Hybrid Business Insurance Account Executive

at Marsh McLennan

• Job title: Business Insurance Account Executive
• Job type: Full Time
• Experience level: Mid level, Senior
• Salary: $93,100 - $173,400 per year
• Degree requirement: Professional Certificate
• Location requirements: Hybrid, Orland Park, United States

About the role

• Account Executive at Marsh building relationships and providing business insurance solutions. Handling client needs and advocating for strategic service platform improvements.

Responsibilities

• 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
• 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
• 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
• 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
• 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

Requirements

• Upon hire, Producers License (in state of residence) for Fire/Casualty or Life/Health as appropriate
• Proven track record for accomplishing specific tasks
• 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.

Benefits

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