Client Executive, Strategic Growth - Special Risk

Unison Risk Advisors • Cockeysville, MD

14h • Hybrid

About The Position

Client Executive, Strategic Growth Department: Special Risk Location: Hybrid or Remote FLSA Status: Exempt Grow With Us At RCM&D, our employees are also owners, invested in our work, our clients, and our communities. We’re looking for a Client Executive, Strategic Growth who values collaboration, takes pride in their contributions, and wants to grow with a firm where shared success truly matters. Our Just Cause Together, we’re creating a future where success is shared and communities thrive. Our solutions and expertise empower our clients to realize opportunities, generate wealth and improve wellbeing. Our shared ownership model aims to create prosperity for all colleagues that share our values and embrace our cause. Our generosity with both our time and money moves our communities forward . Who We Are RCM&D, a Unison Risk Advisors company and 2025 Awarded Best Places to Work is ranked among the top independent insurance advisory firms in the United States. Founded in 1885, we leverage our 140+ years of experience and strong local, national and global reach to meet clients’ business objectives. We are relationship-driven, growth-minded, and deeply committed to doing the right thing for our clients, colleagues, and communities. The Role The Client Executive has overall responsibility for a book of business, ensuring client satisfaction and retention. The Client Executive will lead the annual planning process with each client, ensuring that their special risk program supports financial and organization goals. The Client Executive will also lead the financial management of the plan, whether insured or self-funded, with a proficiency in financial underwriting review, analysis of claims utilization data, and developing cost and budget projections. Using consultative insight to support decisions for change, the Client Executive will lead the team in preparing and presenting recommendations to the client. The Client Executive will collaborate effectively with client service professionals and the entire Special Risk team, ensuring consistent work product, client satisfaction and internal work efficiency. The Client Executive will participate in business development opportunities, including meeting new business goals as set forth by Special Risk Practice Leader. Additionally, the Client Executive will actively be involved in market-building activities, such as participation in industry groups and speaking engagements. This role is responsible for developing a profitable book of business primarily focused on schools, colleges, educational organizations, and student-related programs. This role requires consultative selling, deep exposure analysis, and the ability to position specialized insurance and risk management solutions unique to the education sector. There will also be opportunity to sell solutions outside of the education sector to nonprofit organizations, medical providers, and other organizations. This role will provide feedback to the Special Risk Practice Leader and team on identified needs in the marketplace so we can develop innovative solutions.

Requirements

• Bachelor’s Degree in Business, Risk Management, Analytics or other related field is preferred; high school diploma or GED, in concert with industry experience, in lieu of an associate’s or bachelor’s degree is necessary.
• A minimum of 5 years of experience working in special risk lines of coverage and client support - either at a brokerage or an insurance carrier - managing accounts with a high level of responsibility. However, candidates with less experience may be considered if they demonstrate strong potential and relevant skills.
• Exhibits executive presence and has strong rapport-building/interpersonal skills for positive interaction with customers and co-workers.
• Exercises sound judgment and exhibits a strong critical thought process to make good decisions, despite time constraints.
• Able to work collaboratively with internal and external stakeholders, be a team player and exhibit a positive attitude
• Possesses strong oral and written communication skills; communicates effectively with customers and insurance companies.
• Possesses excellent organizational skills and strong financial analysis acumen
• Excellent working knowledge of EPIC agency management system and of underwriting requirements of carriers as well as policy provisions and policy changes.
• Exhibits solid time management skills; able to work under pressure and meet deadlines and deliverables, and is highly responsive to internal and external stakeholders’ needs and requests.
• Demonstrates agility and is able to multi-task, as well as pivot to changing priorities, as circumstances warrant.
• Contribute to team efficiency by sharing knowledge and best practices.
• Proficiency with Microsoft Office Products, including Excel and PowerPoint, is required
• This position requires a high energy level and the ability to handle stress-related situations on a daily basis.

Nice To Haves

• Preferred experience includes familiarity with one or more of the following coverage areas: student health, global medical (outbound/study abroad), business travel accident, sports accident, student accident, volunteer accident, and/or international student health plans (inbound).
• Possess appropriate, jurisdictional licenses - Life and Health license required Property and Casualty license desirable
• Advanced insurance designations, such as CEBS, CLU or other pertinent designations desirable
• How You Show Up (Our Core Values in Action) Successful team members at RCM&D are:
• Reliable & Dependable – We build trust through reliability and consistency in everything we do
• Inspiring, Passionate & Positive – We are passionate about our work and inspire others through out dedication, positive attitudes and enthusiasm
• Driven by Integrity & Trust – We do what’s right, even when it’s hard or when no one is watching
• Selfless Team Players – We succeed together as a team by putting the needs of our clients and colleagues above our own
• Entrepreneurial & Solutions-Oriented – We challenge the status quo and don’t accept “no” as final

Responsibilities

• Maintain and grow a designated book of business as outlined in individual incentive plans; accountable for growth, retention, and client satisfaction for that book of business.
• Meet personal new business goals as set forth by Special Risk Practice Leader.
• Develop a thorough understanding of client businesses, their policies, practices, and industries.
• Understand and guide clients through the initial objective-setting process.
• Produce new business on a regular basis that generates revenue to meet the annual goals of the department.
• Interpret technical findings and communicate them to clients in reports and presentations.
• Review all program calculations and reports for accuracy prior to client delivery.
• Extract information and draw conclusions from carrier data and claim reports to interpret trends and anticipate potential problems for clients.
• Assist clients with plan design, funding, administration, and communications consulting.
• Assess client needs and questions and review options with clients, making sound recommendations on a day-to-day basis.
• Manage the client cycle and monitor timeframes and renewal deadlines.
• Maintain regular contact with clients and prospects, keeping them up to date on technical and legislative issues.
• Plan and conduct annual stewardship meetings.
• Retain and develops account by making recommendations regarding the risk to the customer for the most cost effective and proper insurance coverage, preparing proposals, evaluating and recommending other lines, and providing additional resources for the client, as needed.
• Review policy coverages and identify cross-selling and additional revenue opportunities.
• Keep abreast of new sales programs.
• Attend company-sponsored seminars and educational sessions to maintain product knowledge and underwriting expertise.
• Maintain client files on EPIC system and use EPIC to perform all transactions.
• Participate in any special projects at management's request.
• Comply with all E&O Plus, legal and regulatory requirements.
• Ensure legislative, regulatory and technical developments are appropriately communicated to clients.
• Assist clients with understanding the design, funding, and administrative options for insurance program renewals and marketing, and effectively communicate more complex insurance concepts based on clients’ needs.

Benefits

• Comprehensive benefits package
• Employee ownership through a 401(k) employer match and discretionary profit-sharing contributions
• Professional development and career growth opportunities
• Flexible work arrangements (remote and hybrid options) with a flexible paid time off approach

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level