Commercial Lines Territory Marketing Account Executive (Carrier Rep) in Indianapolis, In

Our client is a specialty commercial insurance company that provides a variety of medical professional lines products, services and technology solutions to the healthcare industry. Specifically the company’s programs are designed to provide physicians, clinics, hospitals and healthcare systems with medical professional liability products in partnership with retail insurance brokers; in this case in the state of Indiana. This position, Territory Marketing Account Executive, is an opportunity for you to develop the insurance company’s brand within a defined region that has experienced success yet has many untapped opportunities to be discovered. Because this is a critical market where the company can grow its important you offer sales and marketing knowledge in the state as well as existing relationships with agents.

Territory Marketing Account Executive Responsibilities:

• Develop successful working relationships with retail insurance agencies that require resources to insure hospitals, clinics and physician groups.
• Become an invaluable partner alongside agency producers during the quoting and negotiation phases as well as helping them prepare renewals and client presentations.
• Educate brokers during sales presentations on company products, resources and technology solutions available to their insureds.
• Promote the company’s brand in this region of the Midwest through attendance at conventions, health care events and in partnership with your marketing colleagues in other regions.

Territory Marketing Account Executive Qualifications:

• A college degree or some higher education combined with equivalent experience.  Studies in business, marketing, healthcare or a related field is helpful.
• Strong sales experience within the property and casualty insurance industry; even more desirable is experience working with physician and hospital professional liability and medical malpractice products.
• State insurance license.
• Consultative sales and marketing approach, strong relationship building skills.  Can provide stewardship to insurance agents, clients and be a present a strong brand image for the company at industry events. Exceptional organization and presentation skills are required.
• Must be willing to travel.

Capstone Insurance Search Group is a search firm dedicated to the insurance industry. We work nationally with expertise that spans top executives, middle management and technical level positions. We can provide assistance with a variety of product lines to include Property and Casualty, Life, Health, Disability, Annuity, Employee Benefits and Pension. Our services exclusive to the insurance industry: Traditional Contingency solutions, Contract Employees solutions, Recruitment Process Outsourcing (RPO) and Customized Retained solutions. We will provide you with a service that is of the highest degree of confidentiality, professionalism and integrity.

Who To Contact

Scott Thompson, CPC – Senior Search Consultant

515-216-5455
sthompson@insurance-csg.com

Twitter Chat Recap - Looking for a job in 2014

Today I conducted a Twitter chat with #jobsearch2014!  You all asked some great questions!  A recap is below!  Happy Holidays!

Vice President, Regional Marketing Leader in Birmingham, AL!

The term "marketing" has many different connotations within the insurance industry, but when it comes to the broker side often roles are black and white between individual contributions and pure management.  The differentiator comes down to how much the marketer is involved in doing deals versus strategic oversight.  This position is really a blend of both duties.  Its a great opportunity to make an impact in a large portion of the agency's operating group that handles large middle market and risk management accounts in complex verticals like construction, real estate, healthcare and transportation.  It also establishes a senior management role that will work closely with commercial sales leaders to analyze where profitable business comes from and create a strategy to recreate successful opportunities and even build out new vertical programs.

Vice President, Regional Marketing Leader Responsibilities
Marketing: Serve as the highest point for all regional market activities within this firm's multi-state operating group.  Work directly with the commercial producers on high level, complex risk management accounts.  Take the approach that deals get done through your involvement and control in specific accounts. 
Management: Provide necessary training and coordination with marketing and account management specialists in each office in your operating footprint.  Help delegate workloads, troubleshoot account problems and provide direction on marketing options based on the niche industry or location of the account. 
Run point on carrier relationships.  Must be an excellent communicator and negotiator with markets and seek out innovative program development.  Be intimately involved in the sales process and understand when and where new business opportunities are coming within your sales teams so you can work ahead of the curve on the necessary markets, products and pricing that will be needed.
Vice President, Regional Marketing Leader Requirements
At least ten (10) years of progressive property and casualty brokerage experience with increased responsibilities in marketing leadership for a retail insurance agency/brokerage.  This position is a high travel role supporting at least five distinct operating groups.  You'll travel 35-40% of the time.
Strengths in strategic creation and implementation of marketing programs.  Excellent communication skills with the help move and shape sales and marketing teams at the executive and staff levels.

Please contact Scott Thompson for immediate confidential consideration and additional details. 

Email: sthompson@insurance-csg.com

Phone: 515-987-0242 x 455

See our website at www.csgrecruiting.com/jobs for a complete listing of nationwide opportunities.

Check out some of my recent articles on the blog here:

Does your Commission Split Really Matter

The Six Biggest Challenges Faced by Insurance Producers

How Insurance Producers Can Use Social Networking to Increase Sales

Texas A&M Leaving the Big 12 and What Lessons You Can Learn From it for Your Career

Four Skills that Every Account Manager Needs to Succeed 

Vice President Commercial Lines Agency Operations - Eastern Iowa

This is an awesome opportunity with a growing regional agency. It's perfect for all of you Iowan's that would like to come home!

This is a tremendous leadership opportunity for an experienced property and casualty insurance professional. Our client is a sophisticated, growth oriented insurance firm dedicated to achieving its goals recognizing in order to do so the appropriate leadership framework must be in place. This role, VP, Commercial Lines Operations, will take a very integrated approach with the executive, sales and administrative teams to help oversee the company's employees, internal processes and external relationships.
Vice President, Commercial Lines Operations Responsibilities
Management: Focus on the development of personnel (mostly client service, marketing and administrative support). Create a culture of growth as it relates to development and performance. Handle recruiting and training initiatives; address continuing education, perpetuation and infrastructure needs. Participate in achieving best practices goals. Make necessary improvements and adjustments in support offerings the sales team needs to obtain and retain new clients.
Operations: Create and execute organizational strategies addressing structural changes to policies and procedures, staff development and training, workflow and team capacity, effectiveness of technology/management systems and quality control. Monitor employee revenue metrics; benchmark industry trends regarding customer service quality; conducts audits.
Leadership: Play an important role in company marketing handling key insurance company relationships (setting up programs, negotiating contracts, development new proprietary products). Get involved in external vendor management including use of third-party administrators for claims and resource allocation. Help set departmental objectives; manage budgets.
Vice President, Commercial Lines Operations Requirements
Bachelor's degree is preferred; advanced education or professional insurance accreditation is highly desired. State insurance license.
At least 7-10 years of property and casualty insurance experience; most importantly is a track record of successful performance in a leadership capacity handling related operational duties.
Particular emphasis in recent roles must include employee development, organizational management, marketing, client deliverables and technology project management.

Please contact Scott Thompson for immediate confidential consideration and additional details.
Email: sthompson@insurance-csg.com

Phone: 515-987-0242 x 455
See our website at www.csgrecruiting.com/jobs for a complete listing of nationwide opportunities.

What’s Your Hook? How do you open doors as an insurance sales producer?

Hello world!  I hope that all of you are doing well.  Things are great here in the Hawkeye State!  Fall is here and we are having the best weather of the year!  This week I want to touch on something that I feel is really important to producers.  I call it the hook.  I’m sure that there are a lot of other terms out there for it.  Simply put, the hook is what you use as a producer to differentiate yourself from the rest of the crowd and to open doors with potential clients.  Here’s why the hook is so important.

Years and years ago when cavemen started selling the prevailing thought was that there were two ways to be a successful salesperson.  First you could have a winning personality.  Secondly, you could cold call, pound the pavement, and press the flesh as much as possible under the understanding that if you call 100 – 200 people a week you can get ten appointments that will yield 1 – 2 wins.  Combining this strategy with a winning personality, good looks and  a couple of books by Zig Ziglar and you were good to go.  

Is this the type of sales producer you want to be like?

This strategy worked and still works to a degree today.  However, the problem here is twofold:

·         If all you do is call 100 random people each week for the rest of your life you will get burnt out. 

·         You have no real power as a salesperson – ultimately this is left to chance as “playing the odds” means you are hunting for people that will talk to you

This is where the hook comes in.  If the volume approach is focused finding people that will talk to you, the hook is a way to get the people you want to talk to to listen to you.  This solves two problems.  First you don’t have to call 100 people a week because you are increasing the likelihood of success and secondly you are getting people to talk to you because they want to hear from you about something, not because they have some ulterior motive like being mad at their broker.

When I talk to producers, one of the first questions I ask is “How do you build your business?”  It seems like a simple question but you would be amazed by the amount of top flight producers that can’t answer the question.  Some people share how they prospect – this is good.  However, what you need to know is why people talk to you.  I talked to a producer yesterday that writes large contractors.  He shared with me that he has become a workers compensation specialist and what he does is comes in and talks to potential clients about comp and then flips the conversation into a sales call.  This is the hook. 

The good thing is that most of you are doing this.  However, many of you are doing it unconsciously.  If you identify what your hook is and then actively try to replicate it you will have more success.  So… What’s you hook?

That’s all I've got for today.  Have a great week!

As always please let me know if you have any questions or comments.  I can be reached by email at sthompson@insurance-csg.com.  I’ll see you then!

Check out some of my recent articles on the blog here:

Does your Commission Split Really Matter

The Six Biggest Challenges Faced by Insurance Producers

How Insurance Producers Can Use Social Networking to Increase Sales

Texas A&M Leaving the Big 12 and What Lessons You Can Learn From it for Your Career

Four Skills that Every Account Manager Needs to Succeed 

Hey Producers! Does your commission split really matter?

Hi there!  It’s been awhile since I've been on here.  I apologize for the delay.  I’m happy to say that things are going terrific here in Iowa.  Ava, my oldest, is in 1^st grade!!!! Mia, my middle one, is in her first year of preschool, and Kai, my baby, is literally running everywhere.  Life is busy here to say the least. 

As many of you know, my specialty is working with people in the insurance agency and broker world.  My area of emphasis within this are producers, account managers and account executives, value added service staff like claims and loss control, and senior management.  As I've been talking to producers lately, I've noticed a trend.  Many of the producers I’m talking to are thinking about their commission split. 

Based on my experience the typical split in the industry is a 30/30 new and renewal split.  From there the percentages go up or down based on resources and company philosophy. 

A great commission split does not mean you'll be swimming in money...

 Additionally, I see three variations on this:

Graduated Split

This is a split that I personally think is the most attractive.  How it works is that the producer’s split increases over improves based on certain trigger points – typically this is either annual new business production or overall book size.  I like this because it rewards long term success.

Unequal Split

The unequal split is a split geared towards rewarding a very specific behavior.  Typically I see this in an organization that values new business production and in it they might offer something like a 40 new 20 renewal split meaning that in order to keep up your level of income you have to keep selling new business. 

50/50 Split or higher

This split is one that many producers crave as they feel like it adequately rewards them.  However, there is a downside to this type of split.  First, in many situations the producer assumes a lot of the expenses which effectively draws the split lower.  Even if this isn't the case the increased splits means that there is less money in the pot for the agency to invest in resources for you to keep growing your book. 

So what does this all mean?  First, I think that it means that there is no magic bullet when it comes to splits.  If there was one that worked better than others then everyone would be using it.  Secondly, I think that it means that in most cases, especially in the unequal or equal split (the graduated split is a different animal that truly can offer you more in my opinion), that I would argue producers typically end up in the same spot.  What I mean by this is that if the baseline is 30/30 any change up or down in most cases reflects investments in resources or staffing.  A really high split might be attractive if you feel you can manage your expenses better than others.  The lower split might be better if you need expensive resources that are easier to swallow with the pooled resources of the entire agency. 

Ultimately, I think that producers spend too much time focused on their splits.  Although there are certain outliers where the splits are unusually low or lucrative, in most cases they are a wash from company to company.  Instead, as a producer you should be looking at if the organization can help you maximize your production and through that your earnings.  After all, a 35/35 split of a $1MM book of business is better than a 50/50 split plus expenses of a $600K book of business.

Have a great week everybody!!!

As always please let me know if you have any questions or comments.  I can be reached by email at sthompson@insurance-csg.com.  I’ll see you then!

Check out some of my recent articles on the blog here:

The Six Biggest Challenges Faced by Insurance Producers

How Insurance Producers Can Use Social Networking to Increase Sales

Four Skills that Every Account Manager Needs to Succeed

Bad Customer Service Experiences

Four Keys to a Great Reference

Three Things that Account Managers Should Do

Six Interview Tips Part I

Medical Malpractice Insurance Producer - Statewide, TX

Our client is a multi-state independent agency focused on building continuous relationships with clients. They are a leader in providing business insurance, including group benefits, to a variety of industries. This position, Business Development Officer, is responsible for expanding the agency’s Texas footprint in commercial health care. Defined as middle market business, the core focus will be insuring doctors and hospitals within the state. In this role you are the primary business-to-business liaison for the agency with prospective clients. Your success will be measured by premium generation, client service and agency branding.

Business Development Officer Responsibilities:

• Identify, solicit and service physicians groups, hospitals and other related commercial health care accounts.
• Lead marketing efforts; help direct the agency’s resources in other offices to secure the best pricing and coverage with Texas underwriting contacts.
• Assist with the state’s marketing strategy, help create marketing materials and participate at associations and trade shows to promote the agency’s resources.
• Identify ways to round out the coverage through the sale of group employee benefits.

Business Development Officer Requirements:

• Bachelor’s degree and Texas state insurance license is required; pursuit of insurance sales training or designations is highly desired.
• At least 3-5 years of demonstrated sales experience, particularly in the areas of successfully moving a mid-sized commercial account from the prospect through the closing stage.
• Broad property and casualty product background; ability to manage relationships with underwriters to garner competitive pricing and coverage during the marketing phase.
• Understanding of group benefits health plans is helpful as well as any prior medical malpractice or commercial healthcare product knowledge.
• Able to regularly travel throughout the state with overnight trips.

**Note: this position has the option to work remotely and therefore can be located anywhere within the state of Texas.  However, working one day per week in Austin is required, so candidates will ideally be located within a few hours of Austin if not a local resident.

Capstone Insurance Search Group is a search firm dedicated to the insurance industry. We work nationally with expertise that spans top executives, middle management and technical level positions. We can provide assistance with a variety of product lines to include Property and Casualty, Life, Health, Disability, Annuity, Employee Benefits and Pension. Our services exclusive to the insurance industry: Traditional Contingency solutions, Contract Employees solutions, Recruitment Process Outsourcing (RPO) and Customized Retained solutions. We will provide you with a service that is of the highest degree of confidentiality, professionalism and integrity.

For immediate consideration please contact me at sthompson@insurance-csg.com or by phone at 515-216-5455.

• Check out all of our postings here:
  
  
  http://www.csgrecruiting.com/jobs/
  
  
  Check out some of my recent articles on the blog here:
  
  
  No Degree No Job - Overcoming Education Requirements
  
  
  Losing your job while interviewing
  
  
  Building a Winning LinkedIn Profile!
  
  
  Working with a Bad Boss!
  
  
  Hiring Young Talent:  Here Come the Millenials!
  
  
  Dealing with and Answering Illegal Interview Questions!

Senior Commercial Lines Account Executive, Real Estate - Detroit, MI

Our client has built a successful real estate and property management practice within its commercial risk management operations.  The set up closely aligns producers and support staff with each person being similarly involved in client management but in some ways having drastically segmented responsibilities. This position, Senior Commercial Account Executive, is the person most involved in strategic program design and client consultation aside from the producer.  It is a very visible role with clients particularly during due diligence and presentations.  It is also the key internal role as to how the agency is competitive and forward thinking with large property accounts such as workflow and delegation to the account management team flows from this role as does all the high level marketing and underwriting negotiations.  This role requires a highly technical individual with property management and real estate insurance experience.  It’s a great role for an underwriter to move into a team based sales model on the retail side if they are interested in doing something other than working for an insurance company .

Senior Commercial Lines Account Executive, Real Estate Responsibilities

• Lead the ongoing client risk management process and provides coverage options, funding alternatives and value-added service options to meet specific client needs.
• Develop and promote cross-selling and additional revenue opportunities for clients and prospects.
• Concentrate on building client-centric relationships and be involved in high level marketing, proposal presentations and execution of the risk management plan.
• Manage all new business implementation between the client and service team and provide leadership when addressing solving complex service issues.
• Develop and maintain insurance company underwriting and other key market relationships to stay abreast of new products and marketing strategies and promote partnership-based renewal negotiations.
• Create teamwork and embrace new forms of technology as a critical component of the company’s ongoing success and efficiency in a competitive brokerage environment.

Senior Commercial Lines Account Executive, Real Estate Requirements

• Bachelor’s degree is required.
• At least seven (7) years of risk management consulting, Account Executive or underwriting experience on large, complex property and real estate accounts; applicants who offer agency experience as an Account Executive do not need their current book to be 100% focused on these two industries.  With only underwriting experience applicants must be to demonstrate intentional specialization in real estate and/or property management.
• Exhibit leadership skills akin to mentoring and training staff, running point on new accounts and creating unique marketing solutions; sales aptitude in handling some prospecting independently is welcome in this position.
•  For immediate consideration please contact me at sthompson@insurance-csg.com or by phone at 515-216-5455.
  
  
  Check out all of our postings here:
  
  
  http://www.csgrecruiting.com/jobs/
  
  
  Check out some of my recent articles on the blog here:
  
  
  No Degree No Job - Overcoming Education Requirements
  
  
  Losing your job while interviewing
  
  
  Building a Winning LinkedIn Profile!
  
  
  Working with a Bad Boss!
  
  
  Hiring Young Talent:  Here Come the Millenials!
  
  
  Dealing with and Answering Illegal Interview Questions!

Commercial Lines Account Manager - Omaha, NE

Our client is a large independent insurance agency with a unique opportunity in client service.  This role is a part of the agency’s small business, aka select business, department where lower revenue accounts are able to be sold and serviced within one unit are handled. It takes a special individual to work in an position that is typically faster paced, higher volume and requires a person to organize every aspect of the account from quoting a prospect to changing renewal coverage.  Another element of this role is the inside sales component.  Producers from the larger commercial team will hand you small accounts referrals.  You must be able to consult with the prospects on their exposures and coverage needs and discuss pricing options so they purchase the policy.

Commercial Lines Account Manager Responsibilities

• Cultivate and qualify referrals, meet prospective clients, complete marketing and present proposals.
• Market and place all new business and renewals in a timely and proactive manner.
• Consult with clients throughout the year on policy changes; take action on necessary updates including endorsements, cancellations, new in-force coverages, billing and claims.
• Develop relationships with agency’s staff and work closely with other sales and service teams to maximize opportunities to cross selling, upselling and referrals.

Commercial Lines Account Manager Requirements

• College degree is preferred; high school diploma is required.  Commensurate experience, continuing education or a professional designation will be considered in lieu of a college degree.
• At least three (3) years of property and casualty insurance experience in a customer service role.  This is a terrific opportunity for career progression if you’re currently working as a CSR with a smaller independent agency or as an account manager looking for a way to be more involved in the sales process without becoming a producer or the marketing process without eliminating client contact.  This is also an opportunity for individuals without agency experience to transition from the carrier to retail side however its extremely important without an agency background that you have multi-line coverage experience with property, general liability, commercial auto and even some professional lines policies that make up BOPs.

For immediate consideration please contact me at sthompson@insurance-csg.com or by phone at 515-216-5455.

Check out all of our postings here:

http://www.csgrecruiting.com/jobs/

Check out some of my recent articles on the blog here:

No Degree No Job - Overcoming Education Requirements

Losing your job while interviewing

Building a Winning LinkedIn Profile!

Working with a Bad Boss!

Hiring Young Talent:  Here Come the Millenials!

Dealing with and Answering Illegal Interview Questions!

Trashing your Employer in an Interview – 4 Reasons You are Better Off Leaving Your Mouth Shut

It's the Little Things that Matter - Five Small Details you Need to Pay Attention to When Looking for a Job!.

Commercial Insurance Producer - Columbus, OH

Our client has been in the risk management business for over fifty years. Designed like a national brokerage they compete at that level on risk management business but remain committed to the middle market space. They are an agency defined by its vision to be a forward thinking agency.  As such they seek an experienced property and casualty producer to be a part of that growth strategy in central and southern Ohio. This position will immediately impact the agency through new business production. You’ll put yourself in a position through individual contribution to provide strategic direction to other business development and marketing initiatives.

Commercial Insurance Producer Responsibilities:

• Establish a three year business development plan targeting accounts within your personal network along with capitalizing on cross selling opportunities with the agency’s commercial lines team.
• Identify target markets outside of the greater Columbus and Cincinnati areas to expand the agency’s sales footprint; this can include other in-state markets or regional opportunities with mid-sized, risk management business.
• Explore leadership opportunities either through staff mentoring, agency branding through community involvement or program design with the home office.

Commercial Insurance Producer Qualifications:

• At least five (5) years of experience developing your career as a commercial producer for a regional agency or national brokerage.
• Retail agency sales experience is critical; must understand the agency’s sales cycle, how to validate and be motivated to build a sustainable client base.

 For immediate consideration please contact me at sthompson@insurance-csg.com or by phone at 515-216-5455.

Check out all of our postings here:

http://www.csgrecruiting.com/jobs/

Check out some of my recent articles on the blog here:

No Degree No Job - Overcoming Education Requirements

Losing your job while interviewing

Building a Winning LinkedIn Profile!

Working with a Bad Boss!

Hiring Young Talent:  Here Come the Millenials!

Dealing with and Answering Illegal Interview Questions!

Human Resources Consultant, Cincinnati, OH

Our client has an established Human Resources Consulting practice that is growing because so many businesses utilize their services for project management, compliance and strategic employee development. This role, Human Resources Consultant, is an addition to the current team and will serve a diverse group of the firm’s client base including some without sophisticated internal departments that turn to the firm to serve in this capacity.

Human Resources Consultant Responsibilities

• Work closely with insureds to provide answers to Human Resources inquiries related to providing sample materials, information on employment liability issues and advising on best practices.
• Handle consulting assignments or special projects for clients. This can involve compliance audits, creation of employee handbooks, compensation analysis and development, employment practices investigations and employee relations initiatives.
• Work closely with the agency’s producers and client managers to communicate updates on clients and facilitate information sharing on potential revenue opportunities.
• Help the agency’s internal Human Resources team with team building and morale initiatives, training workshops and recruiting projects.

Human Resources Consultant Requirements

• Bachelor’s degree plus PHR or SPHR designation is required.
• A minimum of five (5) years in Human Resources experience; prior sales and consulting experience is helpful. Most importantly is senior level experience involving issues of program development, project management and consulting.
• Broad knowledge of Human Resources functions and processes including EEOC, compliance, compensation, benefits and employee relations.

  For immediate consideration please contact me at sthompson@insurance-csg.com or by phone at 515-216-5455.

Check out all of our postings here:

http://www.csgrecruiting.com/jobs/

Check out some of my recent articles on the blog here:

No Degree No Job - Overcoming Education Requirements

Losing your job while interviewing

Building a Winning LinkedIn Profile!

Working with a Bad Boss!

Hiring Young Talent:  Here Come the Millenials!

Dealing with and Answering Illegal Interview Questions!