Commercial Executive Team Lead

Company:

Marsh McLennan Agency

Description:

JOB TITLE: Executive Team Lead

JOB TYPE: FLSA Exempt

ESSENTIAL DUTIES & RESPONSIBILITIES:

Oversee and manage a staff that will include some combination of Sr. Account Executives, Account Executives, and Account Managers with responsibility to oversee the Insurance Programs for assigned clients. Generally, this position is a very experienced team leader who manages a specific book of business.  This position is matrixed to a specific Producer or Producers under whose auspices the Executive Team Lead is fully responsible and accountable for the total management of assigned Producer(s) specific clients.  Primary function is to maximize Producer ability to generate revenue by relieving Producer non-sales duties and activities.    

Customer Satisfaction and Client Retention

• Oversee and manage the execution and delivery of client calendar/timeline milestones
• Lead and conduct meetings and other communication with client to assess, maintain, and improve customer satisfaction as well as, when appropriate, take on client-facing duties previously handled by Producer.
• Proactively maintain positive client relationship and have mastered the ability to analyze situations, make proactive decisions and direct a team to follow-through
• Demonstrate a strong consultative ability to instruct and provide strong guidance to the client, achieving a high-level of trust
• Monitor and manage the quality of service delivered to the client by MMA team members and carriers/vendors
• Monitor, manage, and facilitate the resolution by carriers/TPAs/vendors and MMA team members of escalated service issues 

Client Consultations/Recommendations

• Consult with clients and make strategic Risk Management plan design recommendations.  Risk Management Plan design recommendations should align with clients’ business strategy, culture, and priorities and should focus on trend management  
• Maintain strong working knowledge and command of carrier/vendor products and services and effectively deliver appropriate carrier/TPA recommendations and product and service solutions to clients 
• Maintain strong working knowledge and command of MMA services, resources and capabilities, and leverage them appropriately on behalf of clients
• Consult with clients and deliver appropriate funding arrangement recommendations
• Present  financial/risk management reports providing data and information pertinent to risk management,  plan design recommendations, products/services recommendations, renewal projections/planning, budget planning, etc.
• Mastery level knowledge and command of CCIP capabilities and services  

Renewal / Account Rounding Process

• Present and review plan performance reports and renewal projections
• Conduct pre-renewal planning meetings, including recommendations for renewal strategies
• Work with Team and marketing representatives to manage renewal bid/marketing strategy and deliver renewal presentations
• Manage ongoing carrier/TPA/Vendor renewal negotiations on clients’ behalf
• Make recommendations for additional products/services and for expanding broker/consultant services
• Manage and monitor revenue levels on all clients and work with Producers to develop strategies and actions for negotiation of commissions/fees 

Client Relationship Management -Developing, maintaining and expanding business relationships with key client decision makers and senior leaders, often C-suite level

Revenue Generation - Manage and monitor revenue generated by each account and work with Producers to negotiate appropriate agency revenue levels for each individual client  

Marketing/Sales Activities - Represent MMA at conferences, meetings, councils, community, and industry events

Internal Contributions and Functions

• Demonstrate strong leadership capabilities leading the account team:
• Setting strategy and tone for the team
• Providing reasonable onboarding and training guidance to teammates
• Demonstrate strong judgement and delegating when appropriate to accomplish work through influencing others, especially Account Executives and Managers.
• Providing performance expectation and correction, as needed
• Providing performance feedback on a regular basis as well as having input on annual performance reviews
• Utilize appropriate Director of Client Services as support when determining staff performance and performance management issues, when/if they arise.
• Proactively collaborate with appropriate Director Client Services to ensure Age