Small Business Account Executive, Program Business

Marsh McLennan•Waukesha, WI

9d•Hybrid

About The Position

Marsh McLennan Agency (MMA) is seeking an Account Executive to join their team. MMA offers an award-winning, inclusive, Top Workplace culture driven by extraordinary people. They provide business insurance, employee health & benefits, retirement, and private client insurance solutions. With 200 offices across North America, MMA combines local service with global resources. This role involves understanding client industries, proactive awareness of market changes, representing MMA Midwest, and advocating for service platform improvements. The Account Executive will cultivate relationships, build a client base using the MMA Midwest sales process, create compelling presentations, understand client decision processes, recognize and mitigate risks of client loss, close new business and renewals, and uncover opportunities for cross-selling. The role also includes executing the client service platform by understanding business drivers, analyzing coverage and financials, recommending improvements, engaging other MMA Midwest teams, quarterbacking client plans, overseeing insurance product placement, and monitoring client satisfaction. Additionally, the Account Executive will support an effective team by creating a motivating environment, conducting client service team meetings, supporting agency best practices, mentoring team members, recruiting candidates, leveraging technology, and conducting business planning to set goals.

Requirements

Upon hire, Producers License (in state of residence) for Fire/Casualty or Life/Health as appropriate
Proven track record for accomplishing specific tasks

Nice To Haves

Proven success in Account Executive or client-facing position
CPCU, CEBS, ARM or other professional designation

Responsibilities

Understands the client industry niche(s) served, recognizes the typical business problems faced by clients and how our service platform across all disciplines provides solutions to those issues
Maintains proactive awareness of industry and how changes in the insurance industry, the economy, and legislation impact clients
Represents MMA Midwest in client and insurance industry through visible writing, speaking, and networking engagements
Advocates for changes and additions to our service platform that increase the value created for our clients, add barriers to exit, and follow our strategic direction
Relates well to all kinds of people, up, down and sideways, inside and outside the organization; builds appropriate rapport; builds constructive and effective relationships, uses diplomacy and tact; can diffuse even high-tension situations comfortably
Negotiates skillfully in tough situations with both internal and external groups; can win concessions without damaging relationships; can be direct and forceful as well as diplomatic; gains trust quickly of other parties to the negotiations
Uses the MMA Midwest sales process to analyze client and prospective client exposures and opportunities for improvement; and creates a compelling case to convince the decision-makers to select MMA Midwest
Creates presentations to clients and prospective clients that demonstrate our company’s unique approach and culture, our established track record, our expertise and service platform specific to client niche, and a customized service plan for each client; is effective in a variety of formal presentation settings
Understands each client’s decision process, the people involved (decision-makers and service consumers), the business’ goals and issues, and how our performance meets their expectations
Recognizes risks to losing clients, whether service breakdowns, new decision-makers, competitor involvement or other factors and acts to retain
Closes new business and renewals by figuring out the path to win and persevering through a methodical approach
Uncovers opportunities to add new product and coverage lines and to cross-sell clients into other disciplines
Understands business drivers of individual clients, their important metrics and measures of success, specific issues they are facing, and industry issues that may impact them; uses rigorous logic and methods to solve difficult problems with effective solutions; looks beyond the obvious and doesn’t stop at the first answers
Analyzes coverage, program financials, claims and loss rates, and other aspects to uncover opportunities for improvement; recommends changes and puts forth a service plan that creates measurable value
Engages other teams and departments of MMA Midwest to perform specialized analysis and service, monitoring results and service plan completion
Quarterbacks the execution of client plans, services delivered, ensuring commitments are tracked and reported back in a unified, meaningful way to each client
Understands insurance marketplace, carrier appetites, carrier programs, and services available; oversees the placement of insurance products within own discipline
Monitors client satisfaction of every client through personal relationships and engagement, involvement with other MMA Midwest team members, and any client surveys or feedback processes implemented
Creates a climate in which people want to do their best; motivates many kinds of team or project members with influential authority; invites input from each person and shares ownership and visibility; makes everyone feel their work is important through recognition and appreciation; is someone people like working with
Conducts regular meetings with client service team to ensure all team members are up to speed on pending client issues, changing needs, implementation of service plans, and other issues
Supports processes and procedures and agency best practices; participates in team, sales, and other meetings
Mentors client service team members and new producers on topics relevant to their roles and continued development and advancement
Recruits potential employee candidates to MMA Midwest
Leverages technology, tools, resources and information to maximize efficiency of self and other team members
Conducts business planning to set goals for results and activities to achieve results
Maintains a closing ratio and other efficiencies consistent with team expectations