Sales Account Executive, Agent & Broker

About The Institutes
Located in beautiful Malvern, Pennsylvania, The Institutes® are a not-for-profit comprised of diverse affiliates that educate, elevate, and connect people in the essential disciplines of risk management and insurance. Through products and services offered by our nearly 20 affiliated business units, people and organizations are empowered to help those in need with a focus on understanding, predicting, and preventing losses to create a more resilient world.

Additionally, we understand the importance of work-life balance—in 2025 Philly.com named us a Top Workplace for the tenth year and USA Today named us a USA Top Workplace for the third year. We provide excellent benefits and a friendly, team-focused work environment to drive employee engagement.

Sales Account Executive, Agent & Broker
The Sales Account Executive, Agent & Broker is responsible for maintaining and growing relationships and sales volume with customers assigned by the Vice President – Agent & Broker Group. This position is responsible for developing and executing strategic sales plans that support overall TI strategic initiatives. This includes developing an intimate knowledge of customers and positioning TI as a strategic partner helping customers solve their major strategic objective issues, and not just as an education provider.

What You’ll Do:
1. Build and maintain relationships and sales revenues with assigned customers by understanding their needs and developing customer-focused solutions.
2. Focus on organizations and customers where TI can have the most significant impact for their organizations, the industry and as a whole to garner significant revenue opportunities for TI.
3. Develop virtual selling capabilities that are relevant to assigned accounts.
4. Use market intelligence, social media and networking opportunities to develop relationships with prospects, stakeholders or influencers within assigned accounts.
5. Work with local industry association groups as appropriate to access association membership and corporate customers in furtherance of the organization’s strategy and goals.
6. Work closely with Vice President – Agent & Broker Group to achieve overall revenue targets.
7. Record sales activities in CRM within in a timely manner. Meet or exceed sales activity metrics.
8. Other responsibilities and projects as assigned.

What We’re Looking For:
1. College degree required.
2. Minimum 5-7 years successful sales or client management experience.
3. Experience in the risk management and insurance industry strongly preferred.
4. Strong communication and interpersonal skills including public speaking.
5. Proficiency with Microsoft Office Suite (Word, PowerPoint, Excel, Outlook, Teams).
6. Willingness to travel is required.

Key Competencies:
1. Relationship Building: Exceptional People Skills. Must be able to develop and maintain strong relationships across the industry.
2. Sales: Emphasis on retaining business and closing sales. Ability to learn customer business needs and determine where there is a fit between customer requirements, future needs and The Institutes overall solution set. Ability and willingness to proactively seek out new business and cross-sell opportunities.
3. Creativity and Innovation: Ability to think strategically and identify problems and logically generate ideas in approaching resolution.
4. Communication: Exceptional oral and written communication skills and ability to communicate throughout all levels of the organization, both internally and externally. Ability to read, understand and follow oral and written instructions. Ability to present information and respond to questions professionally and effectively, conversationally and in written communications
5. Critical and Analytical Thinking: Able to identify, observe, and analyze a problem and data. Thinks objectively and identifies ways to create a solution based on the facts collected. Ability to think strategically and identify problems and logically generate ideas in approaching resolution. Possesses the skills to formulate sound business questions and pursue insights.
6. Decision Making: Ability to generate and evaluate alternatives prior to making a decision while also considering the risks associated with each option and selecting the option which has the best balance of risk and reward. Evaluates the effectiveness of decisions after they have been made.
7. Collaboration and Teamwork: Ability to work in in a team-oriented, collaborative environment across organizational boundaries in a constructive and collaborative manner. Exceptional interpersonal skills, with a focus on rapport-building, listening, and questioning skills.

Special Working Conditions and Physical Demands
1. Must be self-motivated and willing to maintain continuous communication from remote/home office.
2. Must be willing to do moderate travel (clients and conferences) as needs dictate, throughout the year. Weekend travel may be required to support various conferences and meetings.

The Best Part? The Benefits!
To enforce the importance of work-life balance, employees enjoy excellent benefits, including:

• 401(k) plan with company contribution up to 16%
• Generous time off package that includes paid vacation, personal, sick, and holidays
• Paid maternity and parental leave
• Tuition reimbursement
• Medical, dental, vision, and prescription coverage