Account Executive

Job Summary:

The Senior Account Executive is the strategic leader of the client management team. With an advanced/expert level in supporting the client's benefits strategy for multiple levels of complexity, funding strategies, and needs. This person works closely with each client to develop and drive a benefits strategy aligned with organizational goals and objectives. The Account Executive supports the client in developing a measurement strategy to monitor the success of the programs implemented and recommends modifications as appropriate. A trusted advisor who is responsive and receptive to client needs, the Account Executive provides innovative solutions and industry best deliverables. The Account Executive provides leadership, direction, coaching and mentorship to the Account Managers and Account Analyst on the service team.

• Responsible for overall client satisfaction, client relationship and client retention. Engages and resolves highly escalated client service matters. Defines annual service calendar activities.

• Drives strategy planning process with client. Evaluates utilization data and financial health of client to make recommendations for pre-renewal and stewardship planning. Has a sound understanding of market innovation and disruptors and the impact it could have on a client.

• Defines communications strategy for annual plan year communications. Is also responsible for assisting a client in the development of a long-term communication campaign aimed at increasing employee engagement that supports the client's overall objectives.

• Monitors account expenses and insures that billing and invoicing is up to date. Is also responsible for the overall profitability of the account and working with the producer on a mutually agreeable client engagement.

• In collaboration with client, defines strategic goals and is accountable for the execution of a successful marketing. Reviews final quotes and recommendations, conducts final negotiations with carriers (if necessary), presents recommendation to the clients, and documents client acceptance of renewal strategy. Resolves escalated renewal issues.

• Support new carrier relationships and act as an escalation point for issues during renewal implementation

• Direct client onboarding activities following standard process and checklists including BOR, Fee agreements, documenting client expectations, and systems and file documentation

• Establish key reporting metrics for each client and coordinate with client service team to deliver reporting. Provide a summary overview to client with key highlights to reporting and provides expert guidance and consultation in this area.

• Building Client Relationships: Ensuring that the client's (internal or external) needs are met; building productive relationships with all clients; taking accountability for client satisfaction and loyalty; using appropriate interpersonal techniques to prevent and resolve escalated client complaints and regain client confidence.

• Strategic Planning: Obtaining information and identifying key issues and relationships relevant to achieving a long-range goal; committing to a course of action to accomplish a long-range goal after developing alternatives based on logical assumptions, facts, available resources, constraints, and organizational values.

• Business Acumen: Using one's knowledge of economic, financial, market, and industry trends to understand and improve individual, work group, and/or organizational results; using one's understanding of major business functions, industry trends, and own organization's position to contribute to effective business strategies and/or tactics.

• Decision Making: Identifying and understanding problems and opportunities by gathering, analyzing, and interpreting quantitative and qualitative information; choosing the best course of action by establishing clear decision criteria, generating and evaluating alternatives, and making timely decisions; taking action that is consistent with available facts and constraints and optimizes probable consequences

• Adaptability: Maintaining effectiveness when experiencing major changes in work responsibilities or environment (e.g., people, processes, structure, or culture); adjusting effectively to change by exploring the benefits, trying new approaches, and collaborating with others to make the change successful.

• Driving Innovation: Creating an environment (culture) that inspires people to generate novel solutions with measurable value for existing and potential clients (internal or external); encouraging experimentation with new ways to solve work problems and seize opportunities that result in unique and differentiated solutions.

• Planning and Organizing: Establishing an action plan for self and others to complete work efficiently and on time by setting priorities, establishing timelines, and leveraging resources.

• Stress Tolerance: Maintaining stable performance under pressure or opposition (e.g., experiencing time pressure, conflict, or job ambiguity); handling stress in a manner that is acceptable to others and to the organization.

• Creating a Culture of Trust: Fostering a work environment that encourages people to act with integrity and treat each other and their ideas with respect; creating and protecting a high-trust environment by setting an example, advocating for others in the face of challenge, removing barriers to trust, and rewarding others for demonstrating behaviors that cultivate trust.

• Courage: Proactively confronting difficult issues; making valiant choices and taking bold action in the face of opposition or fear.

• Delegation and Empowerment: Identifying and leveraging opportunities to accelerate results and build capability by assigning tasks and decision-making responsibilities to individuals or teams with clear boundaries, expectations, support, and follow-up.

• Coaching: Engaging an individual in developing and committing to an action plan that targets specific behaviors, skills, or knowledge needed to ensure performance improvement or prepare for success in new responsibilities.

Requirements:

Knowledge and Experience:

• 6+ years experience in Client Services in property and causality consulting including servicing and placement of coverage, Private Equity vertical a plus.

• Bachelor's degree in a business-related program or equivalent education and/or experience in the insurance industry

• 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 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 Microsoft Word, Excel, and PowerPoint.

• Executive presence and presentation skills, ability to influence at executive levels