International Client Executive

Lockton•Chicago, IL

2d•Hybrid

About The Position

This role is responsible for the ownership and advisory of the Foreign Casualty product, including collection and analysis of exposure data, evaluation of local placement needs for various insurance lines, submission preparation, and performing loss analysis. The position involves maintaining relationships with global underwriting contacts, reviewing quotes and policies, negotiating program offerings, and communicating recommendations to clients. A key aspect is providing detailed communication to Lockton Global offices throughout the renewal and implementation process, and tracking policies and premiums. The role also encompasses global program design across multiple lines of cover, acting as the sole point of contact for Lockton's global partnership, fostering relationships with local offices through travel and communication, and promoting prospecting opportunities. Additionally, the role requires thought leadership in the global risk arena, staying informed about emerging risks, and delivering all of Lockton's global resources. Developing and fostering meaningful relationships with clients and prospects by articulating the Lockton Global value proposition, understanding client businesses deeply, preparing meaningful deliverables, and delivering compelling messages is crucial. The role also involves ownership of an industry or business segment vertical within LGS, developing business and risk acumen specific to that vertical, understanding market appetite, and tailoring client deliverables.

Requirements

Bachelor’s degree in Business Administration, International Affairs, or related field and/or years of experience equivalent.
10+ years of global risk management experience, including extensive knowledge of Property and Casualty coverage products and marketplace.
Flexibility to travel both domestically and abroad; both accompanied and alone.
Ability to market and service multinational programs; thorough understanding of commercial insurance rating concepts.
Extensive knowledge of regulatory landscape and nuances of placing local foreign cover.
Proven ability to organize and manage time efficiently to prioritize heavy workloads in order to meet all time sensitive deadlines.
Demonstrated aptitude for understanding and quickly executing oral and written instruction.
Demonstrated understanding of when to proceed alone and when to involve the Producer, unit manager, and/or others.
Ability to communicate clearly and professionally and develop strong client relationships.
Demonstrated professional, tactful negotiation, and persuasion skills to achieve objectives.
Firm grasp of the English language with above-average verbal, written and interpersonal skills to interact with Associates and clients at all levels of responsibility.
Working knowledge of Microsoft Word, Excel, PowerPoint, and Outlook; and similar applications including use of spreadsheet applications and formula calculations.
Legally able to work in the United States.
Extensive business and financial acumen; ability to read and interpret financial statements
Knowledge of loss-sensitives casualty programs structures including small deductibles, large deductibles, SIR unbundled programs, paid-loss deductibles, corridor deductibles, matching deductibles and captives.
Knowledge and familiarity with collateral analysis.
Understanding of complex global property and shared-and layered property programs.
Knowledge of nuance of loss sensitive foreign programs such as captive ceding, deductible implications by country, and global TPA selection.

Nice To Haves

CPCU designation or post-graduate studies preferred.
Knowledge of foreign language(s) and/or experience working/traveling overseas a plus.
Ability to work outside of normal business hours as needed.

Responsibilities

Ownership (both placement and advisory) of the Foreign Casualty product
Collection and analysis of exposure data
Evaluation of need for local placements for Commercial General Liability, Workers’ Compensation/Employer’s Liability, Auto, as well as local extensions
Submission preparation, including calculation of target premiums for both guaranteed cost and loss sensitive programs
Perform loss analysis for loss sensitive programs
Maintain relationships with key underwriting contacts; maintain abreast of appetite and capabilities of all global markets
Receive and review quotes, binder, and policies
Effectively negotiate the best program offering on behalf of our clients
Formulate and effectively communicate recommendations (and supporting reasons for recommendations) to clients
Provide detailed communication to local Lockton Global offices throughout the renewal and implementation process
Perform policy and premium tracking as necessary
Maintain updated list of all local policies, both within controlled master programs and those placed on a standalone basis
Global program design across all lines of cover
Perform analysis of optimal program design based on client data across multiple lines of cover, including but not limited to: Property, Marine, D&O, Crime, Business Travel Accident, Environmental Liability, and Professional Liability
Effectively communicate recommendations (and supporting reasons for recommendations) to internal and external clients
Aid teams in respective disciplines in vetting the global capabilities of markets to be considered
Assist teams in respective disciplines in global program implementation once bound (communications with local offices, policy/premium tracking)
Assist practice teams in accessing capacity in local markets where needed
Sole point of contact for Lockton global partnership
Regularly communicate with teams at local Lockton Global offices regarding renewals, program changes, acquisitions, and other events that can impact program structures or client relationship
Negotiate local Lockton Global office remuneration considering service requirements
Foster relationships with local offices via in-person visits (travel) as well as frequent communication via phone and email
Maintain abreast of changes in local marketplace and key issues that impact our clients on a local level
Promote prospecting opportunities between in-series Producers and local resources (Producers or client teams)
Thought leadership in global risk arena
Maintain abreast of current topics in emerging risk that impact or could impact our clients
Raise topics of interest with internal and external clients
Seek out solutions for cover where they may exist
Deliver all the resources Lockton has to offer globally
Maintain awareness of resources, practice groups, and areas of placement specialization that Lockton has to offer both domestically and abroad
Serve as liaison and connection point of US domestic teams and resources outside the U.S.
Develop and foster meaningful relationships with clients and prospects
Clearly articulate the Lockton Global value proposition
Develop deep understanding of client’s businesses (corporate objectives, supply chain, customer base, macroeconomic factors that impact business, performance KPIs, competitors, etc.)
Prepare meaningful deliverables with clear messaging for all client interactions (renewal strategy, renewal proposal, RFP response, stewardship, etc.)
Deliver compelling messages in all client interactions, demonstrating command of role as well as alignment with client objectives
Ownership of an industry or business segment vertical within LGS
Develop business and risk acumen specific to selected vertical
Maintain abreast of market appetite for selected vertical
Understanding of applicable coverages applicable to inherent risks in selected vertical
Tailor specific approach to client deliverables in selected vertical
Aid producers in targeting multinationals in selected vertical
Knowledge sharing within LGS and Series regarding emerging risks facing selected vertical