Scott the Insurance Recruiter

No Degree No Job - Overcoming Education Requirements

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

Dealing with and Answering Illegal Interview Questions!

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

Regional Vice President, Employee Benefits - Little Rock, AR

Our client is a respected insurance brokerage with a significant group life and health platform that extends throughout a competitive Mid-South and Southeast footprint. The firm’s success is a result of ethical decision making and forward thinking attitudes from the executive leaders. This position, Regional Vice President, Employee Benefits, will take the lead on managing all the group benefits activity for a three-state region. You’ll be stepping into an exciting time as the agency is planning to develop even more resources within its corporate benefits platform and continues to expand through new business origination and acquisitions. In order to be an effective leader its critical your philosophy on management and business development matches that of the current team but you can also offer problem solving, resources and a vision in bringing all of these changes together under this region.

Regional Vice President, Employee Benefits Responsibilities

Operations: Participate in budget planning, staff management and lead projects designed to improve the efficiency and profitability of the group benefits division. Could include technology changes, vendor management and recruiting. Also look to pull in corporate resources and initiatives involved in compliance, Best Practices and employee development.
Sales Management: Partner with the president and executive practice leaders on sales performance, goal setting and recruiting for producers in your division. Work on a strategy to create and implement sales platforms that focus on a blend of middle market and national accounts targeting. Serve as a resource for the producers either opening referral streams, presenting on and closing business, or pulling together necessary service resources for new accounts. Help troubleshoot difficult renewals, stepping in with underwriting negotiations; motivating producers and getting the maximum performance out of them, both veterans and developing newer hires.

Regional Vice President, Employee Benefits Requirements

Bachelor’s degree is required; advanced education or professional designations is highly desired.
At least ten (10) years of progressive career success within an insurance agency or brokerage where you’ve been involved in leadership through a combination of marketing, sales and operations. This is not a production role though direct client connections you could bring would certainly be welcome to growing the benefits practice. However your demonstrated success lies more in how you have built up the people and book around you not just as an individual sales contributor.
Have a sales philosophy and vision for managing a successful benefits practice; understand how to work within the confines of an existing division to make small improvements; be a leader who is a resource provider, a terrific coach and someone perceived to bring value to the producers and managers.
Be able to work closely with the executive team; be held accountable for growth and profitability; sit comfortably at the table with area presidents and corporate directors of the strategy for organic growth as well as acquisition opportunities.

For immediate consideration please email me at sthompson@insurance-csg.com or call at 515-216-5455.

Check out all of our postings here:

No Degree No Job - Overcoming Education Requirements

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

Dealing with and Answering Illegal Interview Questions!

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

Senior Commercial Account Executive - Charlotte, NC

With a strong reputation for client service and program innovation our client has a unique opportunity in its commercial insurance practice. The agency’s sales platform centers on complex, upper tier risk management accounts. As the Senior Commercial Lines Account Executive you’re dedicated to strategic plan design, management of C-suite client relationships and partnership with the agency’s managing producers. You will direct a significant portion of the internal management needed, from delegating responsibilities to account managers to directing the renewal strategy with the marketing department. You will be involved in the sales process including leading renewal meetings and proposal presentations; in this you’ll provide an additional layer of advocacy and technical proficiency the client can sees as a valuable part of its work with the agency.

Senior Commercial Lines Account Executive 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 Requirements

Bachelor’s degree is required.
At least ten (10) years of risk management consulting and client management on large, complex risk management accounts within a consulting firm or large insurance brokerage.
Background must be heavily weighted in marketing and placement; program design, company negotiations and balancing new and renewal solutions has been a major component of running your book of business.
Exhibit leadership skills akin to mentoring and training staff, running point on new accounts, handling escalated account issues and resolving disputes with insurers.
State insurance license.

For immediate consideration please email me at sthompson@insurance-csg.com or call at 515-216-5455.

Check out all of our postings here:

No Degree No Job - Overcoming Education Requirements

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

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!

VP Transportation, Managing Producer - IA, IL, TX

Our client is an independent insurance broker deeply rooted in the Midwest insurance market. The agency has a thriving, diversified approach to servicing the trucking industry. However, as the definition of "transportation" continues to evolve its critical the agency is forward thinking in its development of solutions for large fleets. The resources needed to partner with large transportation, moving and storage, logistics and public auto related risks starts with the addition of a successful producer. This position, Vice President, Transportation Practice Leader, will focus exclusively on growing one segment of the agency's transportation division, its large accounts practice, through your efforts as a managing producer.

Vice President, Transportation Practice Leader Responsibilities:
Develop and implement strategies to improve the agency's new business opportunities with large trucking fleets, logistics companies and similar transportation related risks.
Serve as the lead producer on these accounts actively soliciting new business and identifying cross marketing opportunities with the other transportation and commercial risk management producers.
Spearhead program development and marketing relationships with critical national carriers that offer competitive alternative risk finance; be the architect on large deductible, SIR and captive plans.

Vice President, Transportation Practice Leader Qualifications:
Bachelor's degree is preferred, commensurate experience will be considered; advanced college education or insurance accreditation (CPCU) is helpful.
At least 7-10 years as a successful commercial insurance broker working on national accounts; must have in-depth knowledge of sophisticated alternative transfer plans, understand the resources necessary to compete on national accounts and plan for a longer sales and marketing cycle.
While experience working directly with transportation and fleet trucking accounts is helpful it’s not required; sales and program development for risks with similar exposures, such as logistics and supply chain management, can translate into this specialization.
Demonstrated ability to lead sales groups by example, achieve sales goals, participate in the agency's growth and geographic expansion

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:

No Degree No Job - Overcoming Education Requirements

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

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!.

Construction and Bonding Producer - TN, IL, IA, MO, TX, CO

Our client is a respected regional insurance brokerage that has experienced explosive regional growth over the past ten years. Their success is attributed to two unique factors, an aggressive acquisition footprint and a unique ownership model available to all game changers who make significant contributions to the organization. Producers, naturally, are the backbone of the agency's branding in new and established markets. With a large construction practice established in the home office, its important to the firm that this discipline continue to grow and perpetuate through the addition to experienced construction and bonding sales executives.

Construction & Bonding Producer Responsibilities:
You will actively seek new business through a variety of successful methods while also being involved in ongoing account consultation and retention.
You will be required to meet face-to-face to qualify prospects, tailor the program to their specific operations, and arrange for appropriate claims and loss control services.
You can access the company's full resources to identify new business but ultimately will be responsible for the complete sales cycle including lead generation, marketing oversight, closing negotiations, and implementing a customer service plan.
You'll will provide financial analysis and make recommendations to the insured for the bond risk management plan.

Construction & Bonding Producer Qualifications:
Bachelor's degree and active state P&C license are required.
History of successful insurance sales consulting with contractors and construction related business or on behalf of a surety program for larger risks.
Articulate, driven, and well educated with the desire for resources and mentorship from an agency to build a sustainable insurance career.

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:

No Degree No Job - Overcoming Education Requirements

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

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!.

Hot Insurance Opportunities in Boston, MA

I've got some great opportunities in Boston, MA! Within Massachusetts I work closely with several regional and national sized insurance agencies many of whom have a need for talented client management professionals with experience in employee benefits. For anyone with expertise working with group health insurance who has considered relocation to Massachusetts, now may be the perfect time. Below are links to a few specific positions available within the market and I would greatly appreciate you taking a moment to share this within your personal and professional networks.

Sr. Group Benefits Consultant

Our client is a progressive insurance brokerage deeply rooted in its group benefits consulting platform. This is a senior level position that will oversee a book of business comprised of complex group medical programs, many of them self-insured with several thousand active employees.

Senior Group Benefits Consultant Responsibilities

Working directly with clients to develop relationships through proactive service calls, working on claims issues, benefit and coverage questions, open enrollments, compliance questions, and other benefit related questions.
Actively participating in strategy sessions to identify opportunities for growth through client referrals, account rounding and fee based services.
Create materials vital to the communication of group employee benefits, enrollment kits and legislation on healthcare reform compliance.
Partner with producers and account managers to coordinate the agency’s resources in underwriting, compliance, wellness and HR consulting to fulfill its written service promise.

Senior Group Benefits Consultant Requirements

A minimum of five (5) years of account management, benefits consulting or Account Executive experience handling self-funded group medical plans for cases from 500-10,000 employees; must have served in the lead service role responsible for point of contact with insureds and workflow delegation to the support team.
Bachelor’s degree is required.
Active state insurance license.
Highly desired account management candidates can work independently and interface directly with clients to manage multiple facets of a client’s insurance program including claims review, renewal analysis, and communication strategies.
Proficient in all areas of Health & Welfare compliance (HIPAA, FMLA, COBRA, 550, DOL, etc.).

Group Benefits Account Manager

Our client is a corporate benefits brokerage offering customized risk management solutions. Their health and welfare division has a national focus on middle market and self-funded risks requiring sophisticated group benefits programs. This position is responsible for working in a team that provides high level client service expertise. As a Benefits Account Manager you’ll identify coverage gaps and advise clients on solutions for achieving their long-term strategies. You’ll also provide insight into marketing and program design solutions

Group Benefits Account Manager Responsibilities

Coordinate and manage the activities of marketing and renewals, recommending measures to improve satisfaction, performance, and cost.
Analyze and review plan documents, benchmarking reports and monthly claims data.
Manage client projects like plan implementation, claims audits and compliance audits.
Lead enrollments including presentations, drafting brochures and communicate policy changes.

Group Benefits Account Manager Requirements

Bachelor’s degree is highly preferred.
At least two (2) years of group medical insurance experience as a Health and Welfare Analyst or Benefits Account Manager preferably for an insurance agency, brokerage or consulting firm. Candidates from a major health insurance carrier will be considered.
Can work independently and interface directly with clients to manage multiple facets of a client’s insurance program including claims review, renewal analysis, and communication strategies.
Proficient in all areas of Health & Welfare compliance (HIPAA, FMLA, COBRA, 5500, DOL, etc.).
Strong Microsoft Excel aptitude.

Benefits Data Analyst

Our client is a leading insurance brokerage with a benefits consulting platform specifically tailored to large, complex cases. They believe any solution to the account’s insurance portfolio, claims management and wellness consulting needs begin by analyzing data. The truth in the numbers allow for them to be creative with plan design, effectively negotiate with insurance companies and seek out appropriate third party vendors. As such they are looking for a Data Analyst for the Employee Benefits department. This position will be based in Boston but will support offices throughout the East Coast.

Employee Benefits Data Analyst Responsibilities

Monitor qualitative and quantitative data entered into the cms; monitor and troubleshoot errors; have an understanding of the relationship and dependencies between multiple systems.
Efficiently and easily manipulate data and formulas in pre-existing Excel spreadsheets as well as develop your own based on client team needs.
Create Visual Basic macros to create spreadsheet tools for client teams.
Manage relationships with internal staff, clients and vendors when necessary.
Provide support and solutions where needed to Technology team.

Employee Benefits Data Analyst Requirements

Bachelor’s degree is highly preferred; commensurate work experience will be considered. Degrees in mathematics or statistics related fields could be very helpful.
At least 1-3 years of relatable and/or ETL data integration experience.
Excellent Microsoft Excel experience with the ability to write macros in Visual Basic.
Strong data manipulation skills.
Must offer experience administering, validating, extracting and manipulating group employee benefits insurance data into a content management system (cms). This will interface heavily with websites created for clients to contain employee benefit plan content as well as other applications used for benchmarking and modeling.

Sr. Group Benefits Account Manager

Our client is an independent insurance agency with a rich history of providing consultative group benefits solutions to their insureds. This position, Senior Group Benefits Account Manager, is responsible for leadership by example. You will serve as a bridge between the sales and service process as well as the technical nuances of group medical plans with the relationship building that must take place for client retention. You are a visible presence in front of the client representing the agency during renewal meetings, plan design and escalated service issues. You’ll also work directly with the client to stay ahead of their changing business needs. This is an important client interfacing role which will be involved in service implementation, renewals, plan design and strategic communication.

Group Benefits Account Manager Responsibilities

Take an active role managing daily service issues that includes claims, appeals, billing and enrollments.
Responsible for preparation of monthly claims experience reporting, preparation for standard client strategy meetings, development and execution of service schedule and annual plan management reporting.
Meet with clients in conjunction with lead consultant to discuss benefits administration, employee education, Human Resources and compliance matters.
Coordinate client renewals including execution of renewal checklist, preparation of renewal analysis for lead consultant review, participation in renewal negotiation and RFP discussions with carriers, coordination of employee communication materials as needed, and schedule/conduct employee meetings as needed.
Assist with coordination of new carrier and plan implementation and transition with the clients.

Senior Group Benefits Account Manager Requirements

A minimum of five (5) years of experience working with group medical coverage in an account management, benefits consultant or senior account service position.
College degree preferred.
Experience taking the lead as the client manager on accounts with more than 100 employees, including accounts with self-funded group medical plans, is required.
Strong financial/underwriting experience preferred, along with proficiency in Microsoft Office.
State insurance license required with additional professional designations a plus (CEBS, RHU, etc.).

Sr. Employee Benefits Account Executive

Our client is an independent agency with full service insurance and risk management offerings to its clients. The employee benefits division is an important piece of how the agency positions itself as consultants. This role, Senior Group Benefits Account Executive, is not a sales position. Instead it will focus on high level client management and team leadership.

Senior Group Benefits Account Executive Responsibilities

Take control of the renewal process- gathering census data, analyzing claims, submitting proposals to market and negotiating with carriers, TPAs and vendors.
Present proposals outlining benefits, pricing and implementation factors with a particular emphasis in the coming months on compliance with healthcare reform regulations.
Provide consulting on Human Resources issues; this could include communication materials and enrollments to coverage applicability or tie in with the agency’s P&C risk management work on safety and wellness.
Work closely with the agency’s sales and service team; maintain an open line of communication with the producer on account status, provide support to the account management team on policy administration and work with the commercial lines group coordinating shared travel plans to see clients and cross selling opportunities.
Supervise, mentor and train an assigned account management team responsible for policy administration on your book of business.

Senior Group Benefits Account Executive Qualifications

Bachelor’s degree is required.
At least 5-7 years of senior group life and health account management, business development, sales and/or marketing experience. Deep technical expertise in group medical programs for accounts at least 200-500 employees including self-funding plans.
Knowledgeable in Human Resources Best Practices, compliance, enrollments and employee education. Able to work alongside clients needing consultation from their insurance broker on these issues.
State insurance license.
Some travel required.

Check out all of our postings here:

No Degree No Job - Overcoming Education Requirements

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

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!

Thursday, April 25, 2013

No Degree No Job - Overcoming Education Requirements

Hello Blogosphere!!!! I hope that you all remember me. It’s been awhile since I’ve blogged. I apologize for dropping out of the blog game for a while but I’ll be honest. I just got too busy and made a calculated decision to hit the pause button until May. Why May you might ask? Well, I’m proud to announce that I recently completed my MBA. Up until I gave up I was working a full time job, blogging, teaching adjunct, raising a family of three and finishing up my MBA. Needless to say I had to let something drop. So... now I’m back and ready to go!

Today, I’d like to talk about a situation that stonewalls many people out there – education requirements. More and more companies are requiring that you have a degree to get the job. At first glance this seems self-limiting. After all, only 30% of the population holds a bachelor’s degree. That said it is a reality that companies require it and job hunting success comes from acknowledging this and dealing with it appropriately.

If you don't handle things right this guy will appear more qualified than you...

Why do companies require it?

Before we look at how to deal with it I think it’s important to understand why they require it. I’d like to start by saying that this isn't intended to be a discussion of whether this practice is right or wrong or if higher education is relevant. Regardless of what I think or anyone else – I don’t see companies changing their policies on education anytime soon. I believe that education is important – otherwise I wouldn’t have gotten my MBA – this is not a fact. It is a fact that many companies think education is important and will create restrictions based on it.

Companies do this for a couple of reasons:

· They believe that higher education teaches critical thinking skills

· They believe that it shows you can start and complete a long term project

· They believe that a degree is an accurate predictor of success

All of these assumptions probably have some basis in fact. However, you need to understand that this doesn't necessarily mean that someone without a degree will make a bad employee. As a career seeker you need to understand that this isn't a personal judgment on you. There are thousands of examples of people that were highly successful and didn't go to college. However, just because Steve Jobs didn’t go to college doesn't mean that a company’s assumption about education being correlated to success is incorrect. This means that it is incumbent on you to prove that you are more like Steve Jobs and not the high school graduate serving burgers at McDonald's.

What not to do

Don’t get mad and don’t diminish it. When faced with the education question I come across two common arguments:

· This is ridiculous – how can you discriminate against me?

Stop right there! Questioning a rule by calling it stupid is probably the least persuasive argument tactic out there. In fact it feeds into the assumption that your lack of education disqualifies you.

· Education isn't really that important – I have real world experience

I’ll give you part of this argument. Real world experience does trump education. However, this only works if the other alternatives only have an education and no real world experience. If this is the case then you are probably applying or interviewing for the wrong job.

· Make your resume look like you graduated from college even though you didn't

This is a really tough one. Sometimes people try to get in the door by trying to trick people into believing that they have a degree. This can work in getting you in the door. However, I’ll tell you right now that the feeling of being tricked usually is followed by being embarrassed. This does not lead to job offers.

Here’s the deal. You will never win if your argument starts with telling the company that they are wrong. You will fail and look silly.

What can you do?

Here’s the good news. You can overcome this and here’s how:

1. Acknowledge your lack of degree and sell against it

This is one of the easiest ways to do this. Tell the interviewer up front – I don’t have the required degree. However, I still think that I would be a great fit for this because… Can we still discuss this position?

2. Go back to school

OK – I realize that this isn't that simple. However, there are a lot of places that offer the ability to get your degree part time on nights and weekends over an extended period. Here’s the kicker. Once you start going back you can put this on your resume with an anticipated date of graduation. This in itself may get you past the requirement. Secondly, I think that it is fair to say that many companies look at this very favorably. It’s really easy to go get your degree straight out of college when you have limited real world problems. It is a major accomplishment to balance a full time job and adult life while going to school.

3. Achieve Industry Designations

Most places won’t look at a professional designation as a replacement for a degree. However, most designations require a great deal of studying and a significant time replacement. Depending on why a company requires education, they might look at this as proof that you can accomplish a long term goal and finish something that you started.

So – what do you think? I guess that the really important takeaways from this are that education is important. However, you can overcome the requirement by compensating for it in some way. Have a great week and feel free to share your comments below!

Check out all of our postings here:

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