Job Description

Job Title: Senior Account Executive

Classification: Exempt

Department: Property & Casualty

Location: Torrance, CA /Hybrid/Flexible

Reports to: Vice President

Overview

The Senior Account Executive works directly with the Vice President of P&C and assists with mentoring and training of others in the department. The primary function of this position is to provide the highest quality service to customers, sell new lines of coverage and cross sell within the existing book of business. In this role, the Sr AE will also assist the sales team in obtaining new business, be the lead on approximately 10 accounts and secondary on our top 20 clients. Daily servicing of client will include addressing various coverage issues, contract and exposure analysis, handle and/or direct all internal service processes including endorsement activity, routine coverage questions, problem solving, renewal control, preparation of formal proposals, checking and binding policies. The Sr. AE will keep the Business Development team and the VP of P&C informed on strategic account issues, claims and other potential problems on an ongoing basis. This is a growth opportunity for the right candidate to develop into a team lead and/or management role.

Essential Duties & Functions

Other duties may be assigned.

• Relationship management of client.
• Proactive development and execution of client insurance program strategy.
• Knowledge of full portfolio of MSTIS products and services.
• Proficient understanding of compliance, renewal & marketing (RFP), reporting & analytics, and able to perform these functions with little guidance.
• Independently, or in partnership with Vice President, lead client meetings and presentations.
• Special projects as assigned which may include client presentations, functions, and meetings
• Acts as a liaison between carriers and vendors and communicates accurate details relating to P&C programs.
• Coordinates with Customer Service team and/or Account Representatives, the ordering and issuing binders, certificates, policies, endorsements, and other items. Verifies accuracy.
• Prepares summaries, schedules and proposals, process renewals in coordination with Customer Service team and Account Representatives according to company procedures
• Review and verifies policy, audits, calculates premiums, and establish payment method

program in a timely manner.

• For new and renewal business, analyze relevant client data, conducts market comparisons by analyzing insurance rate and renewal information and obtaining proposals, strategizes with the client, make recommendations to clients, regarding coverage and exclusions, and negotiates premium on behalf of the clients for best alternatives. Look for ways to enhance coverage, minimize risk and overall cost of risk.
• Provide marketing and new business development support to producers, including presentations and proposals, participating in meetings with prospective clients as part of the team.
• Manage day-to-day account transactions including entity acquisition, property acquisitions, exposure changes, contract reviews, coverage analysis and program recommendations with intensive client interaction.
• Assist VP with overall client service delivery.
• Cultivate and maintain ethical and good standing vendor relationships, look out and research new products and technologies that will enhance services to clients.
• Maintains confidentiality of company and customer information including pricing, growth projections, market share and other materials that can be used by competition.
• Serve as a subject matter expert and team lead for account representatives and account managers to explain coverages, and alternative marketing strategies and build their knowledge and improve their overall retention.
• Ability to identify strengths and challenges within the department. Work with the VP to implement plan to promote strengths with finding solutions for challenges.
• Perform special projects and other miscellaneous duties as assigned by VP and Senior Management.
• Maintain high ethical standards in the workplace.
• Monitors and recommends opportunities for client revenue enhancement.
• Recommend or initiate actions to service the client effectively and proactively.
• Maintain accurate client and policy data and documents within ANM360 system.
• Develop sales or cross-selling opportunities with current clients.

• Works independently and uses own judgment on client issues; however, collaborates with colleagues in a team like environment, and exchanges information useful to ensuring sales success, such as selling strategies and techniques, market trends, and other pertinent information.
• Ability to guide and mentor junior-level staff to grow within the team.
• Demonstrate leadership and expertise in contract review process.
• Competence in managing a book of large complex accounts.

Non-Essential Duties

Other duties may be assigned

• Performs special projects and other miscellaneous duties as assigned by senior management.
• Follows up to complete any assigned work.

• Reports all irregular issues and problems to the management for solution.
• Maintains good communication with office staff members and outside contacts.
• Complies with all company policies and procedures.
• Responsible for maintaining a clean and safe working area by participating in all aspects of the Company's Safety Program.

Qualifications

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. Reasonable accommodation may be made to enable qualified individuals with disabilities to perform the essential functions.

• Bachelor's degree from four-year college or university, or equivalent work experience.
• Minimum of 10 or more years of P&C related experience.
• Insurance education/designations strongly preferred.
• Proficient with MS Office Suite
• Experience and competency in Agency Management Systems, preferably AMS360.
• Ability to adapt well to change and learn new technology quickly.
• Strong mathematical and analytical skills
• Ability to maintain a high level of confidentiality.
• Excellent verbal and written communication skills.
• Ability to work independently and make accurate decisions and demonstrate good judgement.
• Superb cultural and social intelligence; open and respectful regarding linguistic and cultural differences; growth mindset.
• Detail oriented with excellent organizational and time/project management skills.
• Must obtain and maintain active Property and Casualty Insurance Agent License.
• This position may require routine or periodic travel which may require the teammate to drive their own vehicle or a rental vehicle. If required, acceptable results of a Motor Vehicle Record report at the time of hire and periodically thereafter, and maintenance of minimum acceptable insurance coverages are requirements of this position.
• Maintain positive working relationships and clear communication with co-workers, clients, and insurance carriers.
• Must be available for offsite meetings with clients.

Competencies

To perform the job successfully, an individual should demonstrate the following competencies:

• Communication: Communication refers to the ability to inform orally and in writing, with clarity and good effect. It means to understand clearly and quickly when instructions or

orders are received. It means judgment about what information is important and what is not, and what should be communicated, how, to whom and when.

• Customer Focus: Acts with customers in mind. Establishes and maintains effective relationships with customers and gains their trust and respect.
• Drive for Results: Pursues goals with energy, drive, and a need to finish. Does not give up, faces resistance or setbacks well; pushes self and others for results.
• Job Knowledge: Refers to the amount of relevant job knowledge and skill you have. Includes awareness and possession or mastery of special facts, practices, manual skills and techniques and decision-making methods. How well the employee is knowledgeable of services, policies, and procedures.
• Judgement: Able to make decisions that are sound, accurate, timely and supported by the reasoning and inclusion of others.
• Negotiating: Able to negotiate with both internal and external groups. Finds solutions that match the needs of all parties.
• Organizing: Able to use resources (people, funding, material, support) to get things done. Able to orchestrate multiple activities at once to accomplish a goal. Uses resources effectively and efficiently. Arranges information and files in a useful manner.
• Presentation Skill: Uses communication skills to develop messages for various audiences. Able to measure audience response and adapt accordingly.
• Priority Setting: Plans and organizes work activities. Knows what will help or hinder accomplishing a goal.
• Problem Solving: Able to solve problems using logic, judgement, and data to determine effective solutions.

Work Environment

The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

High pressured, fast-paced environment with significant telephone and personal disruption. Large number of multiple steps in complex system performed with accuracy and speed is essential to the successful completion of tasks.