Commercial Lines Account Executive

About the role

The Account Executive leads the overall service, recommendations, and implementation of a book of insurance business. The role requires a high degree of independent discretion, autonomy, and decision-making based on industry knowledge and experience to provide professional guidance, expertise, and service to clients, while fostering collaborative relationships with carrier representatives, underwriters, business partners, and HUB colleagues. The primary objective is achieving a rate of account retention that meets or exceeds expectations, along with business development and sales with new and existing clients.

Responsibilities

• Manages an assigned book of business comprised of key and high revenue-producing accounts, significantly impacting both client operations and HUB.
• Applies independent and discretionary judgment, using industry experience and in-depth knowledge of insurance markets, policy provisions, claim processes, and risk mitigation, to make decisions without manager approval. These include non-routine coverage issues, claim denials, renewal strategies for key accounts, and interpretation of complex insurance contract provisions.
• Analyzes clients’ business and insurance objectives, critically comparing insurance plans to determine suitability and assess risks to recommend appropriate coverage.
• Makes recommendations directly to key clients without prior approval, potentially deviating from established policies and procedures.
• Negotiates terms, conditions, and pricing directly with insurance carriers, including evaluating and consulting on special carrier programs.
• Leads resolution of escalated complex service issues between clients and carriers, requiring policy interpretation and experience-based judgment.
• Conducts client meetings, including renewal meetings, independently as needed.
• Supports, mentors, and trains Account Managers and Account Representatives, potentially overseeing their functions, including approval of renewal strategies and issue resolution.
• Stays abreast of industry changes and external conditions, making independent recommendations to clients in response.
• Leads all aspects of client service, marketing, and renewal of the book of business, using judgment and creativity to produce favorable results.
• Ensures overall retention of accounts in the assigned book of business and develops new business from existing accounts and assigned leads to meet departmental production goals.
• Identifies opportunities for cross-sell and up-sell of other HUB products and services.
• Documents client and carrier conversations, updates HUB computer systems and agency management systems, and ensures data accuracy.
• Utilizes HUB and industry resources and tools to best serve clients.
• Travels on company business as required.
• Prepares reports for management and attends industry-related continuing education training.
• Performs other duties and projects as assigned.

Requirements

• 5+ years of experience in an insurance Commercial Sr. Account Management/Account Executive role in a brokerage/agency environment, with demonstrated proficiency.
• Experience managing large, national real estate accounts required; experience with large construction accounts highly preferred.
• Experience working with loss-sensitive accounts and shared/layered programs.
• Excellent oral and written English communication skills.
• Leadership experience and independent responsibility for client retention preferred.
• Ability to lead in a team environment.
• Proficiency with computer systems, including Microsoft Office and automated agency management systems.
• Ability to work a regular, full-time schedule at HUB’s facilities and travel on business when required.

Qualifications

• High school diploma or equivalent; college degree preferred.
• Currently licensed in good standing in required lines and states, with all necessary CE credits.
• Advanced professional designation highly desirable (e.g., AAI, ARM, CIC).