New Business Client Executive

What You'll Do

• Primary responsibilities:

At the direction of the Commercial Lines Practice Leader and the Managing Members of IMA NY:

1. Supports in winning new business and set up of new accounts

• Work with producer on qualifying leads

• Attend prospect meetings with producers

• Identify information needed to be collected

• Establishing relationship with prospective client

• Put submission together

• Market account to appropriate carriers

• Negotiate with carriers for quotes

• Put proposal together

• Assist in presenting to prospective client in an effort to secure order

• When account is bound, transfer account to assigned service team

• Maintains intimate knowledge of clients' business operations, strategies, and needs throughout the year.

• Ensuring the hand-off of the account contains all of the pertinent information for the assigned CE.

1. Producer Management - Daily interactions with un-validated and validated producers; the tasks within the process include:

• Lead generation strategies customized to the producer and agency

• Daily un-validated producer monitoring and interaction

• Development, assistance in execution and monitoring of all producer business plans with reporting to senior management

Marketing Role

• External

• Manage all aspects of carrier relationships and their underwriting appetite - be the face of York/IMA in the NY/Eastern market

• Engage and cultivate relationships with underwriters/underwriting managers/branch managers as business partners and work in a highly collaborative and transparent manner with them to bring the best possible coverage, service and risk management solutions to our clients

• Focus on identifying and fostering relationships with key stakeholders within the industry

• Complex negotiation with carriers on behalf of clients

• Lead the process for continuous evaluation of carrier appetites and adjust strategy to capitalize on shifts in the marketplace across all markets and product lines

• Monitor new/renewal metrics regarding revenues, profitability, and carrier premium volume requirements, review profit sharing terms

• Regular carrier interaction and frequent face-to-face meetings with underwriters/underwriting managers/branch managers

• Internal

• Educate P&C CE/CMs and producers on new products

• Assist in providing strategic direction and leadership to the entire commercial lines team

• Provide account oversight and guidance when acting as a third-layer of account management on largest, most complex accounts

• Marketing plan development and general project management

• Market strategy meetings in coordination with producer and CE/CM on accounts requiring marketing efforts

• Alignment of market strategy between producers and CE/CM

• Standardize process for account review (complete SOV, loss summary, large loss detail are table stakes) - submission folder in EPIC with relevant information

• Marketing shouldn't be perceived as the team of one, but rather the facilitating driver to help us stand out

• Partner with Carrier Relationship/Marketing Leaders/Market Presidents within IMA to ensure successful outcomes

• Manage and monitor monthly/quarterly production, sales and retention reports in coordination with CL leadership

You Should Have

Required Experience and Skillsinclude but are not limited to:

• Experience in insurance or related industrybased on the assigned book of business

• Ability to think strategicallybased on client's priorities and marketplace cycle

• Strong communicationskills both written and verbal

• Experience leading and developing people

• Ability todelegate and hold team & partners accountable

• Experience working within Applied Epic preferred

• Experience with MS Office productsrequired(specifically PowerPoint, Outlook, Word, and Excel)

• Travelrequired (up to 40% based on client book of business)

• Skilled at understanding the client's entire business as it relates to insurance protection(matching to their aversion level of risk)as it relates to specific terms & conditions

• Strengthens IMA brand as subject matter expert (speaking at conferences, white papers, carrier relationships, etc.)

• Holds general insurance designation

• Holdsformal specialty designation(ARM, CPCU, Industry specific designation, etc.)

Competencies & Traits:

• Professionalism

• Self-Direction

• Manage Client Relationships

• Interpersonal skills

• Problem Solving