Strategic Sr. Commercial Account Executive

Marsh McLennan•Dallas, TX

5d•Onsite

About The Position

This role is within a regional new business unit, focusing on handling the marketing, presentation, and placement of large and complex accounts. The Strategic Senior Commercial Account Executive will act as a main point of contact with the Producer throughout the new business process, initiating communication with the marketplace and vendors. The position requires analyzing client needs, making proactive decisions, and managing follow-through. Responsibilities include preparing applications, submission narratives, COPE spreadsheets, loss summaries, and proposals. The role also involves identifying missing coverage, recommending additional products/services, and creating capabilities presentations. Teamwork is essential, involving delegation and management of tasks for the Account Manager and outsourcing teams, providing direction, and mentoring other team members. Technical expertise is required to analyze insurance quotes, comprehend insurance contracts, and design insurance programs based on client needs. The role involves client-facing meetings, staying updated on carrier appetites, and becoming a subject matter expert in a chosen area.

Requirements

Licensed: Texas P&C Agent
Bachelor’s Degree, preferred (Internal)
5-7 years of Account Executive experience preferred (External)
Minimum of 7-10 years of midmarket Commercial Account Executive experience preferred
CIC & CRM, or CPCU required
If no designation, then 10-15 years of experience as an Account Executive preferred
Must demonstrate the ability to think outside the box and be resourceful.
Demonstrated ability to meet and exceed objectives through effective delegation and account management.
Demonstrate ability to multi-task and prioritize work.
Proficient at Word, Excel, and current internet technologies.
Demonstrate proactive work style; does not have to be asked or reminded of tasks.
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., presenter of Client new business 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.
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

Internal Bachelor's Degree
External 5-7 years of Account Executive experience
Minimum of 7-10 years of midmarket Commercial Account Executive experience
CIC & CRM, or CPCU required
If no designation, then 10-15 years of experience as an Account Executive preferred

Responsibilities

Act as a main point of contact with the Producer throughout the application, marketing, and placement stages of the new business process.
Initiate communication with the marketplace.
Function as a main point of contact with vendors to ensure proper resources to effectively build and manage the client’s insurance program.
Function as an internal resource to agency colleagues in troubleshooting or advising coverage or resource needs.
Maintain positive client onboarding and analyze client needs, situations, make proactive decisions and manage the follow-through.
Demonstrate strong consultative ability to instruct and direct the client.
Manage upcoming deadlines and events, informing and updating the Producer, as needed.
Ensure creation of Acord applications and Supplemental applications for submissions to carriers.
Build client submission narratives.
Handle Broker of Record submissions and monitor responses.
Create and complete COPE spreadsheets.
Collect loss runs and prepare loss summaries.
Prepare proposals including limit tower illustrations.
Issue Acord Insurance Binders.
Answer/process emails, mail and phone requests on a daily basis.
Perform other strategic thought process documentation.
Conduct benchmarking, as needed.
Perform loss picks, as needed.
Adhere to documentation guidelines.
Review new business legacy insurance policies and summarize coverage.
Identify missing coverage and/or coverage enhancements.
Make recommendations for additional products/services as well as expanding broker/consultant services as appropriate to meet client needs.
Create capabilities presentations based on prospect needs.
Conduct due diligence work and presentation for client acquisitions.
Function as a team member of the Strategic Account Executive 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 Strategic Account Manager and outsourcing team are completed as directed.
Ensure Strategic 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.
Serve as a role model and mentor both Account Executives and Managers, support 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 as needed.
Analyze insurance quotes and make recommendations.
Comprehend and interpret Insurance Contract requirements.
Communicate with insurance carriers as needed.
Communicate with clients as needed.
Attend client-facing meetings as required, either in-house or offsite.
Stay up to date on carrier appetites.
Become proficient using premium analysis software.
Utilize carrier online rating programs as necessary.
Maintain knowledge of policy forms and endorsements with the ability to explain detailed coverage provisions to the client and/or Account Manager.
Design insurance program for client based on defined needs.
Identify and address any coverage gaps with producer, carrier and client.
Become a subject matter expert and resource in an area of interest or technical capability.