Small Business Account Executive, Program Business

Account Executive

Our not so-secret sauce.

Award-winning, inclusive, Top Workplace culture doesn't happen overnight. It's a result of hard work by extraordinary people. More than 11,000 of the industry's brightest talent drive our efforts to deliver purposeful work and meaningful impact every day. Learn more about what makes us different and how you can thrive as an Account Executive at Horton, a Marsh business.

Marsh provides business insurance, employee health & benefits, retirement, and private client insurance solutions to organizations and individuals seeking limitless possibilities. With 200 offices across North America, we combine the personalized service model of a local consultant with the global resources of the world's leading professional services firm, Marsh.

Thought Leadership

• Understands the client industry niche(s) served, recognizes the typical business problems faced by clients and how our service platform across all disciplines provides solutions to those issues
• Maintains proactive awareness of industry and how changes in the insurance industry, the economy, and legislation impact clients
• Represents MMA Midwest in client and insurance industry through visible writing, speaking, and networking engagements
• Advocates for changes and additions to our service platform that increase the value created for our clients, add barriers to exit, and follow our strategic direction

Create and Cultivate Relationships

• Relates well to all kinds of people, up, down and sideways, inside and outside the organization; builds appropriate rapport; builds constructive and effective relationships, uses diplomacy and tact; can diffuse even high-tension situations comfortably
• Negotiates skillfully in tough situations with both internal and external groups; can win concessions without damaging relationships; can be direct and forceful as well as diplomatic; gains trust quickly of other parties to the negotiations

Build a Client Base

• Uses the MMA Midwest sales process to analyze client and prospective client exposures and opportunities for improvement; and creates a compelling case to convince the decision-makers to select MMA Midwest
• Creates presentations to clients and prospective clients that demonstrate our company's unique approach and culture, our established track record, our expertise and service platform specific to client niche, and a customized service plan for each client; is effective in a variety of formal presentation settings
• Understands each client's decision process, the people involved (decision-makers and service consumers), the business' goals and issues, and how our performance meets their expectations
• Recognizes risks to losing clients, whether service breakdowns, new decision-makers, competitor involvement or other factors and acts to retain
• Closes new business and renewals by figuring out the path to win and persevering through a methodical approach
• Uncovers opportunities to add new product and coverage lines and to cross-sell clients into other disciplines

Execute Client Service Platform

• Understands business drivers of individual clients, their important metrics and measures of success, specific issues they are facing, and industry issues that may impact them; uses rigorous logic and methods to solve difficult problems with effective solutions; looks beyond the obvious and doesn't stop at the first answers
• Analyzes coverage, program financials, claims and loss rates, and other aspects to uncover opportunities for improvement; recommends changes and puts forth a service plan that creates measurable value
• Engages other teams and departments of MMA Midwest to perform specialized analysis and service, monitoring results and service plan completion
• Quarterbacks the execution of client plans, services delivered, ensuring commitments are tracked and reported back in a unified, meaningful way to each client
• Understands insurance marketplace, carrier appetites, carrier programs, and services available; oversees the placement of insurance products within own discipline
• Monitors client satisfaction of every client through personal relationships and engagement, involvement with other MMA Midwest team members, and any client surveys or feedback processes implemented

Support an Effective Team

• Creates a climate in which people want to do their best; motivates many kinds of team or project members with influential authority; invites input from each person and shares ownership and visibility; makes everyone feel their work is important through recognition and appreciation; is someone people like working with
• Conducts regular meetings with client service team to ensure all team members are up to speed on pending client issues, changing needs, implementation of service plans, and other issues
• Supports processes and procedures and agency best practices; participates in team, sales, and other meetings
• Mentors client service team members and new producers on topics relevant to their roles and continued development and advancement
• Recruits potential employee candidates to MMA Midwest
• Leverages technology, tools, resources and information to maximize efficiency of self and other team members
• Conducts business planning to set goals for results and activities to achieve results
• Maintains a closing ratio and other efficiencies consistent with team expectations

Your Education and Experience Required

• Upon hire, Producers License (in state of residence) for Fire/Casualty or Life/Health as appropriate
• Proven track record for accomplishing specific tasks Preferred
• Proven success in Account Executive or client-facing position
• CPCU, CEBS, ARM or other professional designation
• The employee is responsible for adherence to the stated expectations of the E&O Plus Quality Management Program

Valuable benefits. We value and respect the impact our colleagues make every day both inside and outside our organization. We've built a culture that promotes colleague well-being through robust benefit programs and resources, encourages professional and personal development, and celebrates opportunities to pursue the projects and causes that give colleagues fulfilment outside of work.

Some benefits included in this role are:

• Generous time off, including personal and volunteering
• Tuition reimbursement and professional development opportunities
• Hybrid work
• Charitable contribution match programs
• Stock purchase opportunities

We are excited to offer a competitive total rewards package which includes health and welfare benefits, tuition assistance, 401K savings and a comprehensive well-being platform. The base salary range for this role is $102,600 to $163,900. The base pay offered will be determined on factors such as experience, skills, training, location, certifications, education, and any applicable minimum wage requirements. Decisions will be determined on a case-by-case basis. In addition to the base salary, this position may be eligible for performance-based incentives. Applications will be accepted until December 1, 2026.

Who you are is who we are.

We embrace a culture that celebrates and promotes the many backgrounds, heritages and perspectives of our colleagues and clients. We are always seeking those with ethics, talent, and ambition who are interested in joining our client-focused teams.

Marsh and its affiliates are EOE Minority/Female/Disability/Vet/Sexual Orientation/Gender Identity employers.