Sr Account Executive

Crawford & Company; Peachtree Corners (GA); On-site; USD 110,000 - 170,000; Full time

Job summary

Crawford & Company seeks an experienced account management professional to lead strategic client programs and oversee large Broadspire accounts.

You will coordinate with sales, claims, and operations to ensure smooth service delivery, drive renewals, and identify opportunities for expanding services with existing clients.

Qualifications

• Bachelor's degree or an equivalent combination of education and experience.
• Ten or more years of progressive TPA, Insurance Carrier, or Brokerage experience in claims management, loss control, or underwriting.
• Three or more years of account management experience.
• Strong knowledge of Broadspire products and services and insurance principles.
• Excellent communication, negotiation, and sales closing skills.

Responsibilities

• Leads cross functional Accounts Service team and drives account service plans.
• Works with Sales Team on proposal preparation and presentations.
• Manages new client set up coordinating with client, broker, carrier, and Broadspire for delivery of service.
• Maintains client contact to identify and resolve problems and maintain satisfaction.
• Renewals: pricing proposals, negotiations, and contract renewals with existing clients.
• Identifies and closes opportunities for additional services.
• Monitors client loss costs and claims management results and reports to clients as appropriate.

Skills

Account management

Leadership

Negotiation

Communication skills

Sales close

Analytical skills

Client orientation

Presentation skills

Education

Bachelor's degree

Insurance/TPA knowledge with CPCU/ARM/AIC

Tools

Salesforce.com

Miller Heiman Program Documents

Pricing Workbooks

Job description

Maintains and grows market share by providing excellent customer service and account management to large Broadspire client. Manages assigned accounts by analyzing, directing and coordinating the service needs these clients, including those related to claim handling, loss data, and cost containment, and assists with billing and collections. Negotiates and facilities the successful renewal of account services contracts, assuring team collaboration in accordance with customer needs and expectations. Increases market share by selling additional service to existing clients. Provides strategic account leadership to larger programs with high visibility and growth potential.

#LI-ET1

• Bachelor's degree or an equivalent combination of education and experience
• Ten or more years of progressive TPA, Insurance Carrier, or Brokerage experience in claims management, loss control, or underwriting, or the equivalent in related work experience, demonstrating the ability to handle accounts profitably.
• Three or more years of account management experience.
• High level of business acumen including understanding of business accounting and economics.
• Strong leadership/relationship/team building skills
• Strong claim product and service knowledge
• Excellent team player fostering collaboration with other business areas
• Excellent communication skills (written, verbal and listening) and presentation skills
• Strong negotiating and sales closing skills.
• Good time management skills and excellent attention to detail.
• Strong sales and client orientation skills.
• Strong knowledge of Broadspire products and services, general insurance principles, terminology and customs.
• Good computer and systems skills
• Strong analytical and problem solving ability.
• Well versed in benchmarking and its interpretation
• Strong understanding of the insurance/TPA industry and market place
• Insurance/Technical designations such as CPCU, ARM, AIC etc.
• Must complete continuing education requirements as outlined by Crawford Educational Services

• Leads cross functional Accounts Service team and drives account service plans.
• Works directly with Sales Team assisting with proposal preparation and presentation and takes the lead in working with various Broadspire departments after receiving the order to ensure a smooth transition.
• Handles all aspects of new client set up coordinating activities with the client, broker, carrier, and Broadspire departments to ensure appropriate delivery of service.
• Able to lead sales engagements on marketed renewals and select prospective client meetings or presentations.
• Maintains high level of contact with clients to identify and resolve customer problems.
• Provides ongoing orientation of client personnel in Broadspire methodology, systems and procedures.
• Updates Client Service Instructions to ensure accuracy, communicating same to internal Broadspire Claims Staff and appropriate Departments.
• Manages renewal of contracts with existing clients including pricing proposal preparation and negotiations.
• Maintains data integrity with their client programs by updating our internal reporting systems, such as Salesforce.com, Miller Heiman Program Documents, Pricing Workbooks and Client Service Instructions
• Identifies, pursues and closes opportunities for sales of additional services to existing clients.
• Monitors and analyzes trends in client loss costs and claims management service results, reviewing them with the client/broker/carrier as appropriate.
• Prepares client reporting to include performance monitors, stewardship reports, macro-analysis and Broadspire client profiles.
• Leads the account benchmarking efforts using the Strategic Outcomes unit to prepare, analyze and present meaningful statistical reports for clients targeting loss cost reduction opportunities.
• Coordinates and oversees completion of client service plans and project activity with designated staff.
• Develops diary system for statistical/data review and correction, and maintains follow-up communications.
• Evaluates program handling and claims performance of technical personnel and resolves issues uncovered.
• Coordinates effective claim reviews for clients/brokers/carriers.
• Assists in technical explanations and strategies, with accounts, claims offices and others as needed.
• Develops action plans for improvement of product delivery.
• Masters the consultative account management process as an Account Executive
• Assists with billing and collections.
• Assists the Regional VP with new hire training and development of current staff in areas of deficiency.
• Upholds the Crawford Code of Conduct.