Associate Producer

Lockton•Phoenix, AZ

About The Position

The Associate Producer works exclusively with Lockton Producers to leverage their sales activities by initiating and driving new business development and client relationship management activities with insurance brokerage clients and prospects. The Associate Producer coordinates and executes client service initiatives with account teams during business engagements within target strategies. Upon the demonstrated success in the position, a qualified Associate Producer may transition to a Lockton Producer Member.

Requirements

Bachelor’s degree and/or equivalent business to business or insurance sales experience required. Bachelor's or graduate degree in business-related field preferred.
Demonstrated successful track record evidencing exceptional levels of sales achievement. Must have sold professional services or products to companies or high net worth individuals.
Two years of direct experience in the developing relationships and closing sales with the C-Suite is required.
Professional accomplishments must demonstrate capability and an affinity for revenue generating sales activities, along with leadership, building customer relationships and successfully managing the business development process.
Demonstrated success in serving as a consultative business partner in the sales process, interfacing with and selling products to a broad base of sophisticated business clients.
Excellent market research, analytical, communication, and presentation skills.
High aptitude for mathematical calculations including multiplication, division, and percentages.
Strong proficiency in the use of Microsoft Office tools.
Strong attention to detail required.
Organizational and time management skills to prioritize workloads to meet time sensitive deadlines required.
Demonstrated ability to protect confidential information.
Demonstrated analytical and problem-solving skills, including research and investigation and provide solutions to standard and non-standard issues.
Demonstrated ability to understand and execute oral and written instruction.
Ability to use good judgment in recognizing scope of authority and urgency.
Excellent problem solving and critical thinking skills.
Ability to communicate professionally – both written and verbal - with internal and external clients and develop strong client relationships.
Comfortable addressing issues directly with client.
Ability to review insurance policies and other documents to find sales opportunities.
Understanding of key factors/differentiators that prospective clients seek from their broker partner.
Ability to analyze proposals/ presentations from a client or prospect’s perspective and create the best work project.
Demonstrated interpersonal communication skills and ability to interact with Associates at all levels of responsibility to create a positive work environment.
Ability to travel by automobile and aircraft being away from home for more than one day and night at a time.

Responsibilities

Serve as point person for all new business engagements with assigned Producers.
Manage and organize prospecting activities, tools, social media platforms, related data, and build into strategic plans. Measure the success of strategic plans.
Research and identify target markets and businesses. Make initial contacts; develop relationships with decision-makers and drive sales.
Develop and acquire new business revenue in target regions and industry verticals.
Coordinate service team interaction, responsibilities, and deliverables in the sales cycle.
Develop presentation materials and Request For Proposal responses.
Lead the on-boarding process of new business.
Identify and attend target conferences, including pre and post conference activities.
Establish a working knowledge of the new and renewal process in order to provide valued assistance during the marketing and placement process.
Develop and execute productive and profitable practices and behaviors that generate new business and sustain/expand existing relationships.
Evaluate the effectiveness of business development efforts and make appropriate adjustments to ensure continuous growth in revenue production.
Design and operate a business plan, including market strategies and financial targets.
Develop and maintain currency and knowledge of property and casualty, employee benefits, and other insurance products and services through networking and participating in professional development activities.
Maintain high degree of confidentiality in dealing with client or internal issues.
Conduct prospect research and collect, manage, and distribute prospect data.
Make business decisions that are financially responsible, accountable, justifiable, and defensible in accordance with Lockton policies and procedures.
Comply with and support Lockton procedures and policies.
Perform other work-related duties as assigned.
Develop white papers and execute on marketing campaigns.