Senior Account Executive - Real Estate

Lockton•Los Angeles, CA

23h

About The Position

This role serves as a senior relationship manager for complex and high-value real estate clients, providing strategic risk management and insurance consulting. The position involves advising clients on market conditions, risk financing, emerging exposures, and program optimization. Key responsibilities include leading executive-level meetings, fostering client relationships, overseeing the design and management of complex insurance programs, and leading negotiations with carriers. The role also entails team leadership, coaching, and talent development for account executives and other team members, as well as supporting business growth and retention initiatives. Operational leadership, ensuring service standards and driving process improvements, is also a critical aspect. The individual will maintain expertise in real estate industry trends and represent the organization at industry events.

Requirements

Bachelor's degree in Business, Risk Management, Finance, or related field; or equivalent experience.
10+ years of commercial insurance brokerage experience.
Minimum 7 years of experience servicing and marketing large commercial Property & Casualty accounts.
Demonstrated success managing complex client relationships and leading service teams.
Active Property & Casualty license required.
Strong technical knowledge of commercial insurance coverages, program structures, and market strategies.
Exceptional leadership, communication, negotiation, and presentation skills.
Proven ability to mentor, coach, and develop associates.

Nice To Haves

Significant experience within the real estate industry preferred.
Prior people leadership experience is preferred.
Industry designations such as CPCU, ARM, or CIC strongly preferred.

Responsibilities

Serve as the senior relationship manager for complex and high-value real estate clients.
Provide strategic risk management and insurance consulting services.
Advise clients on insurance market conditions, risk financing alternatives, emerging exposures, and program optimization opportunities.
Lead executive-level client meetings, stewardship reviews, and renewal strategy sessions.
Foster long-term client relationships that support retention and growth objectives.
Oversee the design, marketing, placement, and ongoing management of complex real estate insurance programs.
Develop placement strategies involving layered property programs, shared and layered liability structures, manuscript coverages, and alternative risk financing solutions when appropriate.
Lead negotiations with carriers regarding pricing, coverage, structure, and capacity.
Collaborate with producers and specialty practices to deliver comprehensive solutions.
Directly manage, coach, and develop Account Executives, Account Managers, Account Administrators, and other assigned team members.
Conduct regular performance discussions, coaching, and development planning.
Monitor workload distribution and resource allocation across the team.
Provide technical leadership and guidance on complex coverage matters.
Promote associate engagement, accountability, and professional growth.
Support producer-led business development initiatives.
Participate in prospect meetings, finalist presentations, and new business pursuits.
Identify opportunities for cross-selling and expanded service offerings.
Contribute to revenue retention and organic growth strategies.
Support achievement of practice financial and operational goals.
Establish and maintain service standards and best practices.
Ensure compliance with organizational policies and quality standards.
Drive process improvements and operational efficiencies within the service team.
Serve as a resource and mentor for technical insurance expertise within the practice.
Maintain expertise in real estate industry trends, emerging risks, market developments, and regulatory changes.
Develop and maintain executive-level relationships with carrier partners and industry stakeholders.
Represent the organization at industry events and client-facing functions as appropriate.