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Senior Account Executive
2 months ago
GENERAL DESCRIPTION
Under the direction of the Branch President, the Senior Producer’s primary responsibility will be to build a book of business from leads generated by the BDR team and yourself. In this role, you will work directly with your assigned Producer, BDR, and service team, as a mentor and coach. You will convert leads into customers by presenting options and marketing business using all the tools available in the CMB sales process.
You will contribute to CMB’s success by concentrating efforts that maintain client retention greater than 90% and support the annual new business goal for the agency:
provide team leadership, mentorship, and account oversight;
sell insurance solutions to a diverse group of commercial clients and prospects;
manage a Book of Business, e.g. customer experience, renewals, claim management;
keep abreast of trends and techniques, industry changes in the marketplace, and insurance company stability;
use brokerage selling aids to maintain a competitive status for the brokerage within the industry; and,
perform administration and data entry as required.
Your day will consist of promoting and selling insurance solutions to a diverse group of commercial prospects and mining your contacts for referrals.
PIPELINE/ GENERATING LEADS
business-to-business selling
cold calling, warm calling
prospecting
obtaining and following up on leads to ensure the growth of the book of business, utilizing the iWin prospect system, cold calling techniques, and client referrals
prepare and submit complete submissions utilizing the CMB Application & Submission formats and provide full underwriting information to insurers to obtain the most competitive package available
PROPOSALS/PRESENTATIONS/SALES
inform the customer/prospect of additional coverage and services the brokerage handles of which they may not have been aware, and interest them in these services
prepare and present professional and competitive proposals to prospects detailing coverage and services of the brokerage
perform client visits as necessary for prospecting, sales, inspections, claims, and service
obtain and follow up on information concerning underwriting by completing Brokerage Applications
SERVICE
keep abreast of CMB’s market inventory and support the company objectives with market support as directed by the Director of Sales
collect deposits, premiums, and finance deposits and contracts on behalf of the brokerage.
review monthly account receivable reports and ensure all outstanding balances are paid within ten days
review client renewals with your service team to Complete Coverage Checklist annually for each customer
review client renewals with your service team to conduct a thorough review of coverage on existing accounts at least annually and assist in remarketing as necessary to provide the best coverage and competitive price for all clients.
assist the Claims department to ensure the proper and expeditious handling of all claims and losses as per the Brokerage Claims Handling System
market, rate, and quote new and renewal business
TEAM SUPPORT
actively mentoring team members is essential to ensure the team is growing in knowledge and expertise; it also significantly supports CMB’s perpetuation plan for developing the next generation
be familiar with and follow company policies and procedures as established (Employee Handbook, Renewal Procedure, Claims Procedures, Collections and AR Procedures, etc.)
attend and participate in staff meetings and company function
KPI
>15% C&F Net Growth
>15% Average Commission
This job operates in a professional office environment. Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties, or responsibilities that are required of the employee for this job. Duties, obligations, and activities may change at any time with or without notice.
KNOWLEDGE AND EXPERIENCE
Level 2 Insurance Agent required
CIP or CAIB designation or equivalent preferred
3 - 7 years experience as a Sales Executive, in a similar role, in an independent commercial insurance business environment
3 - 5 years experience within a team environment in a customer sales and marketing position
experience with Acturis, Microsoft Office Suite, or comparable computer systems
commitment to ongoing learning and professional development including insurance courses/certifications,
e.g. Canadian Accredited Insurance Broker (CAIB)/Chartered Insurance Professional (CIP)
- preference will be given to candidates with post-secondary education and an outstanding personality
