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Guardian Life Insurance Company
Arizona, United States
14 hours ago


Do you want to be part of a high performing Large Market Sales and Client Management team?

Do you have a passion for building strong and lasting relationships with customers?  Are you a team player who is adept at collaborating across internal and external teams?  Is a culture where “People Count,” “We Do the Right Thing,” and “We Hold Ourselves to Very High Standards” important to you?  If so, Guardian is seeking a Senior Sales Support Analyst to join its Large Market Group Benefits Sales team. 

The Sr. Sales Support Analyst’s primary accountability is to act as the designated Field resource to support Sales Executives and Key Account Managers in the 1,000+ market.  They are accountable for following all (SOPs) Standard Operating Procedures for the Large Market RFP and New Business/Add Issue submission processes.  A successful Senior Sales Analyst must demonstrate strong product / business knowledge, collaboration / communication skills, project management and the ability to perform tasks using technology and systems utilized within Guardian (Outlook, Salesforce, CPS, Excel, Adobe, SharePoint, Access, etc.). The position must balance the needs of the clients with those of the business and respond to customer inquiries with the objective of selling new business, ensuring that client satisfaction, accuracy, competitiveness, and profitability are achieved.  Additional major responsibilities include negotiations with Underwriters, effective collaboration with Sales Executives and other team members, and managing the requoting of proposals as needed to help generate sales.

You Will:

Perform duties associated with Inventory Management, RFP processing, finalist presentations, and new business/add issue submission of Large Market (1,000+) cases.  Position works closely with Sales Executives, KAM’s, Rating, Underwriting, Proposal & Presentation Unit, Implementation, and Producers /Assistants to ensure that information required for releasing a competitive quote and submitting new business is received and processed accurately and in a timely manner. 

  • Manage RFP Inventory and Quote Process including:
    • reviewing RFP data, discerning what has been received and identifying what is needed to underwrite and release a quote,
    • completing project plan identifying key dates and milestones in the quote process to ensure a proposal can be released by the requested due date,
    • attend strategy calls, work closely with Proposal Unit to ensure formal proposal is released accurately.
  • Make recommendations regarding benefit / rate options based on analysis of RFP and assessment of customer’s buying triggers through consultative interactions with Sales Executives and customers. 
  • Engage key internal stakeholders needed to put together a comprehensive proposal strategy (i.e. dental recruitment, BenTech, Worksite, Enrollment)
  • Independently, or in collaboration with Sales Executives:
    • Meet with Underwriting to negotiate rates, exceptions, and approvals; 
    • Discuss RFP, plan design options, and multi-line options with Producers and their assistants,
    • Build strong relationships with underwriting, brokers, and their staff to ensure that customer needs are met while maintaining profitability and acceptable risk.
  • Proactively contact Producers / Assistants to follow up on quotes to gauge competitiveness and/or gather post-mortem data.
  • Assist in Finalist presentation preparations in collaboration with Proposal Unit, Sales Executive and key stakeholders as needed.
  • If Guardian is awarded the business, work closely with Sales Executive/Underwriter to finalize sold quote, complete Contract Comparison, EPOD kits, and initiate implementation process following SOP.
  • Handoff and transition case from sales to Implementation Manager. Participate in internal and external Implementation Calls hosted by the Implementation Manager.
  • Provide backup support in other sales regions for 1,000+ business as needed.
  • Serve as Subject Matter Expert on various Guardian systems and procedures.

Reporting Relationships

This position reports to the National Sales Support Manager.


You Have:

Functional Skills

  • Excellent communication skills
  • Excellent customer service soft skills
  • Strong consultative, negotiation, persuasion and influencing skills – sales orientation
  • Proven Strong Math / Analytical skills
  • Ability to build and maintain collaborative working relationships at all levels
  • Client focused
  • Planning and organization skills
  • Ability to pivot and multi-task as needed
  • Take Personal accountability
  • Ability to adapt to change
  • Ability to work independently
  • Goal oriented:  meets processing goals, etc.
  • Computer proficiency in Salesforce, MS Access, Excel, Word, CPS, and Outlook
  • Ability to represent Guardian in a professional manner
  • Solid knowledge of group insurance, products, and services
  • Awareness of underwriting principles and practices

Leadership Behaviors / Sales Competencies

This individual will be accountable for demonstrating Guardian’s leadership behaviors which directly link to our core values along with relevant functional competencies.

  • Adapt to Change
    • Ability to be resilient
    • Keep up with the evolving industry trends
    • Capacity to relate change to market/customer/employee needs to increase understanding and acceptance
    • Projects optimism around change
    • Involves others in change 
    • Builds trust and loyalty
    • Inspires action and commitment
  • Results Driven
    • Ability to generate accurate quotes in a timely manner
    • Productively balances speed and accuracy, multitasking
    • Strong attention to detail
    • Ability to follow procedures, manage the process appropriately and produce a quality result
    • Ability to continually prioritize for internal and/or external customers
  • Analytical
    • Analyze and synthesize information to understand issues, identify options, and support sound decision making
    • Ability to analyze viable proposals/ proposal options that would impact profitable growth
    • Uses statistical or other data to generate proposals and proactive add issue opportunities
    • Actively anticipates outcomes of various scenarios to impact results
    • Explores multiple options to overcome obstacles to achieve positive results
  • Business Acumen
    • Product knowledge - maintain continued knowledge on all of Guardian offerings
    • Makes appropriate decisions based on insights from the data
    • Proactively leverages competitive knowledge to craft proposal strategies
    • Baseline underwriting knowledge
    • Proficiency of Guardian systems (e.g., GCRS, CPS)
  • Collaborate with Others
    • Works collaboratively with peers to achieve RGO goals
    • Collaboration and participation with other departments to ensure quality and timely delivery of proposals
    • Collaborates with brokers and all parts of Guardian business (e.g., sales consultant, home office, Sales Leadership)
    • Ability to share best practices and improvements that benefit all of Guardian
    • Ability to have insight/be self-aware when collaborating with others in order to deliver results
    • Ability to say no to broker or sales rep and provide alternate solutions
    • Ability to use data to support a position both internally and externally
  • Effective Communication
    • Strong written and verbal communication skills
    • Ability to articulate a solution
    • Understands style and tailors approach to audience
    • Uses non-verbal communication methods effectively
    • Shares an appropriate amount of information
    • Listens effectively
    • Respectfully candid with integrity and facts
  • Personal Growth
    • Creates realistic and attainable program of professional development for self
    • Seeks out and listens non-defensively to feedback on self from various sources
    • Pursues opportunities for continuous learning
    • Creates environment where feedback is both shared and given
    • Proactively seeks industry learning opportunities

Position Qualifications

  • BA or BS degree preferred
  • At least 3 years of group insurance experience processing RFPs and producing formal Proposals (Large Market, 1000+ lives experience preferred)
  • Solid knowledge of group insurance, products, and services
  • Knowledge of underwriting principles and practices
  • Demonstrated success in servicing customers (Producers / Assistants / Planholders)

We Offer                     

  • Meaningful and challenging work opportunities to accelerate innovation in a secure and compliant way.
  • Competitive compensation package
  • Excellent medical, dental, supplemental health, life and vision coverage for you and your dependents with no wait period.
  • Life and disability insurance
  • A great 401(k) with company match
  • Tuition assistance, paid parental leave, and backup family care.
  • Dynamic, modern work environments that promote collaboration and creativity to develop and empower talent.
  • Flexible time off, dress code, and work location policies to balance your work and life in the ways that suit you best.
  • Employee Resource Groups that advocate for inclusion and diversity in all that we do.
  • Social responsibility in all aspects of our work. We volunteer within our local communities, create educational alliances with colleges, drive a variety of initiatives in sustainability.

About Guardian

Guardian has been helping people protect their futures and secure their lives for 160 years.  Every day, we serve approximately 29 million people through a range of insurance and financial products. We help people and their families pursue financial security and well-being in life, health, and wealth. We help companies take care of their employees. And we help people recover and thrive after unexpected loss.

From our founding in 1860, when a community of immigrants joined together to insure and protect their businesses and families, doing the right thing for our policyholders and customers has guided everything we do.  Our dedication to customers has helped us remain one of the most highly rated in client satisfaction and financial strength.  

And as one of the largest mutual insurance companies, we know what matters most: putting the needs of our customers first.  Because everyone deserves a Guardian.  Learn more about Guardian at

© Copyright 2021 The Guardian Life Insurance Company of America, New York, NY

Job Information

  • Job ID: 59387134
  • Location:
    Arizona, United States
    California, United States
    Oregon, United States
    Washington, United States
    Nevada, United States
    Utah, United States
    Idaho, United States
  • Position Title: Sr. Sales Support Analyst - West Region
  • Company Name: Guardian Life Insurance Company
  • Job Function: Sales/Business Development
  • Job Type: Full-Time
  • Job Duration: Indefinite
  • Min Education: BA/BS/Undergraduate
  • Min Experience: 2-3 Years
  • Required Travel: 0-10%
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