Commercial Executive Team Lead

About the Role

This position is a very experienced team leader who manages a specific book of business, matrixed to a specific Producer or Producers. The Executive Team Lead is fully responsible and accountable for the total management of assigned Producer(s) specific clients, with the primary function of maximizing Producer ability to generate revenue by relieving Producer non-sales duties and activities.

Responsibilities

• Oversee and manage a staff that includes Sr. Account Executives, Account Executives, and Account Managers with responsibility for the Insurance Programs of assigned clients.
• Customer Satisfaction and Client Retention
  • Oversee and manage the execution and delivery of client calendar/timeline milestones.
  • Lead and conduct meetings and other communication with clients to assess, maintain, and improve customer satisfaction; take on client-facing duties previously handled by Producer.
  • Proactively maintain positive client relationships, analyze situations, make proactive decisions, and direct a team to follow-through.
  • Demonstrate strong consultative ability to instruct and provide guidance to clients, achieving a high level of trust.
  • Monitor and manage the quality of service delivered to clients by MMA team members and carriers/vendors.
  • Facilitate the resolution of escalated service issues by carriers/TPAs/vendors and MMA team members.
• Client Consultations/Recommendations
  • Consult with clients and make strategic Risk Management plan design recommendations aligned with clients’ business strategy, culture, and priorities, focusing on trend management.
  • Maintain strong working knowledge of carrier/vendor products and services; deliver appropriate recommendations and solutions to clients.
  • Maintain strong working knowledge of MMA services, resources, and capabilities; leverage them appropriately on behalf of clients.
  • Consult with clients and deliver appropriate funding arrangement recommendations.
  • Present financial/risk management reports providing data pertinent to risk management, plan design, product/service recommendations, renewal projections, and budget planning.
  • Demonstrate mastery-level knowledge and command of CCIP capabilities and services.
• Renewal / Account Rounding Process
  • Present and review plan performance reports and renewal projections.
  • Conduct pre-renewal planning meetings, including recommendations for renewal strategies.
  • Work with the team and marketing representatives to manage renewal bid/marketing strategy and deliver renewal presentations.
  • Manage ongoing carrier/TPA/vendor renewal negotiations on clients’ behalf.
  • Make recommendations for additional products/services and for expanding broker/consultant services.
  • Manage and monitor revenue levels on all clients; develop strategies and actions for negotiation of commissions/fees with Producers.
• Client Relationship Management
  • Develop, maintain, and expand business relationships with key client decision-makers and senior leaders, often at the C-suite level.
• Revenue Generation
  • Manage and monitor revenue generated by each account; work with Producers to negotiate appropriate agency revenue levels for each client.
• Marketing/Sales Activities
  • Represent MMA at conferences, meetings, councils, community, and industry events.
• Internal Contributions and Functions
  • Demonstrate strong leadership capabilities leading the account team:
    • Set strategy and tone for the team.
    • Provide reasonable onboarding and training guidance to teammates.
    • Demonstrate strong judgment and delegate appropriately to accomplish work through influencing others.
    • Provide performance expectations, correction, and feedback on a regular basis; contribute to annual performance reviews.
  • Utilize appropriate Director of Client Services as support for staff performance and performance management issues.
  • Proactively collaborate with Director of Client Services to ensure Agency workflows, processes, and procedures are properly utilized.
  • Serve as an internal subject matter expert in designated areas of expertise.
  • With Producer, create service milestones to ensure appropriate services are offered to clients (e.g., midyear reviews, claims reviews, loss control services).
  • Meet or exceed Role Model MHBT standards of excellence:
    • Maintain files and records in an orderly, timely manner via Sagitta and Image Right.
    • Ensure Service Plans Commitments via consistent use of Renewal Timeline.
    • Proficient in creation and use of key industry risk management strategies or documents (e.g., risk identification and assessment, coverage evaluation, risk retention strategies).
  • Function as the primary go-to person for Client Contract Review.
  • Maintain and exhibit a positive, professional appearance and image.
  • Understand and adhere to policies and procedures within the MMA employee handbook.
  • Adhere to security and compliance requirements; appropriately manage/protect PHI and PII, and protect agency intellectual capital.
  • Demonstrate mastery-level knowledge of property and casualty products, services, market dynamics, carriers/TPAs/vendors, fully insured, and alternative funding arrangements.

Requirements

• Position is available on an as-needed business basis.
• Texas P&C Agent license required.
• Bachelor’s Degree or equivalent professional experience preferred.
• (Internal) 15+ years of Account Management experience preferred, including at least 2 years as Sr. Account Consultant and 5-7 years in Sr. Account Executive or Executive role.
• (External) At least 15 years of Sr. Commercial Account Consultant or Executive experience.
• CIC & CRM, or CPCU preferred; if no designation, 15+ years of experience as a Sr. Account Consultant or Executive.
• Mastery-level knowledge of property and casualty products, services, market dynamics, carriers/TPAs/vendors, fully insured, and alternative funding arrangements preferred.
• High level of organization with strong attention to detail and the ability to set, recognize, and manage multiple priorities and deadlines.
• Applied knowledge and skills in communication, typing/word processing, and interpersonal relations.
• Ability to execute short and long-term goals and work independently.
• Proficient with Microsoft Office Suite (email, Word, Excel, PowerPoint) and current internet technology.

Benefits

• Competitive salaries.
• Comprehensive benefits and programs including health and welfare.
• Tuition assistance.
• 401K.
• Employee assistance program.
• Career mobility.
• Employee network groups.
• Volunteer opportunities.