Account Executive, Captive Solutions

The Account Executive, Captive Solutions is responsible for originating and developing new business opportunities through the delivery of customized alternative risk and captive insurance solutions. This role focuses on advising mid-to-large, complex clients on when and how captive structures and other alternative risk strategies can optimize their risk financing approach.

This role serves as a consultative advisor, business developer, and relationship manager who works closely with brokers to identify opportunities where captive and alternative risk solutions can create measurable value for their clients.

Success in this role requires the ability to translate complex risk and financing concepts into clear, compelling narratives for senior decision-makers, including retail Brokers, C-suite leaders and Boards of Directors. While executive communication skills are important, this position is primarily focused on broker development, opportunity generation, and consultative selling.

Brokerage Network Development and Relationship Management 

• Develop, cultivate, and maintain a broad network of retail broker relationships that serve as the primary source of opportunity generation and new business development.
• Establish credibility and trusted-advisor status with brokers through consistent education, market insight, responsiveness, and solution-oriented consultation.
• Conduct regular broker outreach, meetings, presentations, and training sessions to strengthen referral relationships and expand pipeline activity.
• Maintain visibility within key brokerage firms, industry associations, and marketplace networks to enhance Artex's presence and influence.
• Serve as a resource to brokers seeking guidance regarding captive feasibility, alternative risk financing strategies, and program structure considerations.

Business Development and Client Advisory

• Identify, develop, and close new business opportunities with prospective and existing brokers and their clients through consultative sales of captive and alternative risk solutions
• Advise potential clients on the optimal use cases for captive insurance, including when such structures may improve risk financing outcomes, cost efficiency, and long-term flexibility
• Lead discovery discussions to understand client risk profiles, financial objectives, and strategic priorities
• Position Artex solutions within a broader enterprise risk strategy, aligning recommendations to client-specific goals.
• Support brokers in identifying client opportunities and presenting solutions in a manner that strengthens the broker's credibility and trusted advisor status.

Collaboration and Opportunity Generation

• Build and activate strong referral channels across brokerage organizations, strategic partners, consultants, and internal business units to originate new opportunities.
• Partner with internal brokers and producers to identify clients who may benefit from captive or alternative risk solutions
• Serve as a trusted resource and educator to stakeholders, increasing awareness and appropriate utilization of Artex capabilities
• Collaborate with actuarial, underwriting, legal, and consulting teams to design and deliver tailored solutions

Executive Communication and Board Engagement

• Lead and deliver presentations to C-suite executives and Boards of Directors, clearly articulating captive strategies, expected outcomes, and key considerations
• Translate complex financial and risk structures into clear, concise, and executive-ready messaging
• Facilitate high-stakes discussions involving risk transfer, capital allocation, and long-term strategy

Market Leadership & Thought Partnership

• Maintain a strong understanding of alternative risk trends and market dynamics
• Communicate relevant insights and perspectives to clients and internal stakeholders
• Represent Artex in client meetings, industry discussions, and internal forums with credibility and professionalism

Lines of Authority / Specialty Focus Areas:

Producer assignments will generally align to one or more designated specialty practice areas. Depending on experience and expertise, a Producer may be responsible for one, multiple, or all specialty categories below.

• Casualty Group Captives - Focused on group captive solutions designed to address commercial casualty risks including Workers' Compensation, General Liability, and Automobile Liability.
• Medical Stop Loss Group Captives - Focused on group captive and alternative risk solutions supporting employee benefits programs, medical stop loss arrangements, and healthcare-related risk financing strategies.
• Single Parent and Cell Captives - Focused on customized captive structures, single-parent captives, protected cell arrangements, and other alternative risk financing vehicles designed for individual organizations and complex risk profiles.

Qualifications and Skills

• Proven success in a client-facing and/or Broker development business development, wholesaler or producer role within insurance, risk management, or related advisory environments
• Demonstrated understanding of captive insurance and alternative risk solutions desired, but not required. Successful candidates may come from traditional brokerage, carrier, employee benefits, risk management, or loss-sensitive insurance backgrounds and will be provided opportunities to deepen their captive expertise.
• Strong understanding of commercial casualty insurance coverages, including Workers' Compensation, General Liability, and Automobile Liability.
• Knowledge of loss-sensitive insurance programs, large deductible programs, retrospective rating plans, self-insurance structures, or alternative risk financing strategies is preferred.
• Strong consultative skills with the ability to assess client needs and develop tailored, value-driven solutions
• Demonstrated experience presenting to senior executives and Boards of Directors, with confidence and executive presence
• Ability to communicate complex concepts in a manner that is clear, practical, and aligned to business outcomes
• Track record of building relationships with brokers and decision-makers within mid-to-large organizations
• Ability to influence without direct authority while working through broker-led client relationships. Successful candidates must be comfortable supporting and enabling the broker's success rather than controlling every aspect of the sales process.
• Skilled at educating and guiding both clients and internal partners on solution applicability and value
• Strong organizational, analytical, and project management capabilities
• Bachelor’s degree required; advanced degree or industry designations (e.g., CPCU, ARM) are a plus

Performance Expectations

• Drive new business production through both externally sourced opportunities and internally generated referrals
• Demonstrate consistent ability to convert complex opportunities into revenue-generating client engagements.
• Expand and strengthen broker relationships while increasing awareness, understanding, and adoption of Artex captive and alternative risk solutions across the marketplace.
• Develop and maintain a healthy sales pipeline that reflects consistent broker engagement, prospect activity, and qualified opportunities.

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At Gallagher, we believe supporting our colleagues goes far beyond the role itself. For more information, visit our Benefits page.

• Competitive compensation
• Comprehensive benefits programs designed to support your well-being 
• Career development opportunities and ongoing learning 
• A collaborative, people-first culture with accessible leadership 
• The opportunity to do meaningful work with global reach and local impact 

At Gallagher, we are dedicated to building an inclusive and authentic workplace. If your past experience doesn’t align perfectly, we encourage you to join our Talent Community to stay connected to additional career opportunities. At times, we will consider transferable skills from previous roles.

Gallagher is an affirmative action/equal opportunity employer (Minorities/Females/Veterans/Disabled)