Wednesday, August 31, 2011

Commercial Lines Account Manager - Boise, ID

Great Opportunity with a strong agency in Boise.  My client is one of the most well respected agencies in the west and offers an excellent working environment.  They would like someone that has a terrific personality and a strong construction background and some exposure to contract surety.  If you have any suggestions please let me know.


Commercial Lines Account Manager - Boise, ID
Our client is a large, independent broker with a strong commercial risk management platform.  In Boise the agency writes a significant amount of construction business.  This role, Commercial Lines Account Manager, will be involved in the marketing, servicing and client management of a broad range of middle market and risk management commercial accounts.  You'll insure several construction accounts and also manage many of the bond policies.  

Commercial Lines Account Manager Responsibilities
You'll assist the sales executive in marketing and servicing a large book of business.
Responsibilities include creating submissions, analyzing loss information, and generating premium rates and audits.
You'll be the primary client service contact and assist with endorsement requests, insurance proposals, and other policy related issues in a timely manner.
You'll also help to control most of the agency's contract surety needs (financial analysis, rating/quoting, etc.)

Commercial Lines Account Manager Qualifications
At least two (2) years of broad property and casualty service experience as a CSR, account manager or underwriter.
Comfortable servicing accounts in excess of $100k in premium; construction familiarity is desired.
Familiarity with contract surety rating and financial analysis.
Active ID P&C license.

Please contact Scott Thompson for immediate confidential consideration and additional details.  Email:  sthompson@insurance-csg.com  Phone:  515-987-0242 x17  Fax 515-987-0004  See our website at, www.csgrecruiting.com/ins_opportunities.htm for a complete listing of nationwide opportunities.

Finally an article that I agree with!


Just read an article from Monster that is posted on Yahoo.  Ten Worst Career-Change Mistakes by Barbara Reinhold.  You should check it out as it has sound, logical advice:


This is spot on in what it is suggesting.  I think that often times people get frustrated in their current field and assume that because the grass is greener that they can achieve their level of success in another industry.  Sometimes it does work out.  People would never switch careers or change industries if they didn’t.  However, in this competitive market caused by the recession you have got to play to your strengths.  Of the ten I agree most with the following:

5. Don't Let Money Be the Deciding Factor

This is a big one for me.  If you are looking to make a move for the money alone you are not going to be happy.  It sounds cliché but money does not buy you happiness.  In fact, I’ve often found that the inverse is if you are in a career that makes you happy you will make more money.  It’s not rocket science – people are better at things that make them happy.  That said happiness doesn’t buy you dinner either.  You ultimately need to find a nice blend as the two are co-related.

3. Don't Go into a Field Because Your Friend Is Doing Well in It

This is another one that I hear all of the time.  I want to go into insurance because my Dad, brother, uncle, buddy is in it and he loves it.  He is making a ton of money, has a great schedule, etc.  The fact of the matter is that the reason your (insert relationship here) has all of these perks is because they are successful at it.  Not because the industry is so terrific.  Play to your strengths and the job satisfaction and perks will follow.

Your thoughts?

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





Tuesday, August 30, 2011

Hot Opportunities in the Southeast

I've got some great jobs in the the Southeast right now!  Let me know if you have any suggestions or questions.

Management/Practice Leader Roles

Marketing Manager – Shreveport , LA
This is a terrific opportunity to work for a very strong middle market agency.  Our client is looking for someone with a strong marketing background on the agency side with experience working with both brokers and carriers.  Additionally, the client needs someone that is not only good marketing submissions but also managing the needs of  the carriers and brokers from a 1,000 foot level. 


Commercial Lines Supervisor – Richmond , VA or Charlotte , NC
This a great opportunity for someone that has a strong commercial lines background and would like to transition into a supervisory role.  In  this role you'll be overseeing a team of account managers/CSR's, handling hiring and manage the training.  This is a very professional company that offers terrific benefits.  The right person can come from several different backgrounds including human resources, an account manager or account executive or an existing supervisory role.

Surety Practice Leader – San Antonio , TX
This is a great opportunity.  My client has a significant contract surety practice and is in need of someone to come in and manage it.  This is one of the most well respected agencies in the region and their ideal candidate will be someone that can step into a surety production role and eventually become a partner in the organization.  The only real qualification is that this person have a strong contract surety background and they are open not only to people with an agency background but would also consider a strong service person or a strong underwriter.


Operations Manager- Mobile, AL
My client is a respected, storied independent insurance agency in the Southeast. The agency is managed at the 1,000 foot level by several owners who don’t have the desire to be involved in most day-to-day operations. The Operations Manager handles nearly every facet of running the agency from training the client service team to overseeing the administrative departments and weighing in on strategic business development decisions. This person needs to be politically savvy, intuitive and be able to manage the demographics of an agency involving multiple decision makers, successful and engrained producers and the administrative support staff. This position goes beyond just being an agency manager; it’s a quarterback for all communication and delegation between the sales and service staff. It holds power without the ego of being in charge.


Senior Vice President Employee Benefits – Dallas , TX
Our client is seeking a large group employee benefits specialist that has strong leadership and administrative skills.  In this role you will be managing a team of client service executives, account managers and processors that work with self funded accounts in excess of 10,000 lives.  In addition this individual will handle client service needs for the top clients of the agency.




Claims and Loss Control Roles

Agency Loss Control Specialist – Richmond , VA
This is a great spot for someone on the carrier side that is looking to break into the agency world.  Our client is one of the top independent regional brokers in the southeast.  They typically play in the larger middle market arena and are seeking a strong loss control person to enhance their value added services.  They need someone that has strong technical skills as well as an entrepreneurial spirit.


Agency Claims Adjuster – Charlotte , NC
Our client is seeking someone with a strong general liability background that would be comfortable transitioning to the agency side of the business.  The appropriate individual will have a strong outgoing personality and be able to consult on sales calls as well as act as the advocate for the client throughout the claims process.


Account Management Roles

Commercial Lines Account Manager – New Orleans , LA
Our client is a well respected, privately held agency located in New Orleans .  They focus on large commercial risks including construction and hospitality.  They are seeking someone with a strong personality that can manage a book of business soup to nuts so that the producer can be out there prospecting.  Our client needs someone that has strong marketing and client facing experience.


Commercial Lines Account Manager – Knoxville , TN
Our client is one of the top regional brokers in the nation.  They are looking for someone that has strong middle market experience working with accounts as large as $40K in revenue.  The appropriate person will be comfortable working with underwriters and with clients and must be very detail oriented.  One of the many perks of working for this company is that they offer terrific retirement benefits.


Employee Benefits Account Manager – Greensboro , NC
Our client is one of the most well respected agencies in the Mid Atlantic and they are looking for a strong service person.  Self funded experience is a must.  This person must also be very self directed and the type of account manager that is comfortable handling all needs of the client so that the producer can go out and sell.  This client also offers a terrific benefits package.



Sales and Production Roles

Accident and Health Regional Marketing Manager - Atlanta, GA, Dallas, TX, Chicago, IL
Our client is a well respected carrier that is a leader in accident and health coverage.  They are seeking someone that is currently a sales rep, business development rep or carrier rep with a group medical carrier that is experienced working with large national accounts (1,000 life plus) to step into a business development role managing a multi-state region.  If you have any suggestions please let me know.
Commercial Lines Producer – Jackson , MS
I'm working with a terrific agency that is one of the leaders in Mississippi in risk management and employee benefits.  They are looking to hire their next superstar in Jackson to focus on commercial accounts.  My client is not looking for someone that can bring a book of business.  Instead they are looking for someone that has ties to the area and can hit the ground running making a significant revenue impact in their first year.  This agency offers a defined ownership plan.



Human Resources Consultant – Jackson , MS
This is a very unique opportunity for someone that has a blend of human resources experience and a sales aptitude.  Our client has one of the best employee benefits practices in the deep south and they are looking to compliment their existing services with a human resources consulting practice.  This is a great opportunity for someone that has strong HR skills but is looking to get away from sitting behind the desk all day.


Employee Benefits Producer – Birmingham , AL or Shreveport , LA
Our client is a leader in self funded employee benefits in the Deep South .  They are looking for a hungry producer that is comfortable building a large book organically.  They offer ownership and considerable resources to assist in the sales process as well as a team based approach.

Monday, August 29, 2011

The Four Worst Interview Tips I’ve Ever Heard


First of all – I hope all of you on the east coast have survived your week of earthquakes and hurricanes.  For awhile I was beginning to worry that there was some criminal evil genius like Dr. Evil from Austin Powers that had some kind of weather machine…

Working in employment as I do I’ve heard a ton of great interview tips.  I’ve also heard some really, really bad ones.  The fact is that there are a ton of people that think they know how to ace an interview and are really excited to share their unique (stupid) ideas that they claim will most certainly land you the job.  Below is a list of the worst ones I’ve ever heard.

1.  Be Creative

I once read an article that suggested you should use unique and creative ways to stand out so that the company specifically remembers your interview.  The article described several creative things applicants had done over the years including hiring a band to follow them or brought in homemade cookies.  One candidate even went as  far as to schedule a second interview by mailing a coffee mug and a Starbucks gift certificate to the hiring manager suggesting that they meet for coffee on a specific date.  Unless you are looking to be in a PR job where these skills are needed these antics will most likely have one consequence – you will seem weird!  The simple fact is that you should be memorable because your skills and experience stood out.  If a company remembers you for anything else – it’s not a good thing. 

2.  Don’t Discuss Salary or Inflate Your Number So that When they Shoot Low You Get What You Want

The salary issue might be where the worst advice ever comes.  It is so bad that I devoted a whole article to it a couple of weeks ago.  You can read it here:


The two worst pieces of advice in this area I hear are that you should never discuss salary or that you should inflate your number when asked operating under the assumption that a company will always low ball you.  The problem with the first piece of advice is that people suggest that this is an absolute.  I agree that it isn’t wise to put all of your cards on the table when asked about salary and tell them the bottom dollar you would accept.  However, many people take this advice to mean that you shouldn’t discuss it all.  The truth here is that you need to follow the natural course of the interview. If a company asks what you need this is a good sign and you should give them an honest range of where you would like to be. 

As far as the second part goes.  This one is just dumb.  If you want X – tell the company you want something in a range that includes X.  Don’t tell them that you want $20K more than that.  The odds are that you probably don’t deserve that much and that you will look foolish.  This is not the final impression you want to leave in an interview.

3.  Act Overly Confident

Someone I know very well was once advised to be assumptive at the end of an interview that you nailed it and have gotten the job.  They were instructed that companies are looking for aggressive people that that they want to hear statements like “When do I start” or “Based on this interview I feel that I’m a perfect fit, don’t you agree?”  The end result of questions like this are that you look really arrogant or you make the interviewer uncomfortable. 

Folks, interviewing is like dating.  Do you usually have much success asking to go home with your date after the first date? (Remember this is a rhetorical question…)  If you treat an interview like a date and try to make a good first impression you will be in a better position for success.

4.  Persistence Makes You Look Like You Want the Job

This is another piece of advice that gets totally misconstrued.  You should follow up after an interview.  This is very true.  It is acceptable to send a thank you email and then after a little bit of time follow up with a phone call to check in.  However, anything more than this starts to move into the stalking arena.  This kind of moves into the dating metaphor again but if you start calling daily for updates after an interview you will appear desperate and unattractive. 

If someone doesn’t respond to your phone calls or emails it means one of three things:

·        They aren’t interested
·        They are very busy and haven’t had time to call you back yet
·        They haven’t made a decision or have no new information

It doesn’t matter which scenario is the case.  Continuing to reach out will not change it and will result in a negative impression.  Believe me when I tell you that not knowing can kill you but you have to just let things play out on their own timetable. 

That’s all I’ve got for today.  If you have any questions or comments feel free to leave them below or email me at sthompson@insurance-csg.com.

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




Thursday, August 25, 2011

Hot Jobs in Chicago

I'm working on some really good opportunities in Chicago.  Take a look below and let me know if you have any suggestions.

High Net Worth Personal Lines Account Manager -Chicago (North Suburbs)

This a a great opportunity with  boutique financial services firm in Chicago.  They need someone with experience working with very affluent and high net worth individuals.  Additionally, they would like someone that is experienced working with Chartis, Fireman's Fund and Chubb.  Please let me know if you have any questions or suggestions.


Commercial Lines Producer/Sales Leader – Chicago (Southside)
This is a terrific opportunity.  I'm working with a great insurance agency that is part of a larger organization.  They primarily focus on middle market blue collar risks and are located just outside of Chicago.  They are looking to hire someone to become a part of their succession plan and eventually take over the agency in the next 3 - 5 years.  The ideal candidate will have ten years of experience or less and have a desire to move into a leadership role.  A track record of sales success is a plus.  Please let me know if you are interested or if you have any suggestions.


Commercial Lines Account Manager/Account Executive- Chicago (North Suburbs)
This a great opportunity for someone working within a large agency that wants to continue working with large risks while moving to a smaller shop.  This agency is a leader in larger middle market and risk management accounts and they are in need of a very strong account executive/account manager.  They absolutely need someone with strong marketing skills and client facing experience.  This spot has strong growth potential.


Commercial Lines or Employee Benefits Producers – Chicago
This is a terrific opportunity for a producer that is looking for ownership.  Our client is a successful middle market agency  that is looking to make several quality hires to assist in perpetuation.  They are seeking someone with an established track record of success and a strong upside.  They do not require that someone bring a book of business with them.  Instead they are seeking people that have a sound business plan and a strong pipeline for the next twelve months.  


Senior Employee Benefits Account Manager- Chicago
This is a terrific opportunity for a senior account executive with a strong employee benefits background.  Our client is seeking someone with a strong self funded and middle market background working with clients ranging in size from 100 - 2,000 lives.  It is very important that this person have strong marketing and client service background.


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




Senior Employee Benefits Account Executive - Chicago, IL

This is a terrific opportunity for a senior account executive with a strong employee benefits background.  Our client is seeking someone with a strong self funded and middle market background working with clients ranging in size from 100 - 2,000 lives.  It is very important that this person have strong marketing and client service background.

Senior Employee Benefits Account Executive - Chicago

Our client is a progressive insurance brokerage deeply rooted in its group benefits consulting platform.  Providing important solutions and valuable resources to clients with as few as 100 lives up to several thousand active and retired employees allows the agency to insure a broad range of businesses. As a Senior Benefits Client Service Executive, you're an integral part of not only the policy administration but also furthering the broker-client relationship with input on long term program goals.

Senior Employee Benefits Account Manager Responsibilities:
You'll oversee high level account management of accounts averaging 500 employees.
You'll provide immediate answers to client questions and concerns.
You'll address upcoming renewals with detailed financial and claims analysis, compliance and communication outlines and RFPs.
You'll explore ways the agency can round out its services through Human Resources consulting and wellness initiatives.

Senior Employee Benefits Account Manager Qualifications:
You offer 5-10 years of group benefits service experience as a Consultant, Client Service Advisor, or Account Executive.
Bachelor's degree is preferred; education or training in Human Resources would be helpful.
You have experience working with average groups of 100+ lives under all benefit plans including medical, dental, life, and disability.
Hold a state Life, Accident, and Health license or commitment to obtain one shortly after start date.
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.).

Please contact Scott Thompson for immediate confidential consideration and additional details.  Email:  sthompson@insurance-csg.com  Phone:  515-987-0242 x17  Fax 515-987-0004  See our website at, www.csgrecruiting.com/ins_opportunities.htm for a complete listing of nationwide opportunities.


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





Commercial Lines or Employee Benefits Producers - Chicago, IL


This is a terrific opportunity for a producer that is looking for ownership.  Our client is a successful middle market agency  that is looking to make several quality hires to assist in perpetuation.  They are seeking someone with an established track record of success and a strong upside.  They do not require that someone bring a book of business with them.  Instead they are seeking people that have a sound business plan and a strong pipeline for the next twelve months.

Commercial Lines or Employee Benefits Producers
Our client is a well established regional agency based in Chicago.  Despite their tenure in the city they are growth oriented and seek the next generation of producers to perpetuate their firm. For group benefits and commercial insurance agents they offer a wealth of backroom services including claims, loss prevention, fidelity and surety, and financial services.  To be considered you must have at least 3-10 years of agency sales experience developing middle market business.  Local candidates are preferred unless you can demonstrate strong contacts in the area from an employer not located in Chicago.

Please contact Scott Thompson for immediate confidential consideration and additional details.  Email:  sthompson@insurance-csg.com  Phone:  515-987-0242 x17 Fax 515-987-0004  See our website at, www.csgrecruiting.com/ins_opportunities.htm for a complete listing of nationwide opportunities.


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





Commercial Lines Account Manager - Chicago, IL (North Suburbs)

This a great opportunity for someone working within a large agency that wants to continue working with large risks while moving to a smaller shop.  This agency is a leader in larger middle market and risk management accounts and they are in need of a very strong account executive/account manager.  They absolutely need someone with strong marketing skills and client facing experience.  This spot has strong growth potential.

Commercial Lines Account Manager

Our client is an independent insurance agency recognized as a regional leader in the size and scope of their risk management operations.  They are a relationship driven firm focused on impacting many specialized property and casualty markets.  They offer a position for an experienced Commercial Insurance Account Manager.

Commercial Lines Account Manager Responsibilities:
Serve as the primary business contact for the client; provide excellent customer service to accounts as well as represent the client needs and goals within the organization to ensure quality.
Build relationships with clients to encourage new and repeat business opportunities; help to identify coverage gaps, areas where additional protection through up selling is needed and cross selling opportunities with the agency's employee benefits division.
Ensure responsible communication, conflict resolution, and compliance on commercial policies.
Execute the written service procedures including quotations, proposals, endorsements, audit processing, and other time sensitive client service procedures.

Commercial Lines Account Manager Qualifications:
BA/BS degree plus at least five (5) years of experience in the insurance field; particular expertise in middle market client service, account management is required.
Excellent oral and written communication; able to articulate complex issues, receive and interpret concerns from the client, and respond proactively to issues.
Can work independently and is able to manage the entire client service process from new account set up to renewal management.
Possess broad property and casualty insurance knowledge; includes involvement with many different industrial and professional services industries; account size must be middle market generating at least $100k-$150k in premium.
Active IL P&C licensed.
Proficiency with Microsoft Office (Word, Excel, PowerPoint) and Applied Systems (AMS and TAM).

Please contact Scott Thompson for immediate confidential consideration and additional details.  Email:  sthompson@insurance-csg.com  Phone:  515-987-0242 x17  Fax 515-987-0004  See our website at, www.csgrecruiting.com/ins_opportunities.htm for a complete listing of nationwide opportunities.


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





Wednesday, August 24, 2011

Accident and Health Regional Marketing Manager - Atlanta, GA


Our client is a well respected carrier that is a leader in accident and health coverage.  They are seeking someone that is currently a sales rep, business development rep or carrier rep with a group medical carrier that is experienced working with large national accounts (1,000 life plus) to step into a business development role managing a multi-state region.  If you have any suggestions please let me know.


Accident and Health Regional Marketing Manager - Atlanta, GA
Our client is a global provider of specialty lines insurance. They offer a range of insurance products—including Personal Accident, Business Travel, Accident and Sickness and other specialty health coverages. They presently offer an opportunity to join their growing organization as a Regional Marketing Manager in four different locations to include: Atlanta, GA;  Los Angeles or San Francisco, CA;  Dallas or Houston, TX; Chicago, IL. While the product line will be A&H, the best fit for my client's needs will likely be someone from an employee benefits sales background calling on a defined territory. This position will actively promote Client's A&H products and services to brokers, consultants and any other distribution sources in their assigned territory.  The Regional Marketing Manager will provide the necessary servicing to these producers to make sure they are satisfied and to maintain strong working relationships with these individuals and be responsive to their needs.  

Regional Marketing Manager responsibilities:
Frequent sales calls to brokers and consultants in all parts of the assigned territory
Identify new distribution sources to sell A&H products and services
Educate the producer community about A&H products and services
Develop new broker relationships within territory
Work with VP of Sales on a regular basis visiting producers in the defined territory

Regional Marketing Manager requirements:
Minimum of 7 years of experience in the group benefits and/or A&H business
Minimum of 7 years of sales experience in the group benefits and/or A&H business
Strong existing relationships with brokers and agents within assigned territory
Strong written, oral and presentation skills

Please contact Scott Thompson for immediate confidential consideration and additional details.  Email:  sthompson@insurance-csg.com  Phone:  515-987-0242 ext 17. See our website at, www.csgrecruiting.com/ins_opportunities.htm for a complete listing of nationwide opportunities.


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





Tuesday, August 23, 2011

The Four Skills that Every Insurance Account Manager or Account Executive needs to Prosper in their Career


Sorry for the delay in getting this article out.  I  typically try to get these done on Monday mornings but I was indisposed yesterday morning.  My oldest girl started her first day of four year old preschool and I had to see her off.  If any of you have any suggestions on how to halt this growing up thing I would really appreciate it.

Isn't she lovely?


Now that I’ve had a good cry for the morning let’s get down to business.  As many of you know I work exclusively in insurance and focus most of my efforts working with producers and account managers/account executives.  My first couple of articles have centered on producers but I thought today I would switch gears towards the service side of the agency world.  Throughout the years I’ve noticed that there are several traits that employers look for in account managers and below are the top ones that seem to be almost universal.

1.  Client Facing Experience

I realize that this is something that you either have or don’t but it is one of the things that my clients continually ask for.  Great account managers have experience meeting directly with clients to present renewals, gather information, conduct enrollments or just to follow up.  The reason agencies and producers like these skills is because it takes the load off of the producer and allows them to go out and focus on new business.  If you don’t have this experience you should start asking for it.  Not only will it make you marketable but it will also make you indispensible. 

2.  Marketing Skills

Having great marketing skills goes much farther than knowing how to put a submission together and getting it out.  Great marketers know that not all risks are created equal and that some risks are better suited for better carriers and underwriters.  I always imagine this to be like in those legal shows in TV where the lawyers do whatever they can to get in front of the judge that is most sympathetic to their cause.  When conducting references with underwriters I’ve noticed two key things that seem to make someone successful with them.  The first is that they always send in completed submissions and never have to be chased down.  The second is that when additional information is needed they are responsive and get it back quickly.  Off the record many of the underwriters I’ve spoken with recognize these traits and will give preferential treatment.  So remember – treat your underwriters well!

3.  Strong Organizational Skills

It should go without saying that a good account manager should be well organized.  A great account manager is better than organized.  You know how your mom used to have everything ready to go for you so that you could walk out of the door to school on time.  Lunches were ready, bags were packed, clothes were washed… you get the picture.  A great account manager is the same way.  They know what the producer needs before they ask and have it ready. Typically these people create their own systems and can produce results almost immediately.  More than this they always meet and even exceed deadlines.  Probably the most important in this realm is the ability to shift priorities based on current needs while being able to get everything accomplished.

4.  Great Customer Service Skills

I saved this one for last but it is probably the most important.  I’m sure that you know some really good service people that do everything we discussed above right – they run their book efficiently and there are never problems.  BUT – they are lifeless, unenjoyable people to talk to or even worse they just aren’t nice.  Truly great account managers are extensions of the sales producer in that they continue to make the experience terrific for the client.  Some of the key traits are:
  • A great phone presence – you don’t need to sound like you are on the radio but you should sound like you are smiling.  Believe me, if you roll your eyes on the phone it comes through in your voice.
  • Responsive to the client or producer – it doesn’t matter what the request a good account manager gets back to people in a timely manner – most of them anticipate these questions as well
  • Patience – most great people in these roles realize that their clients are not skilled insurance professionals like themselves and have patience.
  • Builds a personal relationship with clients – you don’t need to be your client’s best friend.  But the good ones get to know their clients well.  How many kids?  Married?  Hobbies? Vacation?  Learning these things creates a bond.

So what say you?  Are there any skills that I left out?  Feel free to discuss in the comments section below or you can email me at sthompson@insurance-csg.com

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



Friday, August 19, 2011

Answering the Salary Question


   
There was an interesting article on Yahoo today by Jane Porter titled:


The article brings up some really good points.  For instance it suggests the following:

  • Don’t sell yourself short and make sure that you take your benefits into mind when thinking about your salary needs
  • Have a range instead of a single figure

Both of these are excellent suggestions.  That said I really disagree with some of the other suggestions made in the article.  Here’s why:

Avoid Talking Numbers Early On

I personally believe that companies are sick and tired of the gamesmanship that goes along with this situation. 

Interviewer:  What are your salary expectations?

Interviewee:  I’d like to think that salary is one of many things that motivates me.  Can we talk about something else?

Nothing pisses someone off more than answering a question with a non-answer.  Why are we so afraid to discuss salary in this world?  If you salary needs are way out of line with what the company wants to pay one of three things will happen.  They will not hire you because they can’t afford you.  They will be so impressed with you that they will try to get more money in the budget.  They will be so impressed with you that they will try to talk you into taking less money.  I have never once heard an employer say that they hired someone because they were successfully evasive about the salary question.

In my estimation you should be honest and give a fair range with a justification for your needs.  Use statements like:

  • In my most recent position I was making X, I realize that it is competitive out there and because of this I have some flexibility?
  • I’m currently making X, I’d really like to be in this range as incentive to make a move.

I truly believe that people never make moves because of compensation but most definitely don’t make moves because of it.  If you are honest about what you want and need at the beginning you have a higher likelihood of getting what you want and need.

Remember Where you are Coming From
In all this one isn’t so bad except for one statement.  You most definitely should be realistic about your situation.  If you are unemployed and have been for awhile you should be prepared for a cut in this economy.  This is not a hard and fast rule and depends on your skill set. 

However, the article quotes Don Huerzler, someone who must be very well respected, as saying that if you are employed you should accept no less than a 20% increase in salary to make a move.  Let this sink in for a second…

20%

This kind of thinking is asinine and the kind of advice that stops people from furthering their career.  If the only reason you are making a move is for the money then you have your priorities wrong.  You should be making a move because it puts you in a positive financial situation and a better situation overall.  That said – most of the companies I talk to are usually comfortable with increases in the 10% range.

Handling the Low Ball Offer

This is an antiquated notion.  Most companies I work with really try to put their best foot forward.  I’m sure that there are some organizations that make offers expecting someone to negotiation back and forth but the reality is that people want to get this done so that they can start doing business.  So if you are not happy with an offered salary – you can definitely go back and negotiate.  However, you need to have reasons to do so.  Back up your argument with statements like:

  • When I take this job X will change about my life and I will need X to make it work out financially
  • I haven’t had a raise in x years and feel that my salary needs to be at X to be more in line with the market

Also remember that only in vacuum is an offer solely representative of the companies estimation of your worth.  There are other factors that include budget, salary equity and other things.  It is really dangerous to approach an offer thinking that the company expects you to counter.  I have worked with several places that will just pull the offer rather then negotiate.

Taking Time to Decide

I don’t really take exception here.  I just have my own thoughts to add.  You most definitely should take your time with making a decision.  That said I believe that companies typically expect to hear from you within 24 – 48 hours.  However, the timing isn’t as important as definition is.  When you get an offer you should set expectations about when they can hear from you – if it is longer than a couple of days you should give a reason why.  Taking too long to make a decision gives the impression that you are waiting on something else and noone likes to feel like they are the second choice for prom.

Well – there’s my rant for this week.  As always if you have any comments or suggestions you can leave them below or email me at sthompson@insurance-csg.com

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Tuesday, August 16, 2011

Employee Benefits Account Manager - Greensboro, NC

Our client is one of the most well respected agencies in the Mid Atlantic and they are looking for a strong service person.  Self funded experience is a must.  This person must also be very self directed and the type of account manager that is comfortable handling all needs of the client so that the producer can go out and sell.  This client also offers a terrific benefits package.

Employee Benefits Account Manager - Greensboro, NC

Our client is an independent agency with a dynamic, professional sales and service staff that strives to offer service above their competitors.  Their service department seeks a knowledgeable, senior client manager with experience handling large, complex group employee benefits accounts as the primary account service coordinator.

Employee Benefits Account Manager Responsibilities:
Serve as the primary client service point of contact to the insured.
Answer questions about coverage and pricing, create and execute the renewal cycle, coordinate all renewal marketing and create RFPs.
Be a resource for producers and client service colleagues concerning markets, coverage issues enrollments and claims.

Employee Benefits Account Manager Qualifications:
At least five (5) years of group life and health insurance experience as an Account Manager or Account Executive.
Bachelor's degree is strongly preferred; pursuance of continuing education endorsements are highly desired.
Large account experience with groups over 100 lives; self-funding and consumer driven health plans is important.
Knowledgeable with compliance issues- HIPAA, ERISA, COBRA, etc.

Please contact Scott Thompson for immediate confidential consideration and additional details.  Email:  sthompson@insurance-csg.com  Phone:  515-987-0242 x17  Fax 515-987-0004  See our website at, www.csgrecruiting.com/ins_opportunities.htm for a complete listing of nationwide opportunities.


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Commercial Lines Account Manager - Knoxville, TN

Our client is one of the top regional brokers in the nation.  They are looking for someone that has strong middle market experience working with accounts as large as $40K in revenue.  The appropriate person will be comfortable working with underwriters and with clients and must be very detail oriented.  One of the many perks of working for this company is that they offer terrific retirement benefits.

Commercial Lines Account Manager- Knoxville, TN

Our client is a Top 50 independent agency with annual revenues in excess of $20 million.  They are a seven generation company with offices throughout the Mid-Atlantic to position themselves next to their clients.  They have a dynamic, professional sales and service staff that strives to offer service above their competitors.  Their service department is looking for a knowledgeable commercial technician with experience handling middle market and risk management accounts during the marketing and renewal process.

Account Manager Qualifications
5-10 years of customer service experience in the insurance industry
Must have prior background with a retail agency but career can also include marketing and underwriting exposure
Multi-line commercial coverage proficiency like general liability, commercial auto, large property, and workers compensation
Experience working in a team environment managing endorsement requests, new business marketing, certificate processes, and billing inquiries
Must have a P&C insurance license and currently hold, or be working towards, a professional designation

Please contact Scott Thompson for immediate confidential consideration and additional details.  Email:  sthompson@insurance-csg.com  Phone:  515-273-9991  Fax 515-440-2347  See our website at, www.csgrecruiting.com/ins_opportunities.htm for a complete listing of nationwide opportunities.


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Senior Vice President Employee Benefits - Dallas, TX


Our client is seeking a large group employee benefits specialist that has strong leadership and administrative skills.  In this role you will be managing a team of client service executives, account managers and processors that work with self funded accounts in excess of 10,000 lives.  In addition this individual will handle client service needs for the top clients of the agency.


Senior Vice President - Employee Benefits
Our client is a foremost leader in the creation, design, and implementation of progressive health and welfare plans.  With a focus on delivering sound customer service and a commitment to professional excellence, they exemplify a successful consulting model by which many other brokerages mirror their infrastructure.  The Senior Vice President, Group Employee Benefits is responsible for an array of responsibilities and strategic leadership within the agency's client service and marketing divisions.  As a member of the executive team, you'll play a critical role in the cohesion of the agency's sales and service teams.  The responsibilities as SVP, Group Benefits includes:

Leadership
Set and achieve departmental goals and results by utilizing “best practices” leadership and management principles, with an emphasis on “hands on” and face-to-face interaction with the service team.
Recruit, train, and mentor account managers and account executives; develop job performance standards and goals for service team to meet and exceed clients needs and expectations.
Use objective setting and performance evaluation processes to ensure service team employees understand expectations, receive regular feedback, and are appropriately rewarded; Deal decisively with performance and/or conduct issues using the performance management process.

Management
Identify and capitalize on expense mitigation opportunities and technology solutions that would enhance client satisfaction and improve efficiency.
Manage workflow, monitoring productivity and internal reporting, ensuring that established timelines are met.
Ensure compliance with company policies, standards, regulatory and statutory requirements

Client Service
Establish and maintain client and carrier relationships.
Assist in the resolution of escalated customer problems/issues, while effectively and efficiently communicating issue and (proposed) resolution to producers, underwriters and/or customers.
Manage the day-to-day and annual issues of a select number of high profile agency clients, including annual marketing, proposal presentation, enrollment, on-going customer service and underwriting issues.

SVP, Group Employee Benefits Qualifications
At least 10 years experience with group health and welfare products including significant agency or consulting experience; candidates without brokerage experience will not be considered.
Prior work in leadership or executive management; demonstrated history of serving as a change agent with creative control over the supervision, training, mentoring, and ongoing development of employees.

Notable work in the creation and execution of client service strategies; able to develop strong marketing relationships with group medical and ancillary carriers to ensure competitive pricing, program access, and client retention.

Please contact Scott Thompson for immediate confidential consideration and additional details.  Email:  sthompson@insurance-csg.com  Phone:  515-987-0242 x17  Fax 515-987-0004  See our website at, www.csgrecruiting.com/ins_opportunities.htm for a complete listing of nationwide opportunities.


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Agency Claims Adjuster - Charlotte, NC

Our client is seeking someone with a strong general liability background that would be comfortable transitioning to the agency side of the business.  The appropriate individual will have a strong outgoing personality and be able to consult on sales calls as well as act as the advocate for the client throughout the claims process.

Agency Claims Adjuster - Charlotte, NC

Our client is an independent insurance agency with an established commercial claims practice.   The agency insures a wide variety of businesses requiring claims consultation before, during and after a claims occurs.  As a Senior Claims Adjuster, you're responsible for managing all of the agency's property and general liability claims.  You'll participate in client meetings intended to education insureds on the claims process.  You'll also advocate on their behalf by working closely with TPAs and insurance companies to resolve claims in a timely, efficient and client focused manner.

Senior Claims Adjuster Responsibilities:
Oversee all commercial insurance claims that are not work comp related.
Develop rapport with insurance companies and TPAs to advocate on behalf of the agency and insureds.
Advise the agency's staff and its insureds on claims trends, risk management solutions and recommended courses of action to resolve issues.
Ensure the timely production of reports with claims narratives, large loss reports and E&O claim handling to the executive team.

Senior Claims Adjuster Requirements:
At least five (5) years of property and casualty claims adjusting or consulting experience.
Must offer experience adjusting the following claims: construction, large property, products liability and commercial auto.
NC state adjuster's license.
Ability to see the claims process beyond the transaction; can manage expectations and create an action plan alongside the agency's producers and the insured.

Please contact Scott Thompson for immediate confidential consideration and additional details.  Email:  sthompson@insurance-csg.com  Phone:  515-987-0242 ext 17. See our website at, www.csgrecruiting.com/ins_opportunities.htm for a complete listing of nationwide opportunities.


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Employee Benefits Producer - Birmingham, AL or Shreveport, LA


Our client is a leader in self funded employee benefits in the deep south.  They are looking for a hungry producer that is comfortable building a large book organically.  They offer ownership and considerable resources to assist in the sales process as well as a  team based approach.


Employee Benefits Producer
Our client is a growing independent insurance broker focused on building continuous relationships with clients.  They believe providing full insurance services, including diverse employee benefits options, promotes the efficiency and profitability of clients and the agency. Since group benefits division is such a strong portion of the agency's overall revenue the same resources are available to their producers as what exists at a national brokerage firm.

Group Employee Benefits Producer Responsibilities:
Establish a three year sales and marketing plan targeting a mix of fully funded and self-funded business in the 100-300 lives space.
Help regionalize the agency's client base targeting accounts in surrounding states.
Work closely with business partners and agency colleagues to identify untapped referral business.

Group Employee Benefits Producer Qualifications
A minimum of three (3) years of progressive, professional group benefits retail brokerage sales experience.
Knowledge of fully funded and self-funded groups averaging 50-500 lives; cognizant of industry trends critical to new business development including, but not related to, HR consulting, wellness initiatives, technology integration, and high end broker customer service.
Ability to transfer industry relationships and approach business with an entrepreneurial attitude.
Successful history generating new business leads, networking within associations and industry groups, and closing business in the middle market segment.

Compensation is commensurate with experience and includes a guaranteed salary with opportunities for additional commissions on new business sales.

Please contact Scott Thompson for immediate confidential consideration and additional details.  Email:  sthompson@insurance-csg.com  Phone:  515-987-0242 x17  Fax 515-987-0004  See our website at, www.csgrecruiting.com/ins_opportunities.htm for a complete listing of nationwide opportunities.


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