Small Business Account Executive, Program Business

About the role

Marsh McLennan Agency (MMA) combines the personalized service model of a local consultant with the global resources of Marsh, the world’s leading professional services firm in insurance and risk management (NYSE: MRSH). As an Account Executive at Horton, a Marsh business, you’ll deliver purposeful work and meaningful impact within an award-winning, inclusive, and top workplace culture.

Responsibilities

• Understand the client industry niche(s) served, recognize typical business problems, and demonstrate how MMA’s service platform provides solutions.
• Maintain proactive awareness of industry trends, insurance market changes, economic shifts, and legislative impacts on clients.
• Represent MMA Midwest through thought leadership, including writing, speaking, and networking engagements.
• Advocate for service platform enhancements that increase client value, create barriers to exit, and align with strategic direction.
• Build and cultivate relationships across all levels, internally and externally, using diplomacy and tact to navigate high-tension situations.
• Negotiate skillfully with internal and external groups, balancing directness and diplomacy to win concessions without damaging relationships.
• Analyze client and prospect exposures, identify opportunities for improvement, and create compelling cases for selecting MMA Midwest.
• Develop presentations highlighting MMA’s unique approach, culture, track record, expertise, and customized service plans for client niches.
• Understand client decision-making processes, key stakeholders, business goals, and how MMA’s performance meets their expectations.
• Identify risks to client retention (e.g., service breakdowns, competitor involvement) and take proactive steps to retain clients.
• Close new business and renewals through a methodical, persistent approach to winning deals.
• Uncover opportunities to expand product lines, cross-sell services, and deepen client relationships.
• Analyze client business drivers, metrics, and industry issues to solve problems with effective, data-driven solutions.
• Evaluate coverage, program financials, claims, and loss rates to recommend improvements and measurable value.
• Collaborate with MMA Midwest teams to perform specialized analysis and service, monitoring results and plan completion.
• Quarterback client service plans, ensuring commitments are tracked and reported in a unified, meaningful way.
• Oversee the placement of insurance products within your discipline, leveraging marketplace knowledge and carrier appetites.
• Monitor client satisfaction through personal relationships, team engagement, and feedback processes.
• Foster a motivating team climate, encouraging input, sharing ownership, and recognizing contributions.
• Conduct regular meetings with client service teams to address pending issues, changing needs, and service plan implementation.
• Support agency best practices, processes, and procedures through active participation in team and sales meetings.
• Mentor client service team members and new producers on role-specific topics to support their development.
• Recruit potential employee candidates to MMA Midwest.
• Leverage technology, tools, and resources to maximize efficiency for yourself and your team.
• Set and achieve business goals through strategic planning and consistent performance.

Requirements

• Upon hire, must hold a Producers License (in state of residence) for Fire/Casualty or Life/Health, as appropriate.
• Proven track record of accomplishing specific tasks in a client-facing or Account Executive role.
• Adherence to the stated expectations of the E&O Plus Quality Management Program.

Preferred Qualifications

• CPCU, CEBS, ARM, or other professional designations.

Benefits

• Generous time off, including personal and volunteering days.
• Tuition reimbursement and professional development opportunities.
• Hybrid work flexibility.
• Charitable contribution match programs.
• Stock purchase opportunities.
• Comprehensive well-being platform.

Pay

The base salary range for this role is $102,600 to $163,900. The base pay offered will be determined based on factors such as experience, skills, training, location, certifications, education, and applicable minimum wage requirements. Decisions will be made on a case-by-case basis. This position may also be eligible for performance-based incentives.