Primary Purpose:
The primary purpose of the Commercial Lines Leader is to assist with oversight of the agency consulting function by providing recommendations to leadership and directing staff; manage key/complex clients by acting as the case manager and providing senior level benefits guidance/advice on all services; and supporting sales and marketing efforts by growing revenue with existing clients, developing new opportunities through client referrals and for developing a center of influence that generates new business leads.
ESSENTIAL DUTIES AND RESPONSIBILITIES
Following is a summary of the essential functions for this job. Other duties may be performed, both major and minor, which are not mentioned below. Specific activities may change from time to time.
1. Provide senior level consulting services to clients related to account strategy, design and financial performance, including:
- Overseeing account renewal activities with client service teams.
- Presenting client annual plan renewal audits, advising clients on strategies for managing cost, improving business results and enhancing plan value.
- Providing clients with timely updates on industry trends and/or changes that can impact account design, strategy, compliance, communication and/or administration.
- Understanding and presenting our enterprise-wide services and programs.
2. Develop and maintain regular contact with key decision makers within designated clients, including Senior and/or C Suite Executives, Human Resources VPs, Directors, and key Finance team members.
3. Oversee implementations of new clients including confirming and implementing service and compensation agreements with clients.
4. Responsible for meeting individual sales goals and developing marketing strategies including:
- Growing revenue with existing clients through the sale of additional services and increases to fee revenue where appropriate.
- Understanding the marketplace and establishing new opportunities through client referrals, marketplace relationships, and using center of influence and relationships where possible.
- Using strong business acumen to effectively communicate with prospective and existing clients.
5. Assist with oversight of agency consulting function, including:
- Advising agency staff of and/or implementing initiatives to improve agency consulting function or client deliverables.
- Participate in executive leadership meetings for agency.
6. Manage assigned staff and any operational requirements including recruitment, performance management, client assignments, disciplinary action, etc.
7. Other duties and projects as assigned.
QUALIFICATIONS
Required Qualifications:
The requirements listed below are representative of the knowledge, skill and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
1. Bachelor's degree required, or combination of applicable experience and education
2. Seven years of experience working for a Commercial Lines or insurance carrier in an Account Management or Sales position
3. Multiple years of experience supervising employees
4. Excellent written and verbal communication, interpersonal and relational skills, with the ability to quickly develop relationships of trust and confidence with a variety of people and personalities, at all levels within an organization
5. Ability to influence decision makers and drive activities to generate new revenue
6. Ability to be an effective team leader
7. Self-motivated with the ability to effectively multi-task and work collaboratively in a fast-paced, team environment
8. Ability to evaluate complex insurance programs, diagnose potential problems and identify opportunities for Company products, services and/or solutions, communicating solutions to complex challenges to clients in a manner that can be easily understood and assessed by decision makers
9. Demonstrated ability to deliver consistent positive results through influencing, coordinating and managing the efforts of others
10. Accomplished and effective sales skills including: identifying potential sales opportunities, generating sales leads, helping clients identify and understand their needs/challenges, ascertaining potential solutions to client problems, helping direct customers in the decision-making process, handling customer questions and objections and effectively and efficiently closing sales
11. Strong working knowledge of industry, alternative risk and complex insurance programs
12. Active Property and Casualty or ability to obtain within three months from hire date
13. Ability to collect and analyze complex numerical and written data and verbal information to reach logical conclusions
14. Ability to travel hours at a time both in cars and by other modes of transportation
Preferred Qualifications:
1. Additional sales/business development/marketing/product development experience
2. Experience would include 7-10 years Commercial and Leadership experience
- Commercial Lines Experience and Technical knowledge of coverage and the industry
3. Agency Operations knowledge helpful
Salary :
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