Commercial Lines Account Executive

Account Executive

The Account Executive leads the overall service, recommendations, and implementation of a book of insurance business. The job requires a high degree of independent discretion, autonomy, and decision-making based on industry knowledge and experience to provide professional guidance, expertise, and service to clients, professional and collaborative relationships with carrier representatives, underwriters, business partners, and HUB colleagues. The primary objective is rate of account retention that meets or exceeds expectations. The Account Executive is also responsible for business development and sales with new and existing clients.

Specific Responsibilities

Manages an assigned book of business which is comprised of key and high revenue-producing accounts, all of which have a significant impact on the business operations of the client and on HUB.

Utilizing industry experience and in-depth knowledge of insurance markets, policy provisions, claim processes, business environment, and risk mitigation, applies independent and discretionary judgment to make decisions independent of manager approval on books of insurance business for which the incumbent is responsible. These include non-routine coverage issues and questions, denial of claims, renewal strategies for key accounts, and interpretation of non-routine provisions of insurance contracts.

Acquires understanding of clients' business and insurance objectives and critically analyzes and compares insurance plans to determine suitability.

When counseling clients on appropriate coverage, will assess risks based on clients' situation and determine proper coverage to insure and mitigate those risks.

Makes recommendations directly to key clients without prior approval that may deviate from established policies and procedures.

Negotiates terms, conditions, and pricing directly with insurance carriers.

In situations where special carrier programs are available, determines if those programs are appropriate for particular clients. Then consults with clients on the benefits of those programs. Will then work with carriers to quote coverage through appropriate program.

Leads resolution of escalated complex service issues between clients and insurance carriers that require policy interpretation and experience-based judgment to resolve.

Leads client meetings (including renewal meetings), independent from producer or manager as needed.

Supports, mentors, and trains Account Managers and Account Representatives, as necessary.

May oversee functions performed by Account Managers and Account Representatives including approval of renewal strategies and resolution of client and carrier issues.

Seeks continued knowledge and stays abreast of changes in the insurance industry and other external conditions that may impact their clients. Makes appropriate recommendations to clients in response to those changes independent of manager approval.

Leads all aspects of client service, marketing, and renewal of book of business. Uses judgment and creativity based on industry experience to produce favorable results and solutions to address clients' insurance needs.

Responsible for overall retention of accounts in assigned book of business.

Develops new business from existing accounts and assigned leads, and contributes to meeting departmental production goals. Identifies opportunities for cross-sell and up-sell of other HUB products and services where appropriate.

Appropriately documents conversations with clients and carrier representatives and updates all HUB computer systems and automated agency management systems when necessary. Ensures the accuracy of data in those systems.

Possesses mastery of the various HUB and industry resources and tools that are available and utilizes same to best serve clients.

Travels on company business as required.

Prepares reports for management as required.

Attends industry related continuing education training and courses.

Performs other duties and projects as assigned.

Work Experience Requirements

5+ years of experience and demonstrated proficiency in an insurance Commercial Sr. Account Management/Account Executive role in brokerage/agency environment preferred.

Experience managing large, national real estate accounts required, experience with large construction accounts highly preferred.

Experience working with loss sensitive accounts and shared/layered programs.

Excellent oral and written English communications skills.

Leadership experience and independent responsibility for client retention preferred.

Ability to lead in a team environment.

Demonstrated proficiency with computer systems, including but not limited to Microsoft Office and automated agency management systems.

Ability to work a regular, full-time work schedule at HUB's facilities and ability to travel on business when required.

Education Requirements

High School diploma or equivalent; College degree preferred.

Licensing or Certification Requirements

Currently licensed in good standing in required lines and states.

Current with all necessary CE credits in required lines and states.

Advanced professional designation highly desirable (e.g. AAI, ARM, CIC).