Account Executive - Business Insurance - R_271933-6153 - MMC

This job was posted by https://illinoisjoblink.illinois.gov : For more
information, please see:
https://illinoisjoblink.illinois.gov/jobs/12375239 About Marsh
McLennan Agency Midwest
Marsh McLennan Agency's Midwest Region is a full-service brokerage
providing business insurance, employee benefits, private client
insurance, and retirement services to businesses and individuals across
the country. MMA Midwest is consistently recognized as a top workplace,
attracting and retaining its insurance talent by rewarding expertise and
investing in career development. Colleagues enjoy an award-winning
culture that fosters a highly productive and results-driven working
environment.
The Account Executive is a thought leader in the industry and client
niches they serve, and understands the overall business risks, financial
implications, and employee health issues important to clients. They
directly quarterback the service execution for clients within their own
discipline. Working with a team of support and service personnel, the
Account Executive builds a client base by adding new clients, new lines
of coverage, and retaining and growing current clients. An effective
negotiator, presenter, motivator, and relationship builder, the Account
Executive leverages MMA Midwest's sales methodologies, tools and
resources, service platform, and best practices to successfully manage a
growing client base.
Thought Leadership
- Understands the client industry niche(s) served, recognizes the
typical business problems faced by clients and how our service
platform across all disciplines provides solutions to those issues
- Maintains proactive awareness of industry and how changes in the
insurance industry, the economy, and legislation impact clients
- Represents MMA Midwest in client and insurance industry through
visible writing, speaking, and networking engagements
- Advocates for changes and additions to our service platform that
increase the value created for our clients, add barriers to exit,
and follow our strategic direction
Create and Cultivate Relationships
- Relates well to all kinds of people, up, down and sideways, inside
and outside the organization; builds appropriate rapport; builds
constructive and effective relationships, uses diplomacy and tact;
can diffuse even high-tension situations comfortably
- Negotiates skillfully in tough situations with both internal and
external groups; can win concessions without damaging relationships;
can be direct and forceful as well as diplomatic; gains trust
quickly of other parties to the negotiations
Build a Client Base
- Uses the MMA Midwest sales process to analyze client and prospective
client exposures and opportunities for improvement; and creates a
compelling case to convince the decision-makers to select MMA
Midwest
- Creates presentations to clients and prospective clients that
demonstrate our company's unique approach and culture, our
established track record, our expertise and service platform
specific to client niche, and a customized service plan for each
client; is effective in a variety of formal presentation settings
- Understands each client's decision process, the people involved
(decision-makers and service consumers), the business' goals and
issues, and how our performance meets their expectations Recognizes
risks to losing clients, whether service breakdowns, new
decision-makers, competitor involvement or other factors and acts to
retain
- Closes new business and renewals by figuring out the path to win and
persevering through a methodical approach
- Uncovers opportunities to add new product and coverage lines and to
cross-sell clients into other disciplines
Execute Client Service Platform
- Understands business drivers of individual clients, their im ortant
metrics and measures of success, specific issues they are facing,
and industry issues that may impact them; uses rigorous logic and
methods to solve difficult problems with effective solutions; looks
beyond the obvious and doesn't stop at the first answers
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- Analyzes coverage, program financials, claims and loss rates, and
other aspects to uncover opportunities for improvement; recommends
changes and puts forth a service plan that creates measurable value
- Engages other teams and departments of MMA Midwest to perform
specialized analysis and service, monitoring results and service
plan completion
- Quarterbacks the execution of client plans, services delivered,
ensuring commitments are tracked and reported back in a unified,
meaningful way to each client
- Understands insurance marketplace, carrier appetites, carrier
programs, and services available; oversees the placement of
insurance products within own discipline
- Monitors client satisfaction of every client through personal
relationships and engagement, involvement with other MMA Midwest
team members, and any client surveys or feedback processes
implemented
Support an Effective Team
Creates a climate in which people want to do their best; motivates many
kinds of team or p