Business Insurance Account Executive

Account Executive

Our not-so-secret sauce.

Award-winning, inclusive, Top Workplace culture doesn't happen overnight. It's a result of hard work by extraordinary people. More than 11,000 of the industry's brightest talent drive our efforts to deliver purposeful work and meaningful impact every day. Learn more about what makes us different and how you can thrive as an Account Executive at Horton, a Marsh business.

Marsh provides business insurance, employee health & benefits, retirement, and private client insurance solutions to organizations and individuals seeking limitless possibilities. With 200 offices across North America, we combine the personalized service model of a local consultant with the global resources of the world's leading professional services firm, Marsh (NYSE: MRSH).

• Understands the client industry niche(s) served, recognizes the typical business problems faced by clients and how our service platform across all disciplines provides solutions to those issues
• Maintains proactive awareness of industry and how changes in the insurance industry, the economy, and legislation impact clients
• Represents MMA Midwest in client and insurance industry through visible writing, speaking, and networking engagements
• Advocates for changes and additions to our service platform that increase the value created for our clients, add barriers to exit, and follow our strategic direction

• Relates well to all kinds of people, up, down and sideways, inside and outside the organization; builds appropriate rapport; builds constructive and effective relationships, uses diplomacy and tact; can diffuse even high‑tension situations comfortably
• Negotiates skillfully in tough situations with both internal and external groups; can win concessions without damaging relationships; can be direct and forceful as well as diplomatic; gains trust quickly of other parties to the negotiations

• Uses the MMA Midwest sales process to analyze client and prospective client exposures and opportunities for improvement; and creates a compelling case to convince the decision‑makers to select MMA Midwest
• Creates presentations to clients and prospective clients that demonstrate our company's unique approach and culture, our established track record, our expertise and service platform specific to client niche, and a customized service plan for each client; is effective in a variety of formal presentation settings
• Understands each client’s decision process, the people involved (decision‑makers and service consumers), the business' goals and issues, and how our performance meets their expectations Recognizes risks to losing clients, whether service breakdowns, new decision‑makers, competitor involvement or other factors and acts to retain
• Closes new business and renewals by figuring out the path to win and persevering through a methodical approach
• Uncovers opportunities to add new product and coverage lines and to cross‑sell clients into other disciplines

• Understands business drivers of individual clients, their important metrics and measures of success, specific issues they are facing, and industry issues that may impact them; uses rigorous logic and methods to solve difficult problems with effective solutions; looks beyond the obvious and doesn't stop at the first answers
• Analyzes coverage, program financials, claims and loss rates, and other aspects to uncover opportunities for improvement; recommends changes and puts forth a service plan that creates measurable value
• Engages other teams and departments of MMA Midwest to perform specialized analysis and service, monitoring results and service plan completion
• Quarterbacks the execution of client plans, services delivered, ensuring commitments are tracked and reported back in a unified, meaningful way to each client
• Understands insurance marketplace, carrier appetites, carrier programs, and services available; oversees the placement of insurance products within own discipline
• Monitors client satisfaction of every client through personal relationships and engagement, involvement with other…