Sr Account Executive - US Loss Adjusting

Manages and grows market share by providing excellent customer service and account management to large Loss Adjusting clients. Analyzes, directs, and coordinates service needs, including claim handling, loss data, cost containment, billing, and collections. Negotiates and facilitates contract renewals, ensuring team collaboration. Increases market share by selling additional services to existing clients and provides strategic leadership for high-visibility, high-growth programs.

Responsibilities

• Leads cross-functional Account Service teams and drives account service plans.
• Works directly with the Sales Team to assist with proposal preparation and presentation; leads transition efforts with US Loss Adjusting departments after receiving the order.
• Handles all aspects of new client setup, coordinating activities with clients, brokers, carriers, and US Loss Adjusting departments.
• Leads sales engagements for marketed renewals and select prospective client meetings or presentations.
• Maintains high-level client contact to identify and resolve customer problems.
• Provides ongoing orientation of client personnel in US Loss Adjusting methodology, systems, and procedures.
• Updates Client Service Instructions for accuracy and communicates changes to internal staff and departments.
• Manages contract renewals, including pricing proposal preparation and negotiations.
• Maintains data integrity by updating internal reporting systems (e.g., Salesforce.com, Miller Heiman Program Documents, Pricing Workbooks, Client Service Instructions).
• Identifies, pursues, and closes opportunities for sales of additional services to existing clients.
• Monitors and analyzes trends in client loss costs and claims management service results; reviews findings with clients, brokers, and carriers.
• Prepares client reporting, including performance monitors, stewardship reports, macro-analysis, and client profiles.
• Leads account benchmarking efforts using Strategic Outcomes to prepare, analyze, and present statistical reports targeting loss cost reduction.
• Coordinates and oversees completion of client service plans and project activity with designated staff.
• Develops a diary system for statistical/data review, correction, and follow-up communications.
• Evaluates program handling and claims performance of technical personnel; resolves identified issues.
• Coordinates effective claim reviews for clients, brokers, and carriers.
• Assists in technical explanations and strategies with accounts, claims offices, and others as needed.
• Develops action plans for improvement of product delivery.
• Masters the consultative account management process as an Account Executive.
• Assists with billing and collections.
• Supports the Managing Director with new hire training and development of current staff in areas of deficiency.
• Upholds the Crawford Code of Conduct.

Requirements

• Bachelor’s degree or an equivalent combination of education and experience.
• Ten or more years of progressive TPA, Insurance Carrier, or Brokerage experience in claims management, loss control, or underwriting, demonstrating the ability to handle accounts profitably.
• Three or more years of account management experience.
• High level of business acumen, including understanding of business accounting and economics.
• Strong leadership, relationship, and team-building skills.
• Strong claim product and service knowledge.
• Excellent team player fostering collaboration with other business areas.
• Excellent communication (written, verbal, and listening) and presentation skills.
• Strong negotiating and sales closing skills.
• Good time management skills and excellent attention to detail.
• Strong sales and client orientation skills.
• Strong knowledge of US Loss Adjusting products and services, general insurance principles, terminology, and customs.
• Good computer and systems skills.
• Strong analytical and problem-solving ability.
• Well-versed in benchmarking and its interpretation.
• Strong understanding of the insurance/TPA industry and marketplace.
• Insurance/Technical designations such as CPCU, ARM, AIC, etc.
• Must complete continuing education requirements as outlined by Crawford Educational Services.

Benefits

• Competitive base pay with a defined pay range/salary based on experience, education, market rates, and other factors.
• Bonus/Incentive Pay and other performance-based rewards (if applicable).
• Comprehensive benefits package, including:
  • Medical, Dental, and Vision Plans
  • Prescription Drug coverage
  • HSA, HRA, and FSA Accounts
  • Paid Holidays, Vacation, and Sick Leave
  • 401(k) Retirement Plan
  • Tuition Assistance
  • Paid Parental Leave
  • Supplemental Health Benefits
• Additional benefits at no cost, including:
  • Enhanced Mental Health Support
  • Virtual Physical Therapy
  • Caregiving Services
  • Life Assistance Program
• Training programs promoting continuous learning and career progression.
• Sustainability programs supporting communities.
• Culture of respect, collaboration, entrepreneurial spirit, and inclusion.