Commercial Account Executive

Glastonbury, Connecticut
Not Specified
Oct 04, 2016
Dec 03, 2016
Job Type
Not Specified
Career Level
Not Specified
General Summary
Works closely with a business insurance underwriter(s). Assists in the development of profitable commercial lines sales from assigned agencies. Identifies commercial lines prospects, prepares presentations, provides pre-qualification underwriting decisions, and collaborate with the business insurance underwriter to produce profitable sales growth. Provides on-site sales calls and support to assigned agencies and perform occasional field inspections to assist in pre-qualification or renewal underwriting information. Must be able to travel in and about their territory. Develops and underwrites commercial business generating both growth and profit in accordance with established goals. Maintains regular contact with assigned agencies.

Key Responsibilities
1. Solicit commercial business from assigned agencies securing underwriting information in accordance with guidelines and as deemed necessary for risk approval and/processing. This includes evaluating risks exceeding authority and collaboratively with the business insurance underwriter referring to management with recommendations.
2. Assist agents on prospect calls and in development of information as needed.
3. Determine final pricing for new business quotes in collaboration with the business insurance underwriter.
4. Work with business insurance manager on development of sales and profit goals and consistently produces exceptional results for territory and individual agencies;
5. Assist manager as needed on: a.) agency prospecting and appointments, b.) business development, c.) auditing, d.) account collection, e.) agent terminations.
6. Keep current on competition in area and communicate significant developments to business insurance manager.
7. Conduct frequent sales calls and organize travel in such a manner as to most efficiently utilize time and minimize expenses.
8. Review and evaluate agencies, making recommendations on agency and book management issues.
9. Participate in special projects and assume additional responsibilities as necessary from time to time for the improvement of the sales and underwriting performance of the region/company.
10. Acts as the lead person in a team charged with the responsibility of providing commercial lines sales and underwriting to assigned agents within their territory.
11. As necessary for development of state and determined by manager, be involved with agency/industry associations and/or state department of insurance Qualifications
Minimum Experience / Education: A minimum of four years in commercial underwriting with a demonstrated knowledge of sales and agency management techniques. Additional experience in sales is beneficial.
Education: College degree or a combination of education and experience deemed an equivalent of a degree; IIA Underwriting Program, AU 65 and AU 66; two parts CPCU, preferably 551 and 552.
Communication and Collaboration Skills: Written: Ability to construct properly structured and gramatically correct business letters with the ability to explain insurance concepts in a clear, concise, and understandable language, both in writing and orally. Oral: Ability to effectively communicate company goals, decisions, and insurance concepts in a clear, concise, and understandable language. Considered an expert and role model in strong persuasion and negotiation skills. Must be able to effectively communicate in 1-on-1 situations and to various size groups.
Technical Knowledge: Must be a knowledgeable and experienced commercial lines professional who is expected to become a readily available resource to assigned agencies A thorough understanding of the underwriting thought process, evidence of responsible use of authority levels, reinsurance restrictions, rules and rating procedures for ISO, NCCI and AAIS, and risk management alternatives available to write profitable business. May lead special projects or training programs. Proficient in Competence in use of Microsoft Word is essential and Excel a plus.
Problem Solving: Proven ability to gather and review all relevant information and display advanced problem-solving skills to make sound decisions after utilizing available resources and evaluating likely outcomes of alternatives, then persuasively communicating the final decision. Ability to make recommendations and propose innovative solutions for clients.

State Auto offers a competitive salary, an annual bonus program, an excellent benefit program including medical, dental, vision and prescription insurance coverage, life insurance, matching 401(k) plan, flexible spending accounts, tuition assistance, and a stock purchase plan.
State Auto is committed to the principal of equal employment opportunity for all associates and applicants and to providing associates with a work environment that is free from discrimination and harassment. All employment decisions (hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation, training and work assignments) are based on business needs, job requirements and individual qualifications without regard to race, color, religion, gender, sex, sexual orientation, gender identity, national origin, age, disability, genetic information, marital status, citizenship status, military status, or status as a covered veteran in accordance with applicable federal, state and local laws. State Auto will not tolerate discrimination or harassment based on any of these characteristics.

State Auto is a smoke-free work environment. We utilize drug screening and background checks as conditions of employment. For all exempt positions we also obtain motor vehicle reports (MVR s).

State Auto will not accept candidates from third-party recruiters without a signed agreement with State Auto.