Commercial Lines, Account Executive (hybrid White Plains, NY)

Who We Are: 

NFP, an Aon company, is a multiple Best Places to Work award winner in Business Insurance who has also earned the WORK180 employer endorsement. We are an organization of consultative advisors and problem solvers. We help companies and individuals around the globe address their most significant risk, workforce, wealth management and retirement challenges through custom solutions and a people-first approach. To learn more, please visit: https://www.NFP.com.

Job Summary:

The Account Executive interacts with clients on a day-to-day basis while developing and maintaining relationships with both client and carrier representatives. The Account Executive will prepare applications, specifications and marketing strategy for new business as well as the renewals of assigned clients with some degree of supervision and approval from their Supervisor. In this role, you will take on the role of lead consultant and primary point of contact for assigned clients.  The Account Executive will have retention targets and may have revenue goals (rounding out). You will handle day-to-day account management for a specific set of clients, and this entails a great deal of verbal, electronic, and other written communications

This is a full-time position with a hybrid schedule from our White Plains, NY office. 

Essential Duties and Responsibilities:

Client Management

• Responsible for the client relationship as the point of accountability and participates in the placement process.
• Responsible for growing, maintaining and working with the producer to expand the client relationship (developing strong relationship with various constituents.)
• Responsible for knowing the client, their business and insurance objectives, any client changes (over the past year and upcoming) and ensuring complete and accurate information is presented to the marketplace.
• Understands the client, their risk threshold, and develops the strategy and resources around it. (e.g., retentions, coverages, new placements) Ensures discussions and decisions are documented.
• Determines proper coverage given the clients risk profile, business objectives (current and future) and risk appetite to insure and mitigate risk.
• Pursues opportunities to round out existing client programs, increase limits purchased or provide additional resources or capabilities (i.e. OHS).
• Owns the strategic engagement cycle, placement process and communication with the client, including key meetings: placement strategy, proposal, stewardship, etc.
• Drives the strategy for and provides final review and sign-off on all client presentations (and other key deliverables)
• Collates feedback and data from the client service team as part of the overall placement and servicing process and provides the client with annual stewardship reports and schedule of insurance summaries.
• Partners closely with claims for regular claims reviews and other claims services.
• Identifies additional client touchpoints as needed (i.e. Post Placement meeting).
• Performs contract and document reviews as requested by the client.
• Responds to client queries and concerns to resolve questions or issues promptly.
• Ensures NFP Service standards meet or exceed client expectations and protect NFP from E&O’s.
• Responsible for overall retention of accounts.

NFP Team Management

• Establishes and leads the team and is responsible for all facets of the client servicing and placement process, including successfully liaising with Industry/ Risk Practices, Broking team and other service and resource teams.
• Trains and develops account managers, account coordinators and other members of the service team (with support from Senior AE)
• Builds strong relationships with internal NFP colleagues – producers, broking, claims, etc.
• Understands how to navigate the internal NFP organization, including current and newly hired/acquired resources to bring the entire organization to the client.
• Responsible for the team’s compliance with NFP’s Service Model and established policies and procedures.

Carrier Relationships and Market Knowledge

• Develops and maintains strong relationships with key trading partners (carriers, wholesalers, etc.)
• Knows and stays abreast of carrier (and wholesaler) appetites. Ensures the right markets are approached for the right risks.
• Stays up to date on market trends, market dynamics, terms and conditions.
• Operates as a steward of the broader NFP while engaging in the marketplace.

Placement Process

• Manages an assigned book of business.
• Leads the Placement process, establishes roles, responsibilities, and a timeline for the team to execute against.
• Develops and gains alignment of the placement strategy with the client service team, the client and NFP resources (Industry/Risk Practices, Broking, etc).
• Recommends additional applicable lines of business or coverage enhancements.
• Identifies analytic, actuarial and modeling needs and ensures those requests get submitted and result presented to the client with actionable insights.
• Brokers core P&C lines or partners with a broking team and oversees the placement of these lines of business.
• Negotiates renewal programs with the market. May partner with Broking teams on new placements.
• Monitors the placement process and provides the client with regular updates.
• Prepares premium and coverage comparisons or directs the broking team to provide the same.
• Prepares (with the AM) and presents the proposal including recommendations to the client.
• Obtains (with the AM) to the client’s authorization to bind, confirms carrier binding and provides confirmation of coverage bound to the client.

Sales

• Responsible for partnering with Producers during the sales process, including prospect qualification, program review, recommendations, market competition, RFP response, BOR issuance.
• Works with the producer to identify cross-sell/ upsell opportunities.

Other Responsibilities

• Establishes and maintains positive working relationships with NFP colleagues, clients, and carriers.
• Maintains general open items list and complies timely with client and carrier requests.
• Addresses/troubleshoots any billing/payment issues that require escalation.
• Identifies and raises any issues to senior management in a timely manner.
• Responsible for the issuance of any Legal documents – NDA, Fee Agreements, etc.

Knowledge, Skills, and/or Abilities:

• Excellent written communication skills – writes clearly; edits work for spelling and grammar; varies writing style to meet needs; presents numeric data effectively; able to read and interpret written information
• Experience with EPIC or similar agency management systems required
• Intermediate level of experience in Microsoft Office products, specifically Word, Excel and Outlook
• Self-confident to make sound independent decisions
• Ability to successfully interact with a variety of people/personalities
• Strong leadership skills
• Possess technical expertise plus good analytical and problem-solving skills
• Ability to handle situations in a calm, courteous and professional manner
• Strong attention to detail, decision making skills and problem resolution
• Flexibility and adaptability to
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