Client Executive

Job Title: Client Executive
Department: Real Estate
Reports To: Director of Client Services
FLSA Status: Exempt

POSITION SUMMARY: The Client Executive, a client facing position, assumes primary responsibility for securing, placing, and retaining the agency's national level clients with the goal being reduce total cost of risk. A heavy background as direct sales support allows the Client Executive to be independently responsible for a book of business with little to no assistance from the Advisor or Leader. In some cases, no Advisor may be present. Working in tandem with carriers and the risk management team, the Client Executive determines and presents the best alternatives for financing clients' risk. Progress is measured then demonstrated to the client through financial analysis exhibits and stewardship reporting.

Key Responsibilities:

• Schedule, and in most cases lead client or prospect meetings by presenting the reduce total cost of risk approach to risk financing.
• Prepare due diligence reports for new clients, or clients considering acquisitions, by assessing, identifying, and determining exposures and making recommendations to the client on whether to move forward with the acquisition, and/or carve out exposures. Reports include extensive detail on how the current program will respond.
• Prepare a risk map identifying current and potential future risks the client's business may face. Determine the likelihood of the risk occurring as well as severity of impact to the business if the risk should occur. Incorporate mitigation recommendations into stewardship report
• Review loss history then work with risk management team to determine appropriate level of risk management. Coordinate either internally, or through available carrier resources
• Review loss history then work with claim advocates to determine appropriate level and frequency of claim service. Coordinate both internally and with carrier claims representatives
• Determine client's risk management budget, and exhaust reasonable options to meet that budget. Regardless, program design should be approached with a zero-budget mindset
• Prepare financial analysis reports capturing historical program rates, expenses, and exposures, compare them to current then predict future expenses. Analysis will include modeling that demonstrates benefits or detriments of alternative risk financing mechanisms
• Considering due diligence findings and budget restrictions, determine available risk financing option(s) and present to Advisor and client. Be prepared to recommend ideal program
• Lead pre-renewal marketing strategy meeting with advisor, account manager, risk manager surety representative, and claims advocate
• Enhance proposals by including reports, exhibits, and analyses mentioned above
• Prepare annual stewardship report and present to client mid-term. Report should include:
  • The exhibits previously mentioned
  • Goals established at the program's start and their current status
  • The objectives and strategies of the client's business
  • The market's condition, including present and future forecasts
  • Benchmarking against peer data with suggestions for coverage or limits
  • A risk map along with mitigation recommendations
  • A summary of significant losses and the role of the claims advocate
  • An overview of risk management activities and their effect on losses
  • A five-year summary of the total cost of risk
• Reduce client's total cost of risk and track results over a 5-year period
• Attach and maintain all correspondence in Epic as required in department procedure.
• Attend and participate in department meetings as well as other meetings as directed
• May handle traditional client servicing associated with full or reduced book of business
• Additional duties as assigned.

QUALIFICATIONS:

Education:

• A four-year college degree preferred, or equivalent years of industry experience in a similar position
• Possession and maintenance of Property and Casualty Insurance license for the State of Colorado
• Professional designation in insurance programs such as ARM, CIC, CPCU, CRM preferred
• Proactive participation in continuing education classes

Work Experience:

• 5+ years of industry and technical experience in a similar, client facing position required

COMPENSATION INFORMATION:

• Pay Range: $85,000 - $175,000 (dependent on experience and/or qualifications)
• Total Compensation = Pay + Performance Bonus + Benefits

FUNCTIONAL/TECHNICAL KNOWLEDGE & SKILLS:

• Strong written, presentation, interpersonal, organizational, time management and oral communication skills. Ability to apply technical knowledge in insurance coverages, terminology and concepts
• Strong negotiation skills, decision making skills, ability to work under pressure, critical thinking skills, sense of urgency, anticipation of client needs, attention to detail, results-oriented nature, ability to handle unusual situations, and ability to multi-task
• Proven leadership skills
• Proficient in the use of Microsoft Word, Excel and Power Point required
• Ability to compile, analyze, and interpret financial information and data to facilitate decision making. Math skills involving familiarity with ratios, percentages, discounts and commissions
• Problems encountered require constructive thinking and analytical interpretation; weighing the desirability and/or probability of possible outcomes in relationship to each other. Problems involve thinking out several steps into the future. Decisions are frequently made without precedent to draw upon

SUPERVISORY RESPONSIBILITY: This position does not have any supervisory responsibilities

WORK ENVIRONMENT: This position operates in a professional office environment. This role routinely uses standard office equipment such as computers, tablets, phones, and multi-function printers