• Account Executive, Select- Property & Casualty

    Job Locations US-IL-Schaumburg
    ID 2019-1087
    Category
    Sales
    Type
    Regular Full-Time
  • Overview

    The Account Executive, Select (AE) has a thorough understanding of the industry and client niches he or she serves, including the overall business risks, financial implications and employee health issues important to clients.  He or she sources and drives new client opportunities in defined market segment (based on client size), oversees the general service execution for all their clients and directly quarterbacks service strategies for larger clients in segment.  Working with a team of support and service personnel, the AE builds a client base by adding new clients, new lines of coverage, and retaining and growing current clients.  An effective negotiator and relationship builder, the AE leverages Assurance’s sales methodologies, tools and resources, service platform, and best practices to successfully manage a growing client base.

    Responsibilities

    THOUGHT LEADERSHIP

    • Understands the client industry niche(s) served, recognizing 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 Assurance in client and insurance industry through various 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

    • Defines targeted prospect and finds prospects that match industry, size, and other parameters
    • Aggregates information on prospects through marketing research, referral sources, networking, phone contact and other methods. Captures data such as decision-maker contact information, company information, and other details in Customer Relationship Management (CRM) database
    • Cultivates prospects to engage with Assurance through online content, seminars, and other methods by promoting through personal networking and social media channels
    • 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 Assurance 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 Assurance
    • Skillfully communicates to clients and prospective clients 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 key 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 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
    • 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 through personal relationships and engagement, involvement with other Assurance team members, and any client surveys or feedback processes implemented

     

    SUPPORT AN EFFECTIVE TEAM

    • Helps to create a climate in which people want to do their best; motivates team or project members with influential authority; invites input from each person and shares ownership and visibility; makes everyone feel his/her 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 Assurance
    • 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

    Qualifications

    REQUIRED:

    • Upon hire, Producers License (in state of residence) for Fire, Casualty, Health, Life
    • Proven track record for accomplishing specific goals

     

    PREFERRED:

    • BS/BA in business, management, insurance or related field
    • Prior success in client-facing sales or service position

     

     

    Assurance - In a Nutshell


    Founded: 1961

    Status: Fiercely independent insurance brokerage

    Locations: Headquartered in Schaumburg, IL with office locations in Chicago and the Mid-Atlantic

    Employees: 500+

    Clients: 6,000+ 

    Services: Business Insurance, Employee Benefits, Financial Services, Private Insurance, Surety

    Awards: Assurance is continually named a "Best Place to Work" by leading publications and organizations such as Fortune magazine, the National Association for Business Resources, The Chicago TribuneCrain's Chicago Business and Business Insurance magazine (check out all of our accolades).

    Culture: Our employees enjoy an environment that fosters success and creativity and provides countless opportunities for growth. We make sure our employees are happy and motivated by offering enviable benefits, rewards programs, celebrations, perks and a few surprises around every corner. Together, it all adds up to a company that develops and retains passionate individuals who deliver superior performance and measurable results to our clients.

     

    Fun Fact: 31% of Assurance experts agree the best Saturday Night Live skit of all time is "More Cowbell".

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