Client Executive, Special Risk

Position Summary

The Client Executive has overall responsibility for a book of business, ensuring client satisfaction and retention. The Client Executive will lead the annual planning process with each client, ensuring that their special risk program supports financial and organizational goals. The Client Executive will also lead the financial management of the plan, whether insured or self-funded, with a proficiency in financial underwriting review, analysis of claims utilization data, and developing cost and budget projections. Using consultative insight to support decisions for change, the Client Executive will lead the team in preparing and presenting recommendations to the client. The Client Executive will collaborate effectively with client service professionals and the entire Special Risk team, ensuring consistent work product, client satisfaction, and internal work efficiency. The Client Executive will participate in business development opportunities, working with the Sales Producers. Additionally, the Client Executive will actively be involved in market-building activities, such as participation in industry groups and speaking engagements.

Key Responsibilities

• Maintain and grow a designated book of business as outlined in individual incentive plans; accountable for growth, retention, and client satisfaction for that book of business.
• Meet personal new business goals as set forth by Special Risk Practice Team Leader.
• Develop a thorough understanding of client businesses, their policies, practices, and industries.
• Understand and guide clients through the initial objective-setting process.
• Produce new business on a regular basis that generates revenue to meet the annual goals of the department.
• Interpret technical findings and communicate them to clients in reports and presentations.
• Review all program calculations and reports for accuracy prior to client delivery.
• Extract information and draw conclusions from carrier data and claim reports to interpret trends and anticipate potential problems for clients.
• Assist clients with plan design, funding, administration, and communications consulting.
• Assess client needs and questions and review options with clients, making sound recommendations on a day-to-day basis.
• Manage the client cycle and monitor timeframes and renewal deadlines.
• Maintain regular contact with clients and prospects, keeping them up to date on technical and legislative issues.
• Plan and conduct annual stewardship meetings.
• Retain and develop account by making recommendations regarding the risk to the customer for the most cost-effective and proper insurance coverage, preparing proposals, evaluating and recommending other lines, and providing additional resources for the client, as needed.
• Review policy coverages and identify cross-selling and additional revenue opportunities.
• Keep abreast of new sales programs.
• Attend company-sponsored seminars and educational sessions to maintain product knowledge and underwriting expertise.
• Maintain client files on EPIC system and use EPIC to perform all transactions.
• Participate in any special projects at management's request.
• Comply with all E&O Plus, legal and regulatory requirements.
• Ensure legislative, regulatory and technical developments are appropriately communicated to clients.
• Absorb and communicate more complex insurance concepts based on clients' needs.

Qualifications

• Bachelor’s Degree in Business, Risk Management, Analytics or other related field is preferred; high school diploma or GED, in concert with industry experience, in lieu of an associate’s or bachelor’s degree is necessary.
• 5+ years’ work experience in special risk lines of coverage and supporting clients, either with a brokerage or an insurance carrier, handling accounts at a high level of responsibility is desired but will consider less experience for the right candidate.
• Desired experience includes some or all of the following lines of coverage: student health, global medical (outbound / study abroad), business travel accident, sports accident, student accident, volunteer accident, and/or international student health plans (inbound).
• Exhibits executive presence and has strong rapport-building/interpersonal skills for positive interaction with customers and co-workers.
• Exercises sound judgment and exhibits a strong critical thought process to make good decisions, despite time constraints.
• Able to work collaboratively with internal and external stakeholders, be a team player and exhibit a positive attitude.
• Possesses strong oral and written communication skills; communicates effectively with customers and insurance companies.
• Possesses excellent organizational skills and strong financial analysis acumen.
• Excellent working knowledge of EPIC agency management system and of underwriting requirements of carriers as well as policy provisions and policy changes.
• Exhibits solid time management skills; able to work under pressure and meet deadlines and deliverables, and is highly responsive to internal and external stakeholders’ needs and requests.
• Demonstrates agility and is able to multi-task, as well as pivot to changing priorities, as circumstances warrant.
• Contribute to team efficiency by sharing knowledge and best practices.
• Proficiency with Microsoft Office Products, including Excel and PowerPoint, is required.
• This position requires a high energy level and the ability to handle stress-related situations on a daily basis.