Account Executive

Position Overview:

The Account Executive is a critical role in the Northeast Series. The role is focused on managing a portfolio of high-profile Clients within the Lockton Northeast Series Middle Market platform. The Account Executive is the primary contact for the Client and is responsible for leading the overall Client relationship. He / She will be directly responsible for the program design, negotiation and placement of select Property & Casualty coverage lines as well as overall day to day servicing. They will also work directly with the various Units / Practices within Lockton to manage lines of coverage not placed by the Account Executive. The Account Executive will also be responsible for full alignment between the Client's business objectives / strategy and the technical expertise brought by the Lockton team. They also ensures that Lockton resources are deployed efficiently to meet the Client's needs. A high performing and successful Account Executive will be a strategic leader, give great advice, help grow our business, deliver transactional excellence and provide great customer service.

A successful candidate will have:

• An eagerness and enthusiasm to be an integral part of their respective Unit or Practice
• Strong interpersonal, communication and presentation skills to communicate effectively and professionally to all levels
• An ability to manage a complex and demanding Client portfolio. Candidate must excel at multi-tasking, adapting to change and working on tight deadlines to meet our Clients' needs
• An ability to manage time, prioritize and ensure that deadlines are met without compromising quality
• A thorough understanding of Lockton Northeast processes and protocols which align with our overall Client Engagement strategy
• The intellectual curiosity and quantitative mindset to leverage analytics to inform strategy, support negotiation and assist our Clients in making decisions
• A broad understanding of the insurance marketplace including an ability to develop and execute on agreed Client marketing / placement strategies
• Well developed, respected senior-level insurer relationships
• An ability to lead the Lockton Client service team, ensuring consistent execution aligned with developed overall strategies
• The desire to mentor and develop junior Associates, including Interns, Analysts, Senior Analysts and Client Manager

Core Responsibilities:

• Leads Lockton team, establishes Client strategy and oversees service delivery across all practices
• Maintains strong relationships with key Client contacts and works with Producer (where applicable) to coordinate senior-level Client communications
• Provides visible leadership, both internally and externally
• Offers expert coverage and risk management advice to assigned Clients
  • Works closely with Client to plan and develop annual renewal strategy
  • Listens to Client concerns, provides meaningful advice and develops potential solutions
  • Initiates/leads renewal efforts, including market negotiations
  • Leverages analytics to develop risk strategies, support renewal negotiations and help Clients make informed decisions
  • Manages the performance of the entire Client service team, ensuring superior outcomes for our clients
• Broad knowledge of Client's business, industry and risks, including financial, operational and strategic goals/planning
• Deep understanding of Clients' entire insurance and risk management programs
• Uses understanding of Client's business and financial profile to help Clients and the Lockton team build long-term risk strategy
• Manages efficient communication with Client and serves as single point-of-contact (as needed -or when requested)
• Responsible for best-in-class client deliverables aligned with Lockton Northeast Client Engagement strategy (RSM, Renewal Proposals, Stewardship Docs, etc.)
• Stays abreast of industry trends and changes in governmental regulations
• Builds and maintains senior level carrier relationships, including developing new markets necessary to drive outcomes or solve problems
• Works with Producers to develop strategy, identify / align internal resources and support new business opportunities
• Mentors and develops junior Associates and is vested in
• Performs other responsibilities and duties as needed

Qualifications:

• Bachelor's degree in a business-related program preferred or equivalent education and/or experience required
• A minimum of five years of commercial Property and Casualty insurance experience and / or insurance broking / consulting experience required
• Understanding of insurance/risk management concepts and their application to Clients' needs
• Ability to analyze and interpret financial information to facilitate decision making and develop an understanding of the financial condition of Clients and prospects
• Must have exceptional verbal, written, and interpersonal skills to instill confidence in Clients and Associates at all levels of responsibility
• Must have the ability to lead a Client service team
• Maintains a network of key insurer relationships
• Superior negotiation skills
• Ability to comply with all company policies and procedures, proactively protecting confidentiality of client and company information
• Willingness and ability to work outside of normal business hours and travel as needed
• Strong knowledge of Microsoft Office Suite (Word, Outlook, Excel, and PowerPoint)
• Licensed broker in their state of residency or state of employment
• Legally able to work in the United States