What are the responsibilities and job description for the Client Advocate- Production Resource Group position at Lockton Companies Social Sourcing?
The Client Advocate works exclusively with a Lockton Producer to drive business growth by supporting new business activities, managing daily operations for the existing book of business, and leading internal collaboration to ensure strong client retention. This role is designed to maximize the Producer’s capacity to focus on revenue generation and expansion efforts across their book of business, the Denver office and the broader West Series. This role will also be eligible to participate in our variable compensation program.
Position responsibilities
New Business Activities (Sales Enablement – 70%)
• Research and identify target markets, businesses, and decision-makers; initiate contact and develop relationships to drive sales
• Acquire new business revenue across target regions and industry verticals
• Manage the sales pipeline through outreach, prospect research, cold calling, and networking
• Prepare for prospect meetings by gathering data, aligning team strategies, and developing presentation materials
• Manage the RFP process and develop responses with minimal oversight
• Create relevant content (e.g., marketing materials, white papers) tailored to target segments
• Identify and attend industry conferences, handling pre- and post-event engagement
• Support branding and exposure efforts through external marketing, trade associations, networking, and social media
• Maintain and grow strong industry relationships locally and nationally to support business development goals
Client Retention (15%)
• Maintain excellent client relationships by attending client meetings with or on behalf of Producer
• Manage identified client accounts on behalf of Producer with little guidance or oversight
• Establish a working knowledge of each account’s renewal process in order to provide valued assistance to account teams during the marketing and placement process
• Develop relationships with account teams to ensure positive client outcomes and that teams meet the expected standard of service
• Resolve client complaints, disputes, and grievances with internal and external partners
• Maintain high degree of confidentiality in dealing with client or internal issues
Day-to-Day Book Management (15%)
• Collaborate with Producer to design and execute a business plan, including market strategies, financial targets, marketing and personal development; evaluate and adjust efforts to optimize growth
• Oversee and refine standard operating procedures for client onboarding, renewals, client engagement, and reporting to drive efficiency and results
• Collaborate with the Producer and account team on revenue forecasting, budget creation, and resource planning
• Maintain and audit business tracking systems for new, lost, and existing accounts; provide reporting and insights into Producer
• Monitor production vs. budget and accounts receivable to ensure accurate revenue recognition and resolve discrepancies
• Stay current on insurance products and industry trends through networking and professional development
• Ensure all decisions and actions align with Lockton’s policies and procedures
• Perform additional duties as needed to support business operations
Position qualifications
• Bachelor’s degree and/or equivalent B2B sales experience required; bachelor’s or graduate degree in business-related field preferred
• Life & Health insurance license required
• Minimum of 5 years’ experience in developing relationships with the C-Suite relationships in a consultative sales environment
• Proven success selling complex insurance solutions to sophisticated business clients
• Strong understanding of client needs and broker differentiators; ability to identify opportunities through policy and document review
• Excellent analytical, research, and problem-solving skills, including the ability to address both standard and non-standard issues
• Strong written and verbal communication skills, with the ability to engage professionally and directly with clients
• Demonstrated interpersonal skills and ability to build effective relationships across all organizational levels
• Proficient in Microsoft Office; capable of handling mathematical calculations and data analysis
• Highly organized with strong attention to detail and time management skills; able to meet deadlines and manage competing priorities
• Discretion with confidential information and sound judgment in recognizing urgency and scope of authority
• Committed to continuous learning, including advanced insurance education
• Willingness to travel by car or plane and work flexible hours as needed
• Must be legally authorized to work in the United States
This position may be eligible to participate in our variable compensation program.
Lockton offers a competitive benefits package which includes medical, dental, vision, 401k plus match, life, salary continuation, long-term disability, wellness program, flexible spending accounts, legal benefit, identity theft protection, accident insurance, critical illness, hospital indemnity, pet insurance, and mental health benefits.
PLEASE NOTE- The salary range below is an estimate. The salary offered may vary depending on the candidate’s geographic location, job-related knowledge, experience, education, certifications, and skills.
