This position prepares an associate to progress into the Client Executive Sales position. Sales Associates work in a variety of situations, at times working as members of a team and other times working alone on an assignment. Sales Associates are under close supervision of the Practice Group Leader and the Director of Business Insurance Sales, and performance is monitored to assess readiness for advancement after the Sales Associate meets sales goals required for validation.
Essential Duties & Responsibilities
Responsible for developing existing client relationships and new business opportunities via meetings, telephone calls, networking events, building a Center of Influence Network and emails as agreed upon by the associate, Director of Business Insurance Sales and Practice Group Leader.
Consult with clients and prospects regarding their Business Insurance Insurance needs (Property and Casualty, Workers Compensation, etc.) to identify how they can make their business more profitable.
Conduct a first appointment asking need based questions to better understand business and insurance needs.
Understand how to take that information and put together an appropriate capabilities presentation to pursue a Broker of Record
Evaluate and assess client's needs and coverages to complete a thorough submission and underwriting narrative. Advise on existing product solutions and forthcoming product developments.
Coordinate servicing of the client within the scope of the services available.
Regularly meet with the Director of Business Insurance Sales to strategize regarding prospect pipeline, and review goals and sales performance against targets as experience is gained.
Represent the firm at trade exhibitions and events.
Record sales information and provide to appropriate departments within the firm, including proficient use of Salesforce and Sagitta
Develop problem-solving skills to understand, anticipate, and meet clients' needs.
Attend departmental and sales meetings as required.
Attend monthly Learning Path meetings to develop both their insurance knowledge and sales expertise
Identify needs and competencies to be acquired, and make use of training opportunities.
Learn client policy requirements, internal systems such as Salesforce AgencyInsight, ACT and ImageRight, and departmental procedures/policies.
Plan ahead and problem solve - anticipate, report, and help resolve problems that occur.
Education and/or Experience
Successful candidate will be a service and sales oriented individual with high personal standards, demonstrating a strong work ethic and a hands-on work style. This position requires an individual who is comfortable working at a varying pace, unafraid of rejection, able to manage multiple tasks and deadlines simultaneously, adjusting priorities often, and managing frequent interruptions.
This position interacts with and provides service to internal associates and has high levels of contact with external vendors. The Client Associate must be positive and approachable, and work effectively with diverse personalities. In addition, the following is required unless otherwise noted:
College degree.
Obtain and maintain a valid unrestricted Property & Casualty License in CA and meet the continuing education requirements.
Demonstrated ability to resolve problems and present results neatly, with clarity and precision in oral and written form.
A confident and determined approach with the capacity to flourish in a competitive environment.
Resilience and the ability to cope with rejection.
A high degree of self-motivation and drive.
The ability to work both independently and as part of a team.
Proficiency with personal computers and Microsoft Office applications and the ability to operate standard office equipment.
Demonstrated ability to develop, plan, and implement short- and long-range goals.
Skill in organizing resources and establishing priorities.
Must have a strong attention to detail.
Must maintain client confidentiality.
A valid Drivers License and reliable transportation.
Work Environment & Physical Demands
Ability to use computer keyboard and sit in a stationary position for extended periods.
Work is performed in a typical interior/office work environment.
This is a physically active position requiring the ability to stoop and bend regularly, and lift up to 10 lbs.
15% - 30% travel may be required.
Extended work hours (10 - 12 hrs/day) required due to attendance at and participation in networking and industry functions that begin before the workday, and extend into the evening.
The applicable base salary range for this role is $58,650 to $93.840. The base pay offered will be determined on factors such as experience, skills, training, location, certifications, and education. Decisions will be determined on a case-by-case basis. In addition to the base salary, this position may be eligible for performance-based incentives. We are excited to offer a competitive total rewards package which includes health and welfare benefits, tuition assistance, 401K savings and other retirement programs as well as employee assistance programs.
We embrace a culture that celebrates and promotes the many backgrounds, heritages and perspectives of our colleagues and clients. Marsh & McLennan Agency offers competitive salaries and comprehensive benefits and programs including: health and welfare, tuition assistance, 401K, employee assistance program, domestic partnership benefits, career mobility, employee network groups, volunteer opportunities, and other programs. For more information about our company, please visit us at: http://marshmma.com/careers.
