Account Executive - Business Insurance

Company:
Marsh McLennan Agency
Description:
About Marsh McLennan Agency Midwest
Marsh McLennan Agency's Midwest Region is a full-service brokerage providing business insurance, employee benefits, private client insurance, and retirement services to businesses and individuals across the country.
MMA Midwest is consistently recognized as a top workplace, attracting and retaining its insurance talent by rewarding expertise and investing in career development.
Colleagues enjoy an award-winning culture that fosters a highly productive and results-driven working environment.
The Account Executive is a thought leader in the industry and client niches they serve, and understands the overall business risks, financial implications, and employee health issues important to clients.
They directly quarterback the service execution for clients within their own discipline.
Working with a team of support and service personnel, the Account Executive builds a client base by adding new clients, new lines of coverage, and retaining and growing current clients.
An effective negotiator, presenter, motivator, and relationship builder, the Account Executive leverages MMA Midwest's sales methodologies, tools and resources, service platform, and best practices to successfully manage a growing client base.
Thought Leadership
* 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
Create and Cultivate Relationships
* 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
Build a Client Base
* 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
Execute Client Service Platform
* 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
Support an Effective Team
* 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
Required
* Upon hire, Producers License (in state of residence) for Fire/Casualty or Life/Health as appropriate
* Proven track record for accomplishing specific tasks
Preferred
* BS/BA in business, management, insurance or related field
* Proven success in Account Executive or client-facing position
* CPCU, CEBS, ARM or other professional designation
A Great Place to Work.
A Great Place to Perk.
Recognized for workplace culture by the likes of Fortune Magazine, The Chicago Tribune and more, our colleagues enjoy an environment that fosters creativity as well as individual and organizational growth.
A small sampling of the benefits our colleagues enjoy include:
* Medical, dental, vision, 401K benefits and more
* The flexibility to work at home or an office
* A paid day off to volunteer and company-organized volunteer events
* Up to $1,000 per year in matching charitable donations
* Up to $750 per year in wellness rewards
* A company-wide mentality that you can never appreciate your co-workers too much
Who You Are is Who We Are
MMA Midwest has created an award-winning culture largely due to meeting our colleagues where they are, celebrating their differences and building an inclusive environment.
We challenge ourselves to create a workplace where our colleagues feel not only welcomed, but feel they belong; where we not only embrace diverse perspectives and opinions but seek them out; and where we ask not how a colleague fits our culture, but what they add to it.
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