Account Manager

Marlborough, Massachusetts
Based On Experience
Jun 23, 2017
Aug 22, 2017
Job Type
Full Time

Position: Account Manager

Business Segment: Sales

Reports to: Vice President, Sales

Location: Marlborough, MA

Berkley Accident and Health (Berkley) is a risk management company that designs innovative solutions to address the unique challenges of each client. With our entrepreneurial culture and a strong emphasis on analytics, we can help employers better manage their risk. We offer a broad range of products, including employer stop loss, benefit captives, provider stop loss, HMO reinsurance, and specialty accident. The key to Berkley’s success is our nimble approach to risk – our ability to quickly understand, think through, and devise a plan that addresses each client’s challenges, coupled with the strong backing of a Fortune 500 company. Our parent company, W. R. Berkley Corporation is one of the largest and best managed property/casualty insurers in the United States.

Account Manager Job Summary:

Berkley Accident and Health is seeking a self-motivated Account Manager to support high activity Stop Loss sales managers in both the pre- and post-sale environments. This role will provide direct support for all pre-sale components (with organizing, screening, and tracking pre-sale RFP process for both new and renewal business) during the quote process. Candidate should be highly organized, technologically savvy, and experienced communicating directly with customers in a fast-paced, high-activity environment. Experience in a sales support role or in a group insurance organization is preferred. This role will also provide miscellaneous support for sales managers and be a dependable resource during busy periods or during sales manager business trips. Also responsible for managing all client and third party administrator relationships for assigned case activity in order to maximize growth and retention of Stop Loss business in accordance with our plan. This key role will function as a liaison between all clients, vendors, and internal staff to ensure excellent quality of service. This position works closely with all operational areas to support customer service expectations.

Account Manager essential duties include:


  • • Case tracking and activity reporting regularly to field team
  • • Upcoming renewals • In-house RFPs, released quotes, etc.
  • • Follow up for RFP data needs
  • • Send out prospective and renewal proposals as directed by sales manager
  • • Provide as needed admin support to field team, including “on road support” needs
  • • TPA approvals and broker licensing support
  • • Manages Producer Contact Database


  • • All pre-sale activity for renewals as noted above
  • • Upcoming renewal reporting for sales team
  • • Renewal reminder letters to producer
  • • First time/first quote producer welcome letters
  • • BlockBuilder and incentive program support


  • Follow up and follow through on all sold case materials
  • New and renewal sales
  • Follows up on policy issuance needs/returns
  • Receives service calls
  • Track and provide producer activity reports to sales managers
  • Track and provide supporting materials for producer incentive programs

Back up/Support

  • General/misc. ad-hoc support for Vice President, Sales
  • Back up to underwriting admin during peak seasons
  • Responsible for the initial account implementation and verification of sold rates and provisions on Stop Loss for policy issuance
  • Responsible for initiating and following up on renewal process 90 days prior to effective date, including: requesting updated census, plan design changes, and claim data
  • Responsible for day-to-day account service and being the conduit to resolve account issues
  • Check and confirm receipt of monthly aggregate reports
  • Review paid premium reporting for change in covered lives, enrollment, and back up reports
  • Responsible for strengthening and enhancing client, TPA, and producer relationships
  • General administrative support for sales presentations and marketing materials
  • Receive and screen RFPs from producers; open and download secure email submissions; screen submissions for baseline information prior to forwarding to set-up team
  • Follow up with producer for missing information, pre- or post-setup
  • Follow up with producer for additional or updated information post-setup
  • Follow up with underwriter and manage RFP through proposed due date
  • Provide ad-hoc pre-sale case correspondence for sales rep during travel periods
  • Submit proposals directly to producer, if and when directed by sales manager
  • Provide sales rep with regular summary of activity quoted, due, and track status of quotes being chased
  • Support HOTCASE and PIPELINE initiatives for mgmt.

Account Manager Qualifications include:

  • 5-10 years group insurance or reinsurance experience; previous account manager experience highly desired
  • In-depth knowledge of Employer Stop Loss business preferred
  • Customer focused, pro-active mindset; excellent organizational, interpersonal and project management skills
  • Day-to-day client management experience
  • Strong consulting and interpersonal skills, with an ability to interact with brokers, clients, and service vendors
  • Excellent verbal and written communications skills, with a strong ability to learn and understand ways to organize high activity
  • Demonstrate good judgment, ability to prioritize, and sense of urgency with the ability to work autonomously
  • Demonstrate a teamwork mindset and commitment to account results
  • Experienced knowledge with Outlook, Word, Excel and PowerPoint; presentation skills highly preferred
  • College degree preferred or equivalent industry experience
  • Ability to travel 10- 15%.
  • Ability to establish and maintain positive working relationships with management and staff to further the company’s mission
  • Must exhibit professional behavior at all times while representing or being identified as an employee of Berkley Accident and Health

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