COMMERCIAL ACCOUNT EXECUTIVE
With more than 150 years’ experience, Scott Insurance is a leader in developing smart strategies and innovative programs customized to the needs of mid-market companies. We offer property & casualty, employee benefits, captive insurance, and surety bonds solutions, as well as personal risk services. An employee-owned company, we are one of the largest independent agencies in the Southeast and have Captive Insurance operations in Grand Cayman and Vermont. For 25 years, we have earned the distinction of a Best Practices Agency and have consistently been ranked among the top 30 agencies in the country by Reagan & Associates. Scott has nine offices across North Carolina, South Carolina, Tennessee, and Virginia. Our employee owners enjoy a strong, team-centric culture, excellent benefits, and retirement programs. As an employee-owned company, our associates are more than employees; they are owners. This ownership creates a unique company culture and provides significant opportunities for our employee owners. We are driven by an entrepreneurial spirit and guided by out-of-the box thinking to deliver world-class service to our clients, primarily mid-market companies.
We currently have an opening for a Commercial Account Executive in our Richmond, Roanoke or Lynchburg, Virginia offices. If you enjoy working in a dynamic environment that rewards excellence and encourages entrepreneurial thinking, we would like to hear from you!
PRINCIPAL OBJECTIVES OF THE POSITION
The Commercial Account Executive is a trusted risk advisor who serves clients in partnership with a Commercial Producer. This position will directly support a Commercial Producer’s responsibilities to advise, advocate, and coach clients in various risk management strategies, including placement of appropriate insurance products.
POSITION QUALIFICATIONS AND REQUIREMENTS
- Four-year college degree or equivalent combination of education and work experience
- Property & Casualty license or the ability to obtain within 90 days is required
- CPCU, CISR, CIC and/or CRM designations preferred
- Significant commercial insurance experience (including large accounts), with complex coverage structures, loss sensitive or other alternative risk financing models
- Flexible, supportive attitude of service for clients and internal team members; able to adapt/adjust roles & responsibilities to Producer’s discretion
- Outward / client facing experience directly participating in strategic sales, with or without producer presence, comfortable working with client leadership team
- Exceptional relationship building skills and the ability to work well with our client’s executives, including CFOs, CEOs and HR Directors
- Ability to advise/support and coordinate with internal service team: managing timelines and establishing expectations, reviewing work product for accuracy, and assisting in the technical and service development of team members
- Ability to successfully manage projects
- Strong analytical and strategic problem-solving skills
- Extraordinary written and verbal communication skills; ability to research, understand, and articulate complex coverage, risk management or risk financing concepts both to clients and internal team members
- Excellent understanding of insurance carrier underwriting philosophies
- Outstanding presentation skills, both in conjunction with your production team and on your own
- Superior organizational skills, ability to handle multiple tasks and effectively prioritize
- Advanced Word, Excel and PowerPoint skills, plus the ability to embrace new technologies for both client and internal service enhancements
- Ability to travel to client/prospect locations as needed
PRINCIPAL DUTIES AND RESPONSIBILITIES
- Assist Producer in all aspects of servicing existing clients and maintaining relationships with key decision makers
- Advise/support and coordinate with internal service team: managing timelines and establishing expectations, and reviewing work product for accuracy
- Assist in the technical and service development of team members (coverage, technology, creation of proposals & other presentations, communications, etc)
- Develop and maintain excellent relationships with insurance carrier underwriters and representatives to effectively oversee and negotiate the new and renewal marketing process
- Analyze carrier underwriting methodologies, validate carrier recommendations, and advise client regarding carrier projections
- Develop and manage strategic project plans for each client’s renewals
- Advise clients regarding program structure and risk control opportunities (contracts/risk transfer, etc)
- Negotiate program renewals on behalf of client to attain best outcomes
- Identify risks faced by clients and develop strategies to address those risks, including application of current insurance or additional coverage, with consideration to client’s risk tolerance and operational needs.
- Effectively articulate complex risk or coverage topics with clients in a manner that will be understandable and resonate with their needs
- Identify, research and resolve complex risk management, coverage or service concerns
- Understand and communicate client service expectations
- Create and present complex custom client proposals
- Participate in sales and service meetings with clients and marketing meetings with Account Managers to secure new business and maintain renewal business
- Work with Account Managers to develop strategy and timeline to ensure efficient and effective client outcomes
- Coordinate/communicate with Scott Risk Performance team as needed to support client
- Lead due diligence processes for client transactions
- Other duties as assigned.
