Account Manager - Commercial Lines

Account Manager

Position Description

Account Managers are primarily responsible for servicing and retention of an assigned book of business. They function as part of a team that includes Insurance Advisors, Assistants and Claims. They also team with the Revenue Officer to produce business development and marketing plans. The Revenue Officer will support Account Managers by facilitating the execution of mail, email and other outbound marketing campaigns. 75% of an Account Managers effort will be spent on servicing and retaining their assigned book of business. 25% of their time will be spent marketing and preparing new business proposal for Insurance Advisors.

Associate Account Manager

* 3-5 years of industry or relevant professional experience

* With supervision from Senior Account Manager, service a book of business. May or may not work with and Insurance Advisor to facilitate growth. Establish strong working relationships with underwriters.

* Property and Casualty Licensed in NH and working toward AAI or similar designation

* Education Requirement: High School

Account Manager

* 5+ years of professional experience as a CSR or Account Manager

* Independently manage a book of business. Responsible for servicing and retention of book of business while facilitating growth by marketing and preparing proposals for an Insurance Advisor. Establish and/or maintain strong working relationships with underwriters. Will own one target segment.

* Property and Casualty Licensed in NH and working has AAI or similar designation and is working toward CIC or similar designation

* Education Requirement: High School

* A two-year degree may account for 1 year of professional experience

* A four-year degree may account for 2 years of professional experience

Senior Account Manager

* 8+ years of combined CSR, account management or producer experience.

* Independently manage a book of business. Responsible for servicing and retention of book of business while facilitating growth by marketing and preparing proposals for an Insurance Advisor. Establish and/or maintain strong working relationships with underwriters. Will own more than one target segment.

* Property and Casualty Licensed in NH and has CIC or similar designation

* Education Requirement: High School

* A two-year degree may account for 1 year of professional experience

* A four-year degree may account for 2 years of professional experience

 

Compensation

Base salaries are determined by retention, production, leadership and enthusiasm for the development or existence of other desirable traits. Commissions are paid monthly on all new commercial business and annually on the rounding of existing accounts that represent growth. Salary adjustments and commission payments are subject to positive performance reviews. Anyone subject to an active corrective action plan will not be eligible for a salary increase or commission payments.

 

Measures of Performance

* Retention: Meet or Exceed Retention Targets AQL (Acceptable Quality Level): >90%

* Meet or exceed customer service AQL (AQL Measure TBD)

* Meet or exceed milestones of Professional Education Plan (PEP)

* Follow established and new procedures

* Qualify whole account opportunities, without exception, all accounts and lines. AQL: 100%

* Document activity in accordance with E/O expectations and as required by department manager. AQL Measure TBD

* Senior Account Manager: The success of a mentee Associate Account Manager.

 

Knowledge Skills and Abilities

* Knowledge of carrier markets and underwriting appetites

* Knowledge of how the Account Manager job function contributes to M&P vision

* Knowledge of how the Account Manager job function contributes to the mission of M&P.

* Skills to sell and service all small business without supervision

* Skills to use Agency Management System and CRM without supervision

* Skills to rate on all carrier websites without supervision

* Skills to prepare complete submission

* Skills to own one or more target segments (AM, SAM)

* Skills to service Mid-Market accounts (AM, SAM)

* Skills to prepare a commercial proposal and identify key features and communicate those features to an Advisor who will then communicate them to a prospect (AM, SAM)

* Skills to service any size account that M&P has or is prospecting (SAM)

* Skills to present in small groups (SAM)

* Ability to use Microsoft Excel and Word

* Ability to work efficiently with an assistant to process

* Ability to apply M&P core values in day-to-day activities

* Ability to team with an Insurance Advisor to facilitate growth (AM, SAM)

* Ability to own a Target Segment (AM, SAM)

* Ability to mentor and instruct others how to apply the M&P core values in day-to-day activities and in fulfilling M&P vision and mission (SAM)

Desired Knowledge, Skills, Abilities and Traits

* Small group presentation skills

* Desire to participate in Proud to Be activities

* Desire to seek volunteer opportunities in the community

* Seeks to fill knowledge and skills gaps without direction

* Seeks volunteer opportunities in the community

* When confronted with challenge seeks to find a solution prior to referring the challenge to a colleague or manager

* Ability to be a resource to help resolve technical challenges as well as interpersonal conflict (SAM)