The Account Executive (AE) role is focused on managing a portfolio of clients. They, in conjunction with our Producers and unit leaders, serve as the primary contact leading the overall client relationship. The AE is responsible for the program design, negotiation, and placement. They work directly with the various Units/ Practices within Lockton to coordinate coverage based on the clients’ risk. As a Trusted Advisor, the AE is expected to bring full alignment between the client’s business objectives/strategy and the technical expertise brought by the Lockton team. The AE assures that Lockton resources are deployed efficiently to meet the client’s expectations and empowers team engagement by delegating to the appropriate member of team depending on the task.

Expected contributions

• Mentors and develops junior Associates and is vested in their development
• Works with Producers to develop strategy, identify/ align internal resources and support new business opportunities
• Contributes to RFPs and new business opportunities as assigned, including but not limited to coverage analysis and/or due diligence
• Directly accountable for retaining and expanding assigned book of business
• Offers expert coverage and risk management advice to assigned clients based on Lockton’s full scope of services, systems, and differentiators
• Stays abreast of industry trends and changes in governmental regulations
• Builds and maintains senior-level carrier relationships, including developing new markets, necessary to drive outcomes or solve problems
• Manages efficient communication with client and actively listens to their concerns by providing meaningful advice and solutions
• Maintains extensive knowledge of client’s business, industry, and risks; including financial, operational, and strategic goals/planning
• Uses understanding of client’s business and financial profile to help clients and the Lockton team build long-term risk strategy
• Maintains strong relationships with key client contacts and works with Producer (where applicable) to coordinate senior-level client communications
• Masters the renewal guide tasks associated with the AE role
• Partners with the account team during the client servicing cycle and proactively complete all AE tasks to meet deadlines while assuring the SAM/AM and SAS are meeting standards on their assigned tasks
• Initiates/leads renewal efforts, including market negotiations
• Leverages analytics to develop risk strategies, support renewal negotiations, and help clients make informed decisions
• Ensures superior outcomes for clients by establishing client strategy, managing the performance of the entire client service team, and by coordinating across all segments of the business such as claims, loss control, analytics, surety, etc.
• Delivers standards of excellence in line with Lockton’s operating procedures by adhering to standardized policies, processes, and systems
• Responsible for best-in-class client deliverables aligned with Lockton Midwest engagement strategy (renewal proposals, stewardship docs, etc.)
• Solid understanding, acceptance, and promotion of the Lockton culture, remaining consistent with the organization’s philosophies and mission statement
• Performs other responsibilities and duties as needed

Strengths of a successful Account Executive

• Leadership qualities include effective communication, empathy, motivation, decisiveness, capability to provide constructive feedback, etc.
• Strong strategic leader, giving great advice, helping grow our business, deliver transactional excellence, and providing great customer service
• An eagerness and enthusiasm to be an integral part of their respective unit or practice
• Serves as a mentor with a strong focus on developing junior Associates (including Interns, Account Specialists, Senior Account Specialists, and Account Managers or Senior Account Managers)
• Leads the Lockton client service team, ensuring consistent execution aligned with developed overall strategies
• Self-starter who manages the entire service cycle for their book of business
• A thorough understanding of Lockton Midwest processes and protocols which align with our overall client engagement strategy
• A broad understanding of the insurance marketplace including an ability to develop and execute on agreed client marketing/placement strategies
• Well-developed, respected senior-level insurer relationships
• Strong interpersonal, communication, and presentation skills to communicate effectively and professionally to all levels
• Possesses intellectual curiosity and quantitative mindset to leverage analytics to inform strategy, support negotiation, and assist our clients in making decisions
• Ability to excel at multi-tasking, adapting to change, and working on tight deadlines to meet our client’s needs
• Effectively prioritizes and ensures that deadlines are met without compromising quality

Rewards of being an Account Executive at Lockton

• Autonomy to leverage your individual strengths and industry knowledge to effectively manage and retain assigned book of business
• Participation in RFP responses and other new business prospects as needed to demonstrate capabilities
• Opportunity to mentor and develop others, and give back to the practice
• A balance of individual and collaborative work within a team environment
• Ongoing one-on-one development meetings with management including meaningful feedback on strengths and development area
• Networking at all levels within the organization and with carrier partners
• Social activities and community giving events

Compensation and Benefits

Lockton Companies LLC is committed to offering competitive pay and benefits and complies with all relevant state/local pay transparency laws. The entry base salary offered for this opportunity may vary, and is contingent upon candidate education, skills, abilities, essential competencies, experience, professional designations, unique qualifications, and geographic location.

Performance Bonus: This role may be eligible for an annual performance bonus, based upon the financial performance of the organization and the individual contributions of the Associate.

Check out Lockton Benefits Offerings Here

• Bachelor’s degree in a business-related program preferred or equivalent education and/or experience required
• A minimum of 7 years of commercial insurance experience and/or insurance broking/consulting experience required
• Successful completion of Lockton Coverage Training Program (Phase 1, Phase 2, and Phase 3)
• Licensed broker in their state of residency/state of employment or ability to obtain immediately
• Must have the ability to lead a client service team
• Advanced working knowledge of Commercial coverages and services
• Understanding of insurance/risk management concepts and their application to clients’ needs
• Ability to analyze and interpret financial information to facilitate decision-making and develop an understanding of the financial condition of clients and prospects
• Maintains a network of key insurer relationships
• Superior negotiation, communication, and presentation skills
• Must have exceptional verbal, written, and interpersonal skills to instill confidence in clients and Associates at all levels of responsibility
• Ability to work both independently and in a team environment
• Ability to comply with all company policies and procedures, proactively protecting confidentiality of client and company information
• Lifelong learner who is excited by a challenge and looking for consistent personal and professional growth
• Willingness and ability to work outside of normal business hours and travel as needed
• Strong proficiency in Microsoft Office Suite (Word, Outlook, Excel, and PowerPoint)

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