Sr. Commercial Account Executive

Marsh McLennan•San Antonio, TX

About The Position

The Senior Commercial Account Executive will manage the Client Insurance Program, utilizing the agency management system. This role typically handles larger and more complex accounts than a standard Account Executive. Responsibilities include acting as a main point of contact with the Producer, initiating correspondence with the marketplace, and serving as a primary contact with vendors to ensure proper processing of requests. The role requires maintaining positive client relationships, analyzing situations, making proactive decisions, and managing follow-through. A strong consultative ability is needed to instruct and direct the client, manage upcoming deadlines and events, and inform/update the Producer. The position also involves managing Accounts Receivables, Direct Billing with respect to Cancellations, and preparing documents for renewal terms, including Insurance Proposals, Acord Insurance Binders, and Certificates of Insurance. Adherence to document retention software guidelines and performing quality checks on insurance policies are also key. Recommendations for additional products/services and expanding broker/consultant services to meet client needs are expected. The Senior Commercial Account Executive will function as a team member of the Client Services team, delegating and managing tasks given to the Account Manager and outsourcing teams, ensuring their timely and accurate completion. Providing direction and guidance to other members, treating clients and colleagues with courtesy and respect, and contributing to a team approach are essential. The role involves coordinating and monitoring the usage and quality of outsourcing teams, serving as a role model, and mentoring Account Executives and Managers. Building and maintaining vendor relationships, negotiating with carriers on cost and program design, and assisting in plan recommendations are also part of the role. This position requires coordinating, presenting, and attending client meetings, including mid-year and renewal meetings. Technical expertise is crucial for analyzing insurance quotes, interpreting insurance contract requirements, communicating with carriers and clients, and staying updated on carrier plans and websites. Proficiency in premium analysis software and carrier online rating programs is necessary, along with maintaining knowledge of policy forms and endorsements. Designing insurance programs based on defined needs and utilizing the agency management system to monitor activities are also required. Identifying and addressing coverage gaps with producers, carriers, and clients, and becoming a subject matter expert in an area of interest or technical capability are expected.

Requirements

Licensed: Texas P&C Agent
Bachelor’s Degree, preferred
5+ years of Account Executive experience required
CIC & CRM, or CPCU preferred
Demonstrated ability to meet and exceed objectives through effective delegation and account management
Proficient at Word, Excel, and current internet technologies.
Ability to learn, analyze and comprehend commercial lines of insurance.
Demonstrate ability to service clients effectively through problem solving, appropriate confidentiality, diplomacy, sensitivity and tactfulness.
Demonstrate track record of interacting with, meeting with and partnering with assigned clients to achieve mutually desired outcomes via routine client contact by phone, e-mail and periodic meetings and planning sessions.
Demonstrated experience in client facing roles, i.e., primary presenter of Client new business presentations and renewal presentations, strategy meetings, claims reviews, mid-year reviews, etc.
Ability to interact with, support, collaborate with and direct employees in a variety of subordinate, peer and superior employee roles.
Ability to speak professionally and comfortably in front of others.
Willingness to work to meet client needs beyond scheduled hours by watching e-mail activity and answering important e-mails and calls after hours and on weekends, when necessary.
Maintain and exhibit a positive, professional attitude in the performance of your job, treat clients, prospects, and agency employees with courtesy and respect, ability to maintain composure at all times, conform to the organizational chart on all personnel matters and contribute to a company team approach toward meeting agency goals and providing excellent client services.
Represent the agency in a competent, professional manner, appropriate business attire for all client events or meetings unless otherwise advised by the client.
Ability to travel to meet client service needs when necessary.

Nice To Haves

CIC & CRM, or CPCU preferred

Responsibilities

Manage the Client Insurance Program, utilizing agency management system.
Acts as a main point of contact with the Producer.
Initiate correspondence with the marketplace.
Function as a main contact with vendors to ensure proper processing of requests necessary to effectively maintain the client’s insurance program.
Maintain positive client relationship and have the ability to analyze situations, make proactive decisions and manage the follow-through.
Demonstrate a strong consultative ability to instruct and direct the client.
Manage upcoming deadlines and events, informing and updating the Producer, as needed.
Manage Accounts Receivables.
Manage Direct Billing with respect to Cancellations.
Prepare documents for renewal terms, including Insurance Proposals, Acord Insurance Binders and Certificates of Insurance.
Adhere to document retention software documentation guidelines.
Perform Quality check and control on insurance policies in their entirety.
Where appropriate, make recommendations for additional products/services as well as expanding broker/consultant services as appropriate to meet client needs.
Function as team member of the Client Services team to ensure superior service to all MMA Clients.
Delegate and manage tasks given to the Account Manager, as well as outsourcing teams, as appropriate.
Ensure tasks from both Account Manager and outsourcing team are completed as directed.
Ensure Account Manager is performing all tasks as outlined in the MMA AM Job Description.
Provide direction and guidance to other members when appropriate.
Treat clients, prospects, and company employees with courtesy and respect.
Contribute to a team approach toward meeting goals and providing excellent client service.
Coordinate and monitor usage and quality of outsourcing teams.
Seen as a role model and begins to mentor both Account Executives and Managers, support their training and as a part of their training and development.
Build and maintain vendor relationships.
Negotiate with carriers on cost and program design.
Assist in plan recommendations for the client.
Coordinate, Present and Attend Client Meetings including though not limited to: Schedule/Participate in Mid-year and Renewal Meetings.
Analyze insurance quotes and make recommendations.
Comprehend and interpret Insurance Contract requirements for Certificates.
Communicate with insurance carriers as needed.
Communicate with clients as needed.
Client facing meeting as required, either in-house or offsite.
Stay up to date on carrier plans and websites.
Become proficient using premium analysis software.
Utilize carrier online rating programs as necessary.
Maintain knowledge of policy forms and endorsements with ability to explain detailed coverage provisions to the client and Account Manager.
Design insurance program for client based on defined needs.
Utilize agency management system to monitor pre-defined activities (policies past expiration, aged A/R, SIC codes, etc.).
Identify and address any coverage gaps with producer, carrier and client.
Become subject matter expert and resource in area of interest or technical capability.