Client Executive- Commercial Lines of Insurance

The experienced Client Executive will serve as the primary point of contact for a defined book of middle market Property & Casualty clients, managing all aspects of client service, renewal strategy, and operational execution. This role is ideal for a highly motivated insurance professional who thrives in a fast-paced environment..

ESSENTIAL DUTIES AND RESPONSIBILITIES:

• Primary expert resource and first point of contact for clients, which includes research/analysis and handling of wide variety of client questions on coverage/eligibility, contractual issues, and government reporting compliance. Prepares endorsements per client requests. Prepares and provides resource, trend and legal update information to clients on on-going basis. Routine questions are delegated.
• For new and renewal business, analyzes relevant client data (e.g., census/experience data, contractual requirements for insurance), conducts market comparisons by analyzing insurance rate and renewal information and obtaining quotes, strategizes with clients (typically senior-level executives and managers), makes recommendations to clients regarding coverage and exclusions; negotiates premium and commission rates on behalf of clients for best alternatives (with full authority from EPIC to act on its behalf).
• Provides marketing and new business development support to producers, including preparing presentations and proposals, participating in meetings with prospective clients as part of team.
• Conducts marketing and new business development for employee’s book of business.
• Delegates office administrative work to appropriate staff and oversees tasks.
Business Growth
• Lead account team for accounts in assigned book of business, coordinating the efforts of other team members (marketing, account management, employee benefits, branch management, claims, etc.) to produce, service and retain business;
• May have a production goal. Production goals are subject to periodic adjustment by the Company.
Service
• Establishes and maintains primary, on-going business relationship with client and becomes first point of contact for all future client service needs;
• Consistently establishes and maintains high levels of trust and confidence with clients by initiating introductions, through periodic contacts, and by promptly responding and resolving client questions and issues;
• Interface with clients, producers and other team members to develop a comprehensive customer service plan;
• Analyze census and market data to prepare insurance renewal options, meet with clients to strategize, and advise on best alternatives;
• Negotiate with carriers on clients’ behalf for best available premiums, commissions and coverage;
• Handle or provide expert resource to clients regarding open enrollment meetings, including customized material preparation and communication;
• Ensure expert knowledge is maintained and prepare resource information for clients to continually keep informed of benefit trends, State and Federal legislation, rules and regulations; Advise clients on government reporting compliance issues, as appropriate.
Marketing
• Preparation of Request for Proposal (RFP) for presentation to carriers (or marketing manager on large clients), including analysis of census, current and/or proposed benefit plan designs, market comparison data, and contribution strategies;
• Negotiate with carriers for best available premiums, commissions and coverage;
• Conduct sales presentations as part of team;
• Analyze and provide client referrals to Sales Team for Employee Benefits and Private Client Departments.
Personal and Organizational Development
• Set priorities and manage workflow for self to ensure all goals are met;
• Maintain cordial and effective relationships with clients, co-workers, carriers, vendors, and other business contacts;
• Maintain up-to-date proposals, workflow logs, update all benefits information on agency management system, manuals or other required documentation and records;
• Interact with others effectively utilizing good communication skills, cooperating purposefully, and providing information and guidance as needed to achieve the business goals of the Company;
• Stay informed regarding industry information, new product/program developments, coverages, legislation, technology to continuously improve knowledge and performance;
• Enjoy active participation in community organizations;
• Project a professional image in action and appearance.

SUPERVISORY RESPONSIBILITIES:

• None

KEY COMPETENCIES:

• Full knowledge of commercial lines of coverage and services;
• Demonstrated experience with Agency Management Systems, rating procedures, coverages, and industry operations to effectively mana