Small Business Account Executive, Program Business

Marsh McLennan•Waukesha, WI

23h•$102,600 - $163,900•Hybrid

About The Position

Marsh McLennan Agency (MMA) is seeking an Account Executive to join their team. MMA provides business insurance, employee health & benefits, retirement, and private client insurance solutions. With 200 offices across North America, they combine local service with global resources. This role is part of an award-winning, inclusive, Top Workplace culture, driven by extraordinary people dedicated to purposeful work and meaningful impact.

Requirements

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

Nice To Haves

Proven success in Account Executive or client-facing position
CPCU, CEBS, ARM or other professional designation
Adherence to the stated expectations of the E&O Plus Quality Management Program

Responsibilities

Understand client industry niches, recognize typical business problems, and how the service platform provides solutions.
Maintain proactive awareness of industry changes (insurance, economy, legislation) and their impact on clients.
Represent MMA Midwest in client and insurance industry through writing, speaking, and networking.
Advocate for service platform enhancements that increase client value and align with strategic direction.
Relate well to diverse individuals, build rapport, and manage constructive relationships with diplomacy and tact.
Negotiate skillfully in tough situations, win concessions without damaging relationships, and gain trust quickly.
Utilize the MMA Midwest sales process to analyze client exposures and opportunities, creating a compelling case for selection.
Create client presentations showcasing the company's approach, culture, track record, expertise, and customized service plans.
Understand client decision processes, key stakeholders, business goals, and performance expectations.
Recognize and act to retain clients by addressing service breakdowns, new decision-makers, competitor involvement, or other risks.
Close new business and renewals through a methodical approach.
Uncover opportunities to add new product/coverage lines and cross-sell clients into other disciplines.
Understand individual client business drivers, metrics, success measures, specific issues, and industry impacts.
Use rigorous logic to solve problems and find effective solutions, looking beyond the obvious.
Analyze coverage, program financials, claims, and loss rates to identify improvement opportunities and recommend service plans.
Engage other MMA Midwest teams for specialized analysis and service, monitoring results.
Quarterback the execution of client plans and services, ensuring commitments are tracked and reported.
Understand the insurance marketplace, carrier appetites, programs, and services, overseeing product placement.
Monitor client satisfaction through personal relationships, team engagement, and feedback processes.
Create a climate that motivates team members, invites input, shares ownership, and provides recognition.
Conduct regular meetings with the client service team to ensure alignment on client issues and service plans.
Support processes, procedures, and agency best practices; participate in meetings.
Mentor client service team members and new producers.
Recruit potential employee candidates.
Leverage technology, tools, and resources to maximize efficiency.
Conduct business planning to set goals for results and activities.
Maintain a closing ratio and other efficiencies consistent with team expectations.