Senior Account Executive-Food & Beverage
Chicago, Illinois, United States of America
Client Services
2500IE
Senior Account Executive-Food & Beverage
Chicago, Illinois, United States of America
Client Services
2500IE
Working at Lockton
At Lockton, we’re passionate about helping our people achieve their ultimate potential. Our people are curious, action-oriented and always striving to make ourselves and those around us better. We’re active listeners working to ensure understanding and problem solvers developing innovative solutions. If you can see yourself delivering excellent service to clients, giving back to our communities and being a part of our caring culture, you belong here.
Business unit
Midwest Series
Salary
$160,000-$250,000
Schedule
Full-time
Lockton Benefits Offerings
Click Here
Workplace
Hybrid
Your Responsibilities
The Senior Account Executive (SAE) 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 SAE 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 SAE is expected to bring full alignment between the client’s business objectives/strategy and the technical expertise brought by the Lockton team. The SAE 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 SAE role
- Partners with the account team during the client servicing cycle and proactively complete all SAE 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 Senior 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 a Senior 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
Qualifications
- Bachelor’s degree in a business-related program preferred or equivalent education and/or experience required
- A minimum of 8 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)
#LI-Hybrid
Equal Opportunity Statement
Lockton Companies is proud to provide everyone an equal opportunity to grow and advance. We are committed to an inclusive culture and environment where our people, clients and communities are treated with respect and dignity.
At Lockton, supporting diversity, equity and inclusion is ingrained in our values, and we believe that we are at our best when we fully embrace everyone. We strive to cultivate a caring culture that learns from, celebrates and thrives because of our breadth of differences. As such, we recognize that recruiting, developing and retaining people with diverse backgrounds and experiences is vital and enabling our people to thrive personally and professionally is critical to our long-term success.
About Lockton
Lockton is the largest privately held independent insurance brokerage in the world. Since 1966, our independence has allowed us to serve our clients, take care of our people and give back to our communities. As such, our 12,500+ Associates doing business in over 140 countries are empowered to do what’s right every day.
At Lockton, we believe in the power of all people. You belong at Lockton.
How We Will Support You
At Lockton, we empower you to be true to yourself in all that you do. Your success is our success, and we provide opportunities to help you grow and create a rewarding career path, however you envision it.
We are ready to meet you where you are today, and as your needs change over time. In addition to industry-leading health insurance, we offer additional options to support your overall health and wellbeing.
No Agencies Please
Any Employment Agency, person or entity that submits an unsolicited resume to this site does so with the understanding that the applicant's resume will become the property of Lockton Companies, Inc. Lockton Companies will have the right to hire that applicant at its discretion and without any fee owed to the submitting Employment Agency, person or entity. Employment Agencies, who have fee Agreements with Lockton Companies must submit applicants to the designated Lockton Companies Employment Coordinator to be eligible for placement fees.
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At Lockton, personal and professional growth thrives in a culture of collaboration and support. In this article, Andy Johnson shares his career journey to Lockton in his own words, highlighting how his diverse experiences and the unique environment have shaped his approach to work and fueled his passion for development. --- Can you share your work history and your journey at Lockton? My career journey has taken a few turns I’m truly proud of. I started out in the hospitality industry, working my way through undergrad by waiting tables—a crash course in staying calm under pressure, anticipating needs, and building real connections with people. After graduating, I transitioned into teaching, where a lot of those same skills carried over: reading the room, building relationships, and adapting on the fly. I joined Lockton in the summer of 2023 as an Assistant Account Manager, and honestly, I could tell from day one that this place was different. The culture, the collaboration, and the people here immediately stood out. Since joining, I’ve been able to grow a ton—stepping up to help mentor our summer interns, sharing best practices to help onboard new hires, and continuing to develop in my role. Today, I work closely with several Account Managers and Account Executives to help deliver the top-tier service that Lockton is known for. It’s been an incredible experience so far, and I’m excited to continue learning and growing with a company that truly invests in its people. How has your experience working in education shaped the way you approach your work today? My experience in education shaped the way I approach just about everything I do today. Teaching taught me how to stay calm under pressure, how to communicate clearly even when the situation is complex, and how to anticipate needs before they’re even spoken. It also gave me a deep appreciation for building strong relationships—whether it’s with clients, teammates, or new hires. The classroom taught me to break things down into manageable steps, stay adaptable, and always keep learning. Those same skills have been invaluable in my role now. I’m proud to bring that mindset with me every day, and I’m constantly looking for ways to keep growing and supporting the people around me. What sets Lockton apart from other organizations you’ve been a part of? What sets Lockton apart for me is the people. From the first day, it’s clear that collaboration, mentorship, and genuine support aren’t just buzzwords here—they’re part of the everyday experience. People go out of their way to help each other succeed, leadership really invests in your growth, and everyone is encouraged to grow, ask questions, and bring new ideas to the table. At other places, it sometimes felt like success was a solo journey. Here, there’s a true team mentality—people invest in you, and you’re encouraged to invest back into others. It creates an environment where you’re not just showing up for a job; you’re showing up for a team that’s invested in your success. It truly makes all the difference. What has been your “Lockton Moment” — a time when you knew Lockton was the right place for you? My "Lockton Moment" came during my mid-year review. In past roles, speaking up about my goals often felt risky—like wanting more might be seen as overstepping, or that I was being pushy, impatient, or ungrateful. So, when it came time for my review, I was hesitant to advocate for myself as I debated whether it was ‘too much’ to express my desires. But something about the culture at Lockton felt different, so I took a deep breath and shared that I was passionate about growing into an Account Manager role. And what happened next caught me by surprise in the best way. Instead of being met with criticism or pushback, my boss listened—truly listened—and immediately supported my vision for growth. Together, we mapped out a plan for how I could get there. It was one of the first times in my career I truly felt seen, valued, and encouraged not just for who I was, but for who I wanted to become. That conversation wasn’t just a career milestone for me—it was a personal one, too. It confirmed that Lockton isn’t just a place where careers grow; it’s a place where people grow. And true growth happens where people are genuinely valued. I’m proud to be building my career at a company that lives out that belief every day. How would you describe Lockton’s culture to someone unfamiliar with it? I would describe Lockton’s culture as genuinely people-first. It’s a place where collaboration, growth, and support aren’t just talked about—they’re lived out every day. 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Though Elizabeth Stookey’s career path was anything but traditional, it ultimately led her to a role where her diverse experience makes a lasting impact. With a background in journalism and nearly 16 years in higher education, she built a career centered around communication, engagement, and relationship-building. In 2021, inspired by a desire for change and encouragement from her husband, she pivoted into the insurance industry. Just a year later, she joined Lockton as an account manager on the voluntary benefits team. Today, alongside her team of four, she helps support more than 250 clients across seven offices, bringing energy, expertise, and a fresh perspective to every partnership. “It’s been an exciting journey, and I’m grateful for the path that brought me here!” How has your experience working in education shaped the way you approach your work today? My experience in education, particularly in alumni relations and advancement, deeply shaped the way I approach my work today. In higher ed, everything is centered around building meaningful relationships, communicating effectively with diverse audiences, and delivering value through personalized engagement. I learned how to actively listen, think strategically, and manage multiple stakeholders with differing priorities—all skills that translate directly to my work in voluntary benefits. I approach each client interaction with a service mindset, always aiming to understand their unique needs and deliver thoughtful, tailored solutions. The ability to manage multiple projects, clearly communicate, adapt to different personalities, and stay mission-focused—all skills I developed in education—are now core to how I operate at Lockton. What sets Lockton apart from other organizations you’ve been a part of? What sets Lockton apart is its deep commitment to living service. It’s not just a phrase; it’s something you experience every day. In every client-facing interaction, we are empowered to lead with empathy, responsiveness, and a genuine desire to add value. The culture here fosters open communication and seamless collaboration across teams and regions. Everyone is approachable and willing to jump in to help, which creates a supportive environment where ideas are shared freely, and client solutions are stronger because of it. At Lockton, we are trusted to bring our best to the table, and that trust fuels innovation, accountability, and long-term relationships—with both our clients and our colleagues. What has been your “Lockton Moment” — a time when you knew Lockton was the right place for you? One of my “Lockton Moments” happened early on during a trip to our Nashville office to meet with a major client we were onboarding. The Nashville team was incredibly welcoming and made me feel like part of the group right away. During the meeting, we were presenting initial voluntary benefits marketing results. My manager handed the presentation over to me, and I jumped in confidently, like I’d been doing this for years. I was quick to build rapport, actively listen, and respond thoughtfully to the client’s needs. That moment reaffirmed that I was exactly where I was meant to be—part of a team that values initiative, trusts your expertise, and celebrates your wins. How would you describe Lockton’s culture to someone unfamiliar with it? Lockton’s culture is fast-paced, service-driven, and incredibly collaborative. It’s an organization filled with knowledgeable professionals who genuinely live service—going above and beyond for our clients and for each other. No matter your role, you’re seen as a vital part of the client experience. There is a strong sense of ownership and teamwork – people aren’t afraid to roll up their sleeves and dive in when challenges arise. What also stands out is the breadth of resources available. Everything Lockton offers is purposeful and designed to help us deliver exceptional results. It’s a place where you’re supported, trusted, and empowered to make an impact.
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We are proud to announce that Lockton has been awarded the Gold Level Bell Seal for Workplace Mental Health by Mental Health America (MHA). This prestigious certification recognizes our unwavering commitment to fostering a mentally healthy workplace. The Bell Seal is the nation’s first workplace mental health certification, recognizing organizations that are committed to creating mentally healthy workplaces. Earning a gold-level designation means Lockton has demonstrated excellence in workplace culture, employee benefits, wellness programs, and access to mental health resources. According to MHA, nearly 1 in 4 adults experience a mental health condition every year — and workplace culture plays a huge role in how comfortable people feel seeking help. This certification shows that Lockton isn’t just checking a box — we’re actively building a space where mental health is valued, and support is always within reach. Lockton supports Associates by offering: Comprehensive benefits: We offer 12 free, confidential mental health sessions annually to help manage stress, anxiety, relationship challenges, and more. These sessions are designed to provide meaningful support and ensure that our Associates have access to the care they need. Stigma-free support: Our culture encourages open conversations about mental health without fear of judgment. We strive to eliminate the stigma surrounding mental health issues and promote a supportive atmosphere where everyone feels safe to speak up. Accessible resources: From one-on-one therapy to self-care tools and mental health coaching, we provide easy access to the support you need. Our resources are designed to be judgment-free and readily available, ensuring that help is always within reach. By fostering a workplace culture that prioritizes mental health, we empower our Associates to take charge of their well-being and seek support whenever they need it. Learn more about the Bell Seal and its significance here.