Sales Executive, Special Risk

Unison Risk Advisors • Cockeysville, MD

12h • Hybrid

About The Position

At RCM&D, our employees are also owners, invested in our work, our clients, and our communities. We’re looking for a Special Risk Sales Executive 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 Risk Advisor, Special Risk 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. The Risk Advisor, Special Risk will receive training and support from the Special Risk team to assist their sales efforts and will be expected to assist with servicing as a part of training, which will deepen knowledge on our solutions.

Requirements

• Active Accident & Health license (or ability to obtain within 60 days)
• 3+ years of consultative sales or relationship-based business development
• Proven prospecting and relationship-building skills
• Strong communication and presentation abilities
• Self-motivated with entrepreneurial mindset
• Ability to understand complex organizations and governance structures
• Ability to build trust with executive leadership and boards
• Proficient with Microsoft Office suite

Nice To Haves

• Experience with Special Risk coverages listed above
• Experience working with schools
• Existing education industry relationships
• Experience with specialty programs or niche markets
• Experience with Applied EPIC desired but not required

Responsibilities

• Primarily prospect and develop new clients within the education sector: Private schools and academies o Charter schools o Colleges and universities o Educational nonprofits o Student programs, camps, and extracurricular organizations
• Build referral networks with education consultants, attorneys, CPAs, and associations
• Conduct risk discovery meetings with leadership teams (Head of School, CFO, Board, Risk Manager)
• Work closely with Special Risk Client Managers and Account Managers to deliver seamless account marketing and servicing, providing key administrative support to ensure exceptional client experience
• Identify exposures unique to educational institutions
• Design and present tailored insurance and risk management proposals
• Maintain a consistent sales pipeline and activity schedule
• Achieve annual revenue growth goals
• Evaluate complex exposures including: o Student Health Insurance o Inbound International Student Plans o Sports Insurance Programs o Student Accident o Participant Accident o Global Medical / Study Abroad o Business Travel Accident
• Serve as a subject matter expert to clients and internal staff
• Deliver stewardship meetings and coverage education sessions to clients
• Provide strategic guidance on emerging risks affecting schools
• Develop long-term relationships with school leadership and boards
• Conduct annual coverage reviews and renewal strategy meetings
• Identify cross-sell opportunities across agency departments
• Maintain strong retention and client satisfaction
• Support claims advocacy for complex incidents
• Clearly communicate coverage intent and client expectations
• Work with specialty carriers and program administrators
• Participate in renewal strategy discussions and negotiations
• Assist with resolving escalated client concerns
• Maintain expertise in education sector regulations and risk trends
• Participate in industry associations and conferences
• Maintain licensing and continuing education
• Document sales activities and opportunities in CRM
• Contribute to agency thought leadership (presentations, seminars, webinars)
• Additional job duties as assigned.

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
• Education Level: No Education Listed