Senior Account Executive - Real Estate

Lockton•Los Angeles, CA

About The Position

The Senior Account Executive serves as the senior relationship manager for complex, high-value real estate clients, providing strategic risk management and insurance consulting. The role advises clients on insurance market conditions, risk financing alternatives, emerging exposures, and program optimization, and leads executive-level meetings, stewardship reviews, and renewal strategy sessions to support long-term client retention and growth. The position oversees the design, marketing, placement, and ongoing management of complex real estate insurance programs. It leads placement strategy and carrier negotiations, collaborates with producers and specialty practices, and provides technical leadership on complex coverage matters. The Senior Account Executive directly manages, coaches, and develops assigned team members, while monitoring workloads and resource allocation. The role also supports business development, cross-selling, retention, practice goals, service standards, compliance, and operational improvements. It maintains expertise in real estate industry trends and builds executive-level relationships with carriers and other industry stakeholders.

Requirements

Bachelor's degree in Business, Risk Management, Finance, or a 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.
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 preferred.
Industry designations such as CPCU, ARM, or CIC strongly preferred.
Demonstrated success managing complex client relationships and leading service teams.

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.