Objective:
This role blends the sales position and responsibilities with those of a typical Account Executive position. Your focus is to enhance relationships with clients, staff, and carriers. The Account Executive will function as the team lead, and salesperson, supporting their Producer(s) in providing a dynamic spectrum of innovative strategies to develop and maintain customer’s insurance and risk management needs. This role requires an individual who can effectively balance multiple and competing priorities.
Responsibilities Include, But Not Limited To:
- Total account responsibility, while utilizing Assistants for endorsements, follow-up, claims, etc.
- Respond to clients same day via email or phone.
- Account Management – all duties usual to an Executive Account Manager.
- Independently managing account issues and problems and providing solutions
- Thorough analysis of forms, policy terms, conditions, and coverage issues
- Demonstrated ability to resolve complex issues with clients, staff, and carriers.
- Loss trends and analysis, including claims support.
- Capable of managing and balancing many different relationships (clients, staff, carriers)
- Ability to manage renewals without the guidance from Producers.
- Conduct various training sessions for clients, including Managers training for private client coverage and carrier awareness and various strategic training.
- Cross selling other lines of coverage when meeting with clients.
- Active participation in client presentations for new and renewal business.
- Development of new business and renewal strategies – including preparing specifications and submission material for marketing, securing underwriting information and analyzing existing coverage as well as making recommendations to clients.
- Awareness and in-depth knowledge of current marketplace for account placement including coverage enhancements, price negotiations and alternative risk services.
- Presenting Insurance 101 training – externally and internally.
- Evaluate insureds issues and needs, while communicating renewal strategy to Account Managers.
- Meet regularly with insureds for renewal strategy, deliver renewal presentations and continue to build relationship throughout the year.
- Travel for clients and carrier meetings, customer events, association events and conferences including occasional overnight travel.
- Utilize risk management platforms and conduct on site risk audits for prospective clients.
- Attend loss prevention and similar meetings on site and prepare clients for such meetings.
- Network with underwriters; may occasionally occur outside of normal office hours.
- Attend sales meetings, participate, and help prepare annual sales planning and strategy sessions.
- Keep Manager and Producer(s) regularly informed, on a weekly basis.
- Special Projects and other duties – as assigned.
Requirements:
- Education – High School graduate/GED.
- Minimum of three years of relative industry working experience.
- Must have an active insurance license (P&C). CIC designation or similar preferred.
- Working knowledge of Microsoft products – particularly Outlook, Word, Excel & PowerPoint
- Professional demeanor and behavior are required.
- Must be organized and able to manage time effectively, in order to meet deadlines.
- Must communicate effectively – spoken and written.
- Must be able to effectively direct client presentations.
- Must work well in a team-based environment and collaborate with peers.
- Must be able to travel to visit clients and attend industry functions as necessary.
- Professional demeanor and behavior are required, as referenced in Heffernan’s core values (Habits).
Compensation:
The base salary range for this position is $80,000 to $105,000. The offer will depend on the geographic region, job-related knowledge, skills, and experience, among other factors. This role will be eligible to participate in a discretionary annual incentive program. Heffernan offers a comprehensive benefits package; more details are available at https://www.heffins.com/about-us/careers.
Heffernan Habits (Expectations):
These are practices that represent our unique culture.
- Answer The Phone (And Email): Communication is the foundation of success in life, work, and relationships. It begins with being present and responsive to both clients and colleagues. Listen to what is said and notice what goes unsaid.
- Have Fun: Fun is something we don’t shy away from, and participation brings us together on many different levels. Take the time to know your colleagues and let barriers fall away. If we are happy and enjoy time together, we will do a better job for our clients and for one another!
- Be Respectful: Lend a hand, be kind, and smooth the path. Respect is the cornerstone of developing and maintaining strong relationships. Lead with humility, take ownership of your actions, and ease the way for others. We are in this together as a team, as a family, and as trusted advisors to many.
- Do Good: This is our core. We strive to do good for our clients, our community, and our planet.
- Celebrate & Value Our Differences: “Because You’re Different”. It is our differences, when valued and amplified, that allow us to innovate, to learn, to connect, and to stand apart from the rest.
Working Conditions:
- Work environment is indoors, sitting at a desk or standing for extended periods of time.
- Daily use of computers, keyboard, mouse, headset, printers, and other commonly used office equipment.
- This position may require flexibility to work hours outside of a regular schedule.
- Ability to travel as necessary.
