Account Executive - Commercial Insurance

SUMMARY  

The Account Executive (AE) will provide professional, courteous account management and brokerage services to assigned clients, having the primary responsibility for account retention.   Working alongside Producers (aka “Client Executives / Sales”) as assigned, the AE shall be principally responsible for overseeing management of assigned accounts, including redundant interface with appropriate decision makers, proactive consultation, insurance program design, carrier interface/marketing, coordination of risk control resources, relevant collaboration with colleagues throughout HUB, and negotiation of coverage terms and conditions.  

The AE will interface with Account Managers (AMs) directly for assigned accounts, involving assigned individuals appropriately in service-related activities in support of clients.  In general, issues related to coverage applicability, exposure evaluation, contractual requirements, and program design fall within the domain of the AE.  Issues related to policy processing, maintenance of client data on the EPIC agency management system, routine changes (e.g., adding a new vehicle to the policy), and other transactional or clerical work fall within the domain of the AM.   

JOB RESPONSIBILITIES 

• Working alongside and cooperatively with Producers, if assigned on accounts, serve as the HUB’s primary consultant to the client.  The Producer has primary responsibility for client relationship management and initiating new sales.  The AE has primary responsibility for retaining the account, acting as the de facto technical expert and broker-consultant.  (In some instances, no Producer will be assigned, and the AE also is primarily responsible for client relationship management.) 

• Ensure Producers, when assigned, are fully informed about, and prepared for all client meetings and interfaces to be able to manage the client relationship competently and proactively.   

• Establish and maintain strong and productive professional relationships with “C-Level” and other decision makers for assigned HUB clients.  

• Possess a detailed knowledge of the client’s business and industry, being able to articulate applicable exposures to loss, insurance coverages, and appropriate/available risk management/control solutions. 

• Establish and maintain strong and productive professional relationships with insurance carrier marketing, underwriting, and risk control staff, including a detailed familiarity with each carrier’s products and services in support of assigned clients. 

• Directly oversee and coordinate the delivery of all HUB services to assigned clients throughout the policy cycle, including stewardship reports, delivery of risk control services, carrier meetings, claims reviews, preparation of coverage outlines, and marketing of emergent and renewal coverage requests. 

• Work cooperatively and professionally with AM colleagues to deliver HUB services as described above, using the interface as an opportunity to teach, train, and mentor AM team members.  Provide input and feedback to the Head of P&C as to the performance of AM staff on assigned accounts. 

• Ensure that all client service needs are promptly and professionally delivered, either directly by the AE or via HUB colleagues (e.g., AMs, Small Business Unit, Risk Control, etc.).  The AE is accountable for the competence, timeliness, and quality of all deliverables to the client. 

• Conduct annual review w/clients making coverage and loss control recommendations focused on reducing the client’s total cost of risk.  

• Manage HUB Top 200 process. 

• Identify opportunities for cross-sell and up-sell of other HUB products and services when appropriate for the clients needs, initiating same.  At all times, be knowledgeable about and document what other insurance products and services the clients are purchasing through other providers and who those providers are. 

• Work with the Producer, if assigned, or be primarily responsible for maintaining current receivable status for assigned clients.  Proactive efforts to collect receivables more than 30 days past-due should be undertaken, with each unresolved circumstance documented and reported to accounting. 

• Possess a mastery of the various HUB resources and tools that are available via “HUB Today,” employing same to best serve assigned clients and work with Producers. 

• Be knowledgeable about and comply with HUB systems, procedures, and state/federal insurance regulations. 

• Possess a strong ability to effectively communicate, orally and in writing, which will include the ability to design and deliver effective group presentations using various media.  This may range from conducting internal training to a sales or renewal presentation at a client’s office. 

• Be actively involved with professional and/or civic associations on behalf of HUB. 

• This job description is intended to describe the level of work required by the person performing the work.  The principal duties outlined are the essential responsibilities and duties.  Other duties may be assigned as needs arise. 

QUALIFICATIONS 

This is a hybrid role, requiring three days per week in the office.