The Client Executive is a senior level role responsible for serving as the single point of accountability for client strategy, integration, and executive engagement across complex large market accounts.

This role operates as the strategic quarterback, aligning cross-functional expertise, driving measurable client outcomes, and ensuring a consistent “One Lockton” experience across practices and geographies for our largest, most complex clients.

Key Responsibilities

1. Strategic Client Leadership

• Own overall retention, and profitability of assigned client portfolio
• Lead development of integrated, forward-looking client strategies
• Align strategy to client business objectives, risk profile, industry and market dynamics
• CE Differentiator à moves beyond plan management and oversight to enterprise-wide strategic ownership

2. Integrated Execution Oversight

• Maintain accountability for end-to-end program strategic execution across all lines of coverage
• Ensure alignment between client strategy and outcomes
• Drive best-in-class program design, including optimizing best-in-class expertise across the portfolio
• CE Differentiator à focus on integration across client portfolio in coordination with Lockton’s best-in-class resources

3. Executive Engagement & Relationship Leadership

• Serve as the primary C-suite relationship leader
• Deliver executive-level strategy, insights, and storytelling
• Act as the face of Lockton for complex, multi-stakeholder environments
• CE Differentiator à elevates from trusted advisor to executive influencer and enterprise partner.

4. Revenue Growth on Current Clients

·         Partner with Producers and Practice Leaders to identify and execute organic revenue growth opportunities within current clients

·         Expand relationships and solutions across assigned clients by aligning Lockton capabilities to evolving client needs

·         Support stewardship, renewal strategy, and executive conversations that uncover opportunities for cross-sell, upsell, pricing improvement, and expanded service scope

·         Ensure alignment between client value, retention, profitability, and measurable organic growth

·         CE Differentiator à actively drives revenue growth within existing client relationships through strategic expansion and measurable client value

5. Team Leadership & Development

• Lead, coach, and develop high-performing client teams
• Establish clear roles, accountability, and team culture
• Foster a next-generation leadership development mindset
• CE Differentiator à builds and scales leadership qualities across teams

Core Competencies

• Executive Presence & Influence – credible advisor to C-suite stakeholders
• Strategic Synthesis – translates data, analytics, and risk insights into decisions
• Cross-Functional Leadership – orchestrates multiple SMEs into a unified strategy
• Commercial Acumen – drives growth, retention, and profitability
• Leadership & Talent Development – builds strong, scalable teams
• Change Leadership – champions transformation, innovation, and adoption

• Minimum 15+ years of experience managing large, complex client portfolios
• Demonstrated success in enterprise-level client strategy and leadership
• Experience navigating complex governance structures
• Strong analytical, communication, and executive presentation skills
• Deep knowledge of group benefits, funding strategies and market dynamics.
• Strong relationships with carriers and market partners.
• Advanced financial analysis and business acumen.
• Executive presence with ability to influence at senior levels.
• Internal candidates: Sr. AE in good standing with elevated performance-related scores (PULSE 3+, Performance Reviews 4+)
• External candidates:
  • Bachelor's degree in a business-related program or equivalent education and/or experience in the insurance industry
  • Current Life/Health insurance license or the ability to obtain immediately
  • Advanced knowledge of group benefits in multiple product lines (e.g., medical, dental, life, AD&D, disability)
  • Advanced knowledge of different financial arrangements and products available to clients (e.g., fully insured, minimum premium, ASO) with advanced knowledge around self-insured funding arrangement and concepts.
  • Excellent relationships with insurance/carrier markets in assigned areas, or ability to develop the same immediately
  • Intermediate/Advanced negotiation skills related to marketing and placement of insurance products.
  • A strong working knowledge of the changing vendor landscape including new entrants into the marketplace and cutting-edge products and solutions
  • Expert knowledge of federal and state legislation and legal issues related to the insurance industry
  • Ability to compile, analyze, and interpret complex financial information and data to facilitate decision making
  • Full proficiency in the use of AI tools (CoPilot) and Microsoft Suite.
  • Demonstrated executive presence and presentation skills, ability to influence at executive levels

“Own the strategy. Integrate the expertise. Deliver measurable outcomes.”