Strategic Business Insurance Account Executive

Sterling Thompson Company; Louisville (KY); On-site; USD 70,000 - 100,000; Full time

Benefits offered by this job

Health insurance

401(k) match

Bonuses

Paid time off

Paid holidays

Professional development

Wellness program

Life insurance

Long-term disability insurance

Paid parental leave

Employee assistance program

Job summary

Sterling Thompson Company in Louisville, KY seeks a self-motivated Account Executive to manage client relationships, lead renewal discussions, present reviews, and negotiate new and renewal business with Advisors, carriers, and the service team.

Leverage deep knowledge of commercial insurance, risk management, and alternative financing to expand existing relationships, identify growth opportunities, and deliver tailored solutions while upholding standards of quality and accuracy.

Qualifications

• Bachelor's degree or equivalent combination of education and commercial insurance experience.
• Active Property & Casualty insurance license.
• Proven client relationship management and business development skills with a consultative, sales‑oriented approach.
• Strong knowledge of commercial insurance coverage, risk management principles, insurance carrier operations, and brokerage practices, with the ability to analyze client exposures and recommend appropriate risk management and insurance solutions.
• Experience with alternative risk financing strategies, including captive insurance programs, group captives, and other loss‑sensitive structures, is strongly preferred.
• Ability to analyze loss history, total cost of risk, operational exposures, and financial considerations to evaluate risk financing alternatives and captive program suitability.
• Demonstrated ability to manage multiple priorities, meet deadlines, and maintain accuracy while working independently in a fast‑paced environment.
• Strong analytical, critical thinking, and problem‑solving skills, with the ability to research complex issues and develop practical solutions.
• Excellent verbal and written communication skills, including the ability to explain complex insurance concepts and risk management strategies to clients, colleagues, and carrier partners.
• Proficiency with agency management systems and insurance technology platforms.
• Advanced working knowledge of Microsoft Office applications, including Excel, Word, PowerPoint, and Outlook.
• Professional insurance designations such as CPCU, CIC, CRM, ARM, AAI, or ongoing pursuit of such designations are preferred.

Responsibilities

• Manage assigned client relationships in partnership with Advisors and Account Managers, including conducting client meetings, leading renewal and stewardship discussions, preparing and presenting account reviews, recommending coverage enhancements, and negotiating new and renewal business.
• Serve as the primary liaison between Advisors, clients, carrier partners, and the service team to ensure clear communication and timely execution of client service strategies.
• Coordinate and oversee service activities for assigned accounts by prioritizing work, delegating tasks as appropriate, and ensuring service standards, deadlines, and client expectations are consistently met.
• Analyze client exposures and risk profiles to develop and recommend insurance, risk management, and risk financing solutions.
• Advise clients on coverage options, policy changes, and strategies for mitigating and transferring risk.
• Partner with Advisors to develop, market, and secure new business opportunities, including preparing marketing strategies, negotiating with carriers, and assisting with proposal development and presentations.
• Utilize agency management systems, workflows, and operational processes to maintain data integrity, support client service excellence, and comply with company standards and industry best practices.
• Develop, implement, and monitor customized client service plans to support retention, account growth, and overall client satisfaction.
• Identify opportunities to expand existing relationships through cross‑selling, upselling, referrals, and proactive prospecting activities.
• Evaluate and advise clients on alternative risk financing solutions, including captive insurance programs, group captives, and other loss‑sensitive structures. Collaborate with carrier partners, captive managers, actuaries, and client leadership teams to support program evaluation, implementation, and ongoing stewardship.
• Monitor account performance, loss trends, and emerging client risks to provide strategic recommendations that support clients' business objectives and total cost of risk management.
• Recommend and implement improvements to departmental workflows, processes, and service delivery standards to enhance operational efficiency and client experience.
• Perform additional duties and special projects as assigned by management.

Skills

Client relationships

Business development

Sales strategy

Risk assessment

Communications

Negotiation

Client meetings

Cross-functional collaboration

Education

Bachelor's degree or equivalent

Property & Casualty license

Tools

Agency management systems

Insurance technology platforms

Job description

Our firm is rapidly expanding and we are seeking a self-motivated person who wants to join a dynamic, growing company. We are currently seeking to fulfill a full-time position in Louisville, KY. Our Business Insurance Account Executive will be responsible for the strategic management and execution of client service, marketing, risk management, and sales initiatives for an assigned book of business. This role ensures compliance with industry and company standards, maintains a high level of quality and accuracy, and minimizes exposure to errors and omissions liability. The Account Executive serves as a trusted advisor to clients, proactively managing relationships, driving account retention, identifying growth opportunities, and resolving complex service and coverage issues in the best interests of both clients and carrier partners. In addition, the Account Executive provides technical expertise and guidance to Advisors and service team members regarding insurance solutions and client-specific needs. The position requires a strong understanding of commercial insurance products, risk management principles, and alternative risk financing strategies, including captive insurance programs, as well as a current Property & Casualty license.

Principal Accountabilities

• Manage assigned client relationships in partnership with Advisors and Account Managers, including conducting client meetings, leading renewal and stewardship discussions, preparing and presenting account reviews, recommending coverage enhancements, and negotiating new and renewal business.
• Serve as the primary liaison between Advisors, clients, carrier partners, and the service team to ensure clear communication and timely execution of client service strategies.
• Coordinate and oversee service activities for assigned accounts by prioritizing work, delegating tasks as appropriate, and ensuring service standards, deadlines, and client expectations are consistently met.
• Analyze client exposures and risk profiles to develop and recommend insurance, risk management, and risk financing solutions. Advise clients on coverage options, policy changes, and strategies for mitigating and transferring risk.
• Partner with Advisors to develop, market, and secure new business opportunities, including preparing marketing strategies, negotiating with carriers, and assisting with proposal development and presentations.
• Utilize agency management systems, workflows, and operational processes to maintain data integrity, support client service excellence, and comply with company standards and industry best practices.
• Develop, implement, and monitor customized client service plans to support retention, account growth, and overall client satisfaction.
• Identify opportunities to expand existing relationships through cross-selling, upselling, referrals, and proactive prospecting activities.
• Evaluate and advise clients on alternative risk financing solutions, including captive insurance programs, group captives, and other loss-sensitive structures. Collaborate with carrier partners, captive managers, actuaries, and client leadership teams to support program evaluation, implementation, and ongoing stewardship.
• Monitor account performance, loss trends, and emerging client risks to provide strategic recommendations that support clients' business objectives and total cost of risk management.
• Recommend and implement improvements to departmental workflows, processes, and service delivery standards to enhance operational efficiency and client experience.
• Perform additional duties and special projects as assigned by management.
  
  
  

Desired Qualifications

• Bachelor's degree or equivalent combination of education and commercial insurance experience.
• Active Property & Casualty insurance license.
• Proven client relationship management and business development skills with a consultative, sales-oriented approach.
• Strong knowledge of commercial insurance coverage, risk management principles, insurance carrier operations, and brokerage practices, with the ability to analyze client exposures and recommend appropriate risk management and insurance solutions.
• Experience with alternative risk financing strategies, including captive insurance programs, group captives, and other loss-sensitive structures, is strongly preferred.
• Ability to analyze loss history, total cost of risk, operational exposures, and financial considerations to evaluate risk financing alternatives and captive program suitability.
• Demonstrated ability to manage multiple priorities, meet deadlines, and maintain accuracy while working independently in a fast-paced environment.
• Strong analytical, critical thinking, and problem-solving skills, with the ability to research complex issues and develop practical solutions.
• Excellent verbal and written communication skills, including the ability to explain complex insurance concepts and risk management strategies to clients, colleagues, and carrier partners.
• Proficiency with agency management systems and insurance technology platforms.
• Advanced working knowledge of Microsoft Office applications, including Excel, Word, PowerPoint, and Outlook.
• Professional insurance designations such as CPCU, CIC, CRM, ARM, AAI, or ongoing pursuit of such designations are preferred.
  
  
  

Benefits: 401(k), 401(k) match, flexible hours, health insurance, paid time off, bonuses, paid holidays, professional development, wellness program, company paid life insurance, company paid long-term disability insurance, paid parental leave, employee assistance program

Sterling Thompson Company provides equal employment opportunities (EEO) to all employees and applicants for employment.