Account Executive-Large Market

Company:

Marsh McLennan Agency

Description:

Marsh McLennan Agency’s East Region is a leader in the employee benefits marketplace. Our associates simplify employee health and welfare benefits and risk management for regional, national, Fortune 500 and Fortune 1000 companies.

We value integrity, collaboration, passion, innovation, and accountability, and we are committed to making a difference in the moments that matter for our colleagues, clients, and communities.

The Account Executive (AE) is the guardian of the strategic customer relationship and orchestrates the deployment of corporate-wide resources to provide comprehensive products, services and solutions to strategic key accounts. The AE is fully responsible for the retention, development, servicing and expansion of their assigned accounts.

ESSENTIAL DUTIES AND RESPONSIBILITIES include, but are not limited, to the following:

Account Management

• Consistently ensure 100% complete and total client satisfaction
• Manage a large, complex, functionally diverse and globally dispersed client partnership
• Maintain strong relationships within client organizations at the decision maker and end-user levels; present a consistent MMA East image to those clients; build high levels of client satisfaction; execute proper client agreements
• Demonstrate the ability to clearly articulate total cost of ownership and value contribution to assigned accounts within MMA East

• Develop, implement and manage project plans in conjunction with the client
• Prepare and conduct quarterly strategic account planning meetings and annual executive summits
• Articulate needs and desires of the client and translate into actionable plans for the assigned Client Service team members
• Act as communication conduit for MMA East organization to assigned accounts
• Serve as the primary escalation contact for client resolution of issues
• Initiate and promote continuous improvement of procedures, processes, standards and programs to gain cost-effectiveness and efficiency and execute implementation

Sales

• Develop and execute account plans for assigned accounts to ensure retention
• Continuously identify and capture new sources of revenue within assigned accounts
• Develop and deliver detailed, accurate and timely revenue forecasts to sales management
• Develop and negotiate contract terms, rates, plans, schedules, resources, involvement, and roles/responsibilities
• Identify the factors which influence business performance and recommend actions to improve profitability and/or enhance revenue for MMA East

Client Services

• Partner with team of resources dedicated to the assigned accounts – potential team members may include underwriting, client service, voluntary benefits, benefits administration and administrative resources
• Provide clear communications so client team maintains a thorough understanding of the client’s challenges, issues, expectations and goals
• Coordinate with Client Service Director to provide education needed to support clients

Professional Development

• Develop and maintain skills, knowledge and proficiencies required to be effective in sales techniques and in support of client strategies, goals and objectives
• Continually build knowledge and skills to keep pace with market trends

Required Education and Experience

• Bachelor’s degree and a minimum of 8 years of experience in Health and Welfare Consulting required, with a minimum of 5 years as an account lead
• Demonstrated experience with upper middle market clients (500-5,000 lives) required, with specific experience operating at the C-level regarding negotiations, business development and relationship management
• Prior management experience, both direct and matrix, is required
• Effective analytical, math and problem-solving skills, sound judgment, strong decision-making ability, confidence to make difficult decisions and excellent communication skills
• Must be organized, detail oriented and able to translate big picture ideas into client objectives

Knowledge, Skills and Abilities

• Strong organizational, management and account planning skills with analytical skills and strong attention to detail
• Work in a high production team environment with a high degree of complexity
• Operate independently and provide appropriate information and direction to other individuals
• Provide effective, accurate, clear communication to internal company team members and clients
• Ability to interact in