structure for Producers and CBA’s in conjunction with the President & CEO and Chief Financial Officer.
  • Performs other related duties as assigned.

Competencies
  • Problem Solving/Analysis. (Uses logic and reasoning to identify strengths and weaknesses of alternative solutions, conclusions or approaches to problems.)
  • Business Acumen.
  • Client Relationship Management Systems: strong working-knowledge of Salesforce.com
  • Strategic Thinking.
  • Results Driven.
  • Leadership (Coaching/mentoring)
  • Customer Focus.
  • Technical Capacity.
  • Communication Proficiency (Exceptional verbal and written communication skills.
  • Influencer (Persuades others to change their positions, minds or behaviors.)

Supervisory Responsibility
This position is directly responsible for managing CLBSI’s Producers and Corporate Benefits Advisors.
Work Environment
This position operates in a professional office environment and in the field (i.e. client calls.) This role routinely uses standard office equipment such as computers (i.e. desktop and laptop,) phones, photocopiers, filing cabinets and fax machines.
Physical Demands
The physical demands described are representative of those that must be met by an employee to successfully perform the essential functions of this job.  While performing the duties of this job, the employee is regularly required to talk and hear.  He/she is also required to stand, walk, use hands to finger, handle or feel and reach with hands and arms.
Position Type and Expected Hours of Work
This is a full-time position. Evening and weekend work may be required as job duties demand.
Travel
This position requires frequent travel, more than 50%.  Most travel is inside the local area and occasionally may require overnight lodging. Some travel may be outside of New England.
Required Education and Experience
  • Bachelor’s degree in business administration, sales and marketing or related field; MBA preferred
  • Ten+ years’ experience in Sales; highly desirable in the benefits industry
  • Five years’ experience in sales management (leading a team of sales professionals)
  • 2-3 years User experience with Salesforce.com

Other Duties
Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee for this job. Duties, responsibilities and activities may change at any time with or without notice. Interested candidates should submit their resume and salary expectations through the form on this page. Cover Letters can be addressed to Jennifer Hayes, HR Practice Leader.
Reports to: President, Chief Executive Officer (Sales Manager)  
Position Summary
The Corporate Benefits Advisor/Broker will help drive sales of Clark & Lavey’s products in the marketplace and manage client relationships. The incumbent will be assigned a sales quota and achieve success by prospecting/identifying client leads and/or retain current clients by selling benefits solutions and value-added services to customers. A competitive compensation structure is included.  
Duties and Responsibilities
  • Achieves annual sales quota for new and retention business.
  • Optimizes customer satisfaction for assigned accounts.
  • Maintains an assigned, existing book of business plus identifies/develops additional opportunities for revenue growth.
  • Works collaboratively with the Client Services team to continually improve business performance and deliver unparalleled customer service.
  • Creates a competitive advantage throughout the lifecycle of the customer’s affiliation with Clark & Lavey. Strives to build and cultivate relationships client and prospective client companies.
  • Conducts the pre-renewal, proposal delivery, and open enrollment meetings.
  • Applies strong knowledge of all lines of coverage and options to develop a strategic plan to provide optimal solutions to achieve client objectives.
  • Negotiates with carriers regarding rates, plan details and rate guarantees on a client specific basis. Must possess knowledge of state issues, client market size, evaluation of carrier policies, procedures and recognizing opportunities to obtain the best possible rate and contractual provisions for Clark & Lavey clients.
  • Recognizes, communicates, and follows-up on items that require escalation and communication to appropriate parties.
  • Strictly adheres to all Clark & Lavey policies and procedures.
  • Participates in carrier functions to improve knowledge and operational efficiencies.
  • Attends development seminars, webinars and lectures to enhance professional and personal development.
  • Performs other duties as assigned.
Competencies
  • Must possess extensive knowledge with employee benefits, healthcare and the Affordable Care Act.
  • Strong communication and presentation skills.
  • Maintains strict confidentiality and exercises the utmost discretion with clients, claims data and HIPAA regulations.
 
Experience and Qualifications
  • B.S. or B.A. in Business Administration (preferred)
  • Minimum of 4-6 years’ experience producing external sales and achieving all sales targets; preferably in the employee benefits industry or human resources related field.
  • Licenses: Life, Accident and Health License Required
  • Strong PC skills; must be capable of using Microsoft Suite Office Products (Outlook, Excel, Word) seamlessly; additionally, has to navigate within a local area network, our CRM (Salesforce), carriers' and vendors' websites and database systems.
FLSA Status: Exempt Department: Client Services Team Reports to: Client Services Manager
Position Summary
The Client Services Account Manager performs benefits plan consultation and design in conjunction with the Account Executive / Broker, quoting for new and renewal clients, develops proposals throughout the year and supports at least 30 clients (of all variations) by delivering outstanding, value-added customer services. NOTE: Client Services Account Managers have previously acquired and are required to maintain a Producer License (Life, Accident and Health).
Duties and Responsibilities
  • Maintain, in good standing, a Producer License (Life, Accident and Health) within Massachusetts or New Hampshire.
  • Are fully proficient in lines of coverage and options available with employee benefit plans (i.e., Health, Dental, Life, STD, LTD, Vision, LTC and stand-alone voluntary products).
  • Strict adherence to CLBSI policy on all items pertaining to client confidentiality, HIPAA regulations, and knowledge of client/employee claims. Has a comprehensive understanding of how protected health information is handled and our role in the process.
  • Provides a high level of customer care by having regular contact and developing relationships throughout the year with the client and being responsive to specific questions or requests.
  • Works effectively and efficiently in partnership with the Account Executive / Broker on all jointly assigned clients.
  • Understands the components of each assigned client’s employee benefit plan.
  • Works in conjunction with the Account Executive / Broker to develop a detailed and accurate request for proposal for the insurance carriers.
  • Reviews and negotiates rate, plan details, rate guarantees and benefit contract terms to ensure conformance with the request for proposal or renewal quote request. (The negotiation is based upon knowledge of state issues, client market size, evaluation of carrier policies, procedures and recognizing opportunities to obtain the best possible rate and contractual provisions for CLBSI clients.)
  • Identifies cost-savings opportunities and educates clients and prospective clients on how to achieve. Calculates premiums from factors and rates provided by insurance carriers, analyzes loss ratios, claims experience, specific and aggregate factor utilization, current cost and premium savings comparison analysis reports for client proposals, and HRA/HSA illustrations.
  • Prepares client shells and proposals, including product options, regulatory materials, standard liability protection documents and other value added materials for the Account Executive / Broker. Notifies carriers at time of new business installation, supports pre and post open enrollment service on carrier transition issues and internal record updating.
  • Partners with the Account Executive / Broker to schedule client meetings, including pre-renewal, proposal delivery, and conducts open enrollment meetings. Also, participates in “Control the Controllables” meetings and helps develop/support strategies to enhance members’ consumerism.
  • Shares responsibilities for client retention (CLBSI Target – 90%) with the Account Executive / Broker requiring attentiveness to client needs, sharing of information, solution development, responsiveness and basic problem resolution.
  • Acts as a steward on behalf of CLBSI with carrier representatives.
  • Maintains all CLBSI client files and internal records such as (but not limited to): BORC’s, BAA’s, renewal calendar, client birthday lists, newsletter lists, etc. including communication to all appropriate parties.
  • Provides accurate and thorough interpretation of benefits, claims processes, eligibility, enrollment policies and explanation of completed resolutions into basic client service requests/issues across all lines of coverage.
  • Escalates items that require the Client Services Manager’s, client’s broker or COO’s review based upon the situation that is encountered; examples: a client communication, a carrier issue, a contractual issue, or any other issue that impacts other internal and external clients.
  • Time management of all assigned accounts both for new business and renewal process to ensure smooth handling of quoting, proposal generation, timely proposal deliverance, implementation and follow-up with carriers, creation of the client administration manual and all other relevant business needs.
  • Uses professional written and verbal communication skills with all internal and external business partners.
  • Adheres to CLBSI policies and procedures.
  • Utilizes the Benefits Advisors Network (BAN) services when applicable such as Smart services, library, alerts, webinars, and more.
  • Participates in projects and any other tasks as assigned by management.
  • Attends professional development seminars, webinars, lectures and events to continue personal development.
  • Provides training, through job shadowing, to new members of CLBSI with regards to new and renewal account life cycle process.
Experience and Qualifications
  • Minimum of 3-5 years’ experience in the benefit insurance industry, health insurance customer service/claims, benefit administration, employee benefit sales or service.
  • Possesses an Active Life, Accident and Health Insurance license.
  • Demonstrated experience conferring with customers by telephone or in person to provide information about products, services, or obtaining and recording the details of a complaint and keeping records of actions, interactions and transactions related to its resolution.
  • Demonstrated experience in resolving customers' service or billing issues or complaints.
  • Strong analytical, problem solving, time management, communication and decision-making skills are essential.
  • Exhibits positive and proactive approach to working with teammates, brokers, management, insurance carriers, and all CLBSI clients and vendors.
  • Strong PC skills, Microsoft Office applications knowledge and ability to navigate within a local area network, along with carrier sites.
Physical Demands/Work Environment
  • Employee may be required to travel as needed; anywhere up to 25% throughout the year to attend client, carrier and corporate events.
  • Noise level in the work environment is usually moderate; limited exposure to physical risk.
Reports to: Client Services Manager  
Position Summary
  The Account Representative performs benefits plan quoting for new and renewal clients, develops proposals throughout the year and supports at least 30 clients (of all variations) by delivering outstanding, value-added customer services. NOTE: Account Representatives are required to obtain a Producer License (Life, Accident and Health) within 90 days of being hired or promoted.  
Duties and Responsibilities
 
  • Obtain a Producer License (Life, Accident and Health) within Massachusetts or New Hampshire.
  • Become fully proficient in lines of coverage and options available with employee benefit plans (i.e., Health, Dental, Life, STD, LTD, Vision, LTC and stand-alone voluntary products).
  • Strictly adhere to Clark & Lavey policy on all items pertaining to client confidentiality, HIPPA regulations, and knowledge of client/employee claims. Understand how protected health information is handled and our role in the process.
  • Provide a high level of customer care by having regular contact and developing relationships throughout the year with the client and being responsive to specific questions or requests. Work effectively and efficiently with Benefit Consultants on all jointly assigned clients.
  • Understand the components of each assigned client’s employee benefit plan.
  • Consult with the Benefit Consultant to develop a detailed and accurate request for proposal for the insurance carriers.
  • Review rate and benefit contract terms to ensure conformance with the request for proposal or renewal quote request.
  • Negotiation of carrier rates, plan details, and rate guarantees on a client specific basis. The negotiation is based upon knowledge of state issues, client market size, evaluation of carrier policies, procedures and recognizing opportunities to obtain the best possible rate and contractual provisions for Clark & Lavey clients.
  • Basic understanding of how to calculate premiums from factors and rates provided by insurance carriers, analyze loss ratios, claims experience, specific and aggregate factor utilization, current cost and premium savings comparison analysis reports for client proposals, and HRA/HSA illustrations.
  • Prepare client shells and proposals, including product options, regulatory materials, standard liability protection documents and other value added materials.
  • Conduct carrier notification, new business installation, support of pre and post open enrollment service on carrier transition issues and internal record updating.
  • Attend client meetings for pre-renewal, proposal delivery, and open enrollment with benefits consultant.
  • Share responsibilities for client retention with the assigned Benefits Consultant, requiring attentiveness to client needs, sharing of information, solution development, responsiveness and basic problem resolution.
  • Maintenance of Clark & Lavey client files, internal records (BORC’s, BAA’s), communicate changes to renewal calendar, client birthday lists, newsletter lists, etc. to all appropriate parties.
  • Provide accurate and thorough interpretation of benefits, claims processes, eligibility, enrollment policies and explanation of completed resolutions into basic client service requests/issues across all lines of coverage.
  • Time management of all assigned accounts both for new business and renewal process to ensure smooth handling of quoting, proposal generation, timely proposal deliverance, implementation and follow-up with carriers, creation of the client administration manual and all other relevant business needs.
  • Professional written and verbal communication with all internal and external business partners.
  • Adherence to Clark & Lavey policies and procedures.
  • Participate in projects and any other tasks as assigned by management.
  • Attend professional development seminars, webinars, lectures and events to continue personal development.
 
Experience and Qualifications
 
  • Minimum of 1-3 years experience in the insurance industry, health insurance customer service/claims, benefit administration, employee benefit sales or service.
  • Active Life, Accident and Health Insurance license or ability to obtain one within three months of hire.
  • Demonstrated experience conferring with customers by telephone or in person to provide information about products, services, or obtaining and recording the details of a complaint and keeping records of actions, interactions and transactions related to its resolution.
  • Demonstrated experience in resolving customers' service or billing issues or complaints.
  • Strong analytical, problem solving, time management, communication and decision-making skills are essential.
  • Exhibits positive and proactive approach to working with teammates, brokers, management, insurance carriers, and all Clark & Lavey clients and vendors.
  • Strong PC skills; Microsoft Office applications, and ability to navigate with a local area network.
 
Physical Demands/Work Environment
  Employee may be required to travel as needed; anywhere up to15% throughout the year to attend client, carrier and corporate events. Noise level in the work environment is usually moderate; limited exposure to physical risk.

Please submit the form below to apply.

Phone Number

603.883.3773

Hours

Monday - Friday 8:00 am - 5:00 pm

Discover the Hilb Group Difference

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Benefits

Tailored benefits that meet your needs, and service that exceeds your expectations. We provide optimal, cost-effective solutions that deliver long-term value.

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Captives

InCap®, Hilb’s group captive is a proven solution to controlling escalating health premiums. It offers the control of self-funding, but with greater stability.

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