Senior Account Executive

Marsh McLennan

67d•$140,000 - $190,000•Hybrid

About The Position

Marsh McLennan Agency’s East Region is a leader in the employee benefits marketplace. Our associates simplify employee health and welfare benefits and risk management for regional, national, Fortune 500 and Fortune 1000 companies. We value integrity, collaboration, passion, innovation, and accountability, and we are committed to making a difference in the moments that matter for our colleagues, clients, and communities. The Account Executive (AE) is the guardian of the strategic customer relationship and orchestrates the deployment of corporate-wide resources to provide comprehensive products, services and solutions to strategic key accounts. The AE is fully responsible for the retention, development, servicing and expansion of their assigned accounts.

Requirements

Bachelor’s degree and a minimum of 8 years of experience in Health and Welfare Consulting required, with a minimum of 5 years as an account lead
Demonstrated experience with upper middle market clients (500-5,000 lives) required, with specific experience operating at the C-level regarding negotiations, business development and relationship management
Prior management experience, both direct and matrix, is required
Effective analytical, math and problem-solving skills, sound judgment, strong decision-making ability, confidence to make difficult decisions and excellent communication skills
Must be organized, detail oriented and able to translate big picture ideas into client objectives
Strong organizational, management and account planning skills with analytical skills and strong attention to detail
Work in a high production team environment with a high degree of complexity
Operate independently and provide appropriate information and direction to other individuals
Provide effective, accurate, clear communication to internal company team members and clients
Ability to interact in a professional manner with clients, vendors, carriers and internal departments including sales, marketing, HR, Finance, IT and other functional areas within MMA East and designated key accounts
Ability to interact with and focus on information gathering and collaborative solution development in a proactive manner
Ability to handle sensitive and confidential information
Demonstrated track record of success in sales
Ability to lead team development and motivate others
Project management capability
Excellent troubleshooting, decision making and problem-solving skills
Solid interpersonal, verbal and written communication skills
Ability to work well independently and as a team member; multitask and successfully operate in a fast-paced work environment; prioritize projects and meet deadlines
Ability to follow through on and successfully execute tasks while adhering to specified quality standards
Must be proficient in the Microsoft Office Suite (Outlook, Word, Excel, PowerPoint, and Access)
Proficiency in use of PC such as keyboard skills and electronic folder/file organization and management
Aptitude for learning internal systems, applications and internal workflow of the department
Must be able to effectively interact and deal with people at all levels inside and outside of the company

Responsibilities

Consistently ensure 100% complete and total client satisfaction
Manage a large, complex, functionally diverse and globally dispersed client partnership
Maintain strong relationships within client organizations at the decision maker and end-user levels; present a consistent MMA East image to those clients; build high levels of client satisfaction; execute proper client agreements
Demonstrate the ability to clearly articulate total cost of ownership and value contribution to assigned accounts within MMA East
Develop, implement and manage project plans in conjunction with the client
Prepare and conduct quarterly strategic account planning meetings and annual executive summits
Articulate needs and desires of the client and translate into actionable plans for the assigned Client Service team members
Act as communication conduit for MMA East organization to assigned accounts
Serve as the primary escalation contact for client resolution of issues
Initiate and promote continuous improvement of procedures, processes, standards and programs to gain cost-effectiveness and efficiency and execute implementation
Develop and execute account plans for assigned accounts to ensure retention
Continuously identify and capture new sources of revenue within assigned accounts
Develop and deliver detailed, accurate and timely revenue forecasts to sales management
Develop and negotiate contract terms, rates, plans, schedules, resources, involvement, and roles/responsibilities
Identify the factors which influence business performance and recommend actions to improve profitability and/or enhance revenue for MMA East
Partner with team of resources dedicated to the assigned accounts – potential team members may include underwriting, client service, voluntary benefits, benefits administration and administrative resources
Provide clear communications so client team maintains a thorough understanding of the client’s challenges, issues, expectations and goals
Coordinate with Client Service Director to provide education needed to support clients
Develop and maintain skills, knowledge and proficiencies required to be effective in sales techniques and in support of client strategies, goals and objectives
Continually build knowledge and skills to keep pace with market trends