Account Executive
2 months ago
As a key member of the Chubb Workplace Benefits (CWB) sales team, the Account Executive will interact closely with our Business Development Managers (BDMs) to facilitate strong, mutually beneficial broker/client relationships, and to ensure successful post-sales support, client stewardship and retention of voluntary benefits products for large clients and strategic brokers.
The Account Executive will serve as the liaison between brokers, employer clients and cross-functional internal teams in our fast-growing CWB sales channel. This position will be responsible for timely and successful delivery of post-enrollment solutions, enhance and direct the client relationship within assigned territories, improve the overall broker and client experience. Account Executives will support sales activities and own the support and stewardship of clients post-implementation to maximize renewal/re-service participation, cross-sell and account retention.
This position will be accountable for attainment of key metrics, including target retention and client satisfaction objectives. Success as an Account Executive requires strong relationship management, communication, judgment and problem resolution skills to meet the diverse needs of our brokers and employer groups.
RESPONSIBILITIES
Serve as the subject-matter expert to internal and external stakeholders by developing and maintaining an advanced understanding of Chubb’s voluntary benefits products, services and operational structure for assigned territories Develop, maintain and execute complex client relationship plans to ensure overall service needs are satisfied while achieving business, profitability and account retention objectives Develop and manage assigned inforce blocks of preferred brokers and regional inforce business Coordinate stewardship meetings and monthly/quarterly reporting for targeted producers and target inforce clients working with assigned BDMs Manage renewal / reservice processes for assigned clients; including, managing applicable internal partners, reviewing and negotiating underwriting offers or rate and plan design changes, and ultimately presenting and delivering renewal offers Identify clients with retention risks, develop and execute complex plans to retain clients and inform senior management Develop complex plans to support retention sales, enhance re-enrollment participation and drive product cross-sell within existing clients Develop and execute plans to increase or gain opportunities to introduce CWB sales management to targeted clients, including introduction of Chubb Absence Management or other Accident & Health product solutions Coordinate quarterly and semi-annual block reporting across supported regions Conduct product and/or technology platform enrollment training for key agencies, brokers or enrollment firms Participate in client and broker executive finalist presentations and benefits fairs Manage and negotiate performance guarantees as needed Coordinate with internal and external partners to ensure appropriate timeframes are established and key timelines are met throughout quarterly and annual planning Act as the liaison for brokers, clients and internal supporting functions to identify challenges and bridge relationships between clients, insureds and home office partners to resolve issues Collaborate with internal stakeholders on processes, procedures, proposals and/or promotional materials for assigned territories May assist in developing standard operating procedures in the areas of RFP response development, competitive positioning, renewal / reservice plans, enrollment strategies or other key subject areas as requested Performs other duties as requestedCOMPETENCIES
Ability to work independently and make good decisions consistent with divisional objectives and handle conflict with minimal oversight Ability to research and solve problems with moderate supervision Ability to understand client account economics, including product designs, rates and pricingSKILLS
Demonstrated analytical skills and knowledge base to consult with customers on insurance products Possesses excellent interpersonal and communication skills both verbal and written, strong executive presence, team player, encouraging, diplomatic and flexible with the ability to listen well, be persistent and patient in endeavoring to fully understand customer needsEDUCATION AND EXPERIENCE
4-year college degree or equivalency strongly preferred; equivalent work experience may substitute Minimum of three years of employee benefits industry knowledge and experience in account management is required. Voluntary/Worksite marketplace experience preferred Ability to travel up to 50% a week within assigned territory Active life and health license preferred or the ability to complete/obtain within first year of employment, with Chubb support, is required-
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