About Lockton Northeast
For the Northeast Series, you’ll find our people in the metropolitan areas spanning Washington DC, Philadelphia, New York City, Hartford, Norwalk, Boston, and Portland ME. With our unmatched work ethic, and an ability to go above and beyond to make a difference for our clients, the Northeast continues to experience double-digit (organic!) growth.
We offer a flexible & hybrid work environment that allows our Associates to split their time between in-person and remote.
The Account Executive is a critical role and is focused on managing a portfolio of high-profile Clients within the Lockton Northeast Series. The Account Executive is the primary contact for the Client and is responsible for leading the overall Client relationship. They will be ultimately held accountable for building and executing on the health and welfare strategy, in partnership with the core team and core specialty practices. The Account Executive will also be responsible for full alignment between the Client’s business objectives/strategy and the technical expertise brought by the Lockton team. They also ensure that Lockton resources are deployed efficiently to meet the Client’s needs. A high performing and successful Account Executive will be a strategic leader, give great advice, help grow our business, and provide great customer service.
Core Responsibilities
- Leads Lockton team, establishes Client strategy and oversees service delivery across all specialty practices; the AE is ultimately accountable for client deliverables
- Maintains strong relationships with key Client contacts and works with Producer (where applicable) to coordinate senior-level Client communications
- Provides visible leadership, both internally and externally
- Offers expert coverage and benefits consulting advice to assigned Clients
- Works closely with Client to plan and develop annual renewal strategy
- Listens to Client concerns, provides meaningful advice and develops potential solutions
- Initiates/leads renewal efforts, including market negotiations
- Leverages specialty practices and analytics to develop risk strategies, support renewal negotiations and help Clients make informed decisions
- Manages the performance of the entire Client service team, ensuring superior outcomes for our clients
- Possesses broad knowledge of Client’s HR objectives and goals to build long-term benefits strategy and deep understanding of Client’s entire total rewards offering
- Manages efficient communication with Client and serves as single point-of-contact (as needed – or when requested)
- Responsible for best-in-class deliverables aligned with Client Engagement workbook (Strategy / Annual Planning, Pre-renewal, Renewal, Marketing Results)
- Stays abreast of industry trends and changes in governmental regulations
- Builds and maintains carrier relationships, including developing point solutions and market innovations
- Works with Producers to develop strategy, identify / align internal resources and support new business opportunities
- Mentors and develops junior Associates and is vested in their development
- Bachelor’s degree in a business-related program preferred or equivalent education and/or experience required
- A minimum of five years of benefits insurance experience and / or insurance broking / consulting experience required
- Understanding of benefits insurance concepts and trends and their application to Clients’ needs
- Ability to analyze and interpret financial information to facilitate decision making and develop an understanding of the financial condition of Clients and prospects
- Must have exceptional verbal, written, and interpersonal skills to instill confidence in Clients and Associates at all levels of responsibility
- Must have the ability to lead a Client service team
- Maintains a network of key insurer relationships
- Superior negotiation skills
- Ability to comply with all company policies and procedures, proactively protecting confidentiality of client and company information
- Willingness and ability to work outside of normal business hours and travel as needed
- Strong knowledge of Microsoft Office Suite (Word, Outlook, Excel, and PowerPoint)
- Licensed broker in their state of residency or state of employment
- Must be legally authorized to work in the United States and not require sponsorship for this position, now or in the future
A successful candidate will have:
- Become an invaluable member of the service team to the client as indicated through annual client feedback
- Possess an eagerness and enthusiasm to be an integral part of their respective Unit or Practice
- Strong interpersonal, communication and presentation skills to communicate effectively and professionally to all levels
- An ability to manage a complex and demanding Client portfolio. Candidate must excel at multitasking, adapting to change and working on tight deadlines to meet our Clients’ needs
- An ability to manage time, prioritize and ensure that deadlines are met without compromising quality
- A thorough understanding of Lockton Northeast processes and protocols which align with our overall Client Engagement strategy
- The intellectual curiosity and quantitative mindset to leverage analytics to inform strategy, support negotiation and assist our Clients in making decisions
- A broad understanding of the insurance marketplace including an ability to develop and execute on agreed Client marketing / placement strategies
- Well developed, respected senior-level insurer relationships
- An ability to lead the Lockton Client service team, ensuring consistent execution aligned with developed overall strategies
Benefits
Lockton is committed to advancing diversity and inclusion. We have a dynamic entrepreneurial culture in which our people are empowered to make a difference to better serve client needs. We are committed to giving back to our communities and we are invested in your success.
We offer a competitive total rewards package, continuing education & training, and tremendous potential with a growing organization.