Friday, June 29, 2012

Two Account Manager Positions in Hattiesburg, MS! Employee Benefits and Commercial Lines

I've got two great account manager jobs in Hattieburg, MS!  Both of them are with a a great agency that offers growth and they are willing to consider relocation candidates for both positions as well!  Read the descriptions below and let me know if you have any questions!



Employee Benefits Account Manager - Hattiesburg, MS
This is an awesome opportunity for someone that either has existing agency experience working with employee  benefits or for someone looking to transition into the agency world from the private or carrier side of the business.  My client is looking for a sharp person that can come in and manage several high profile employee benefits accounts for their Hattiesburg office.  While they would prefer someone with agency experience they realize the limitations of their location would consider someone willing to relocate to Hattiesburg or someone that works with benefits as an administrator or human resources manager in the area.


Hattiesburg Employee Benefits Account Manager Job Description

Commercial Lines Account Manager - Hattiesburg, MS
One of my  top clients in Mississippi is looking for a really sharp account manager for a commercial book in Hattiesburg.  This is a great company and they need someone that is comfortable in this type of environment and can juggle and prioritize multiple items.  This company offers terrific growth potential and is a great place to work!  Additionally, my client is open to someone that would relocate from a larger area like Jackson or the Gulf Coast.

Hattiesburg Commercial Lines Account Manager Job Description



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Employee Benefits Account Manager - Hattiesburg, MS

This is an awesome opportunity for someone that either has existing agency experience working with employee  benefits or for someone looking to transition into the agency world from the private or carrier side of the business.  My client is looking for a sharp person that can come in and manage several high profile employee benefits accounts for their Hattiesburg office.  While they would prefer someone with agency experience they realize the limitations of their location would consider someone willing to relocate to Hattiesburg or someone that works with benefits as an administrator or human resources manager in the area.


Employee Benefits Account Manager

Our client is an independent insurance agency with a successful group employee benefits division in Hattiesburg. Its important to the agency that the group benefits account management team provide timely and accurate answers to client questions about healthcare coverage, reform and claims.   This position, Group Benefits Account Coordinator, works within the agency's life and health service team to work closely with the sales team and with clients on policy issuance and renewal matters.

Group Benefits Account Coordinator Responsibilities:
Collecting and evaluating claims data (medical, dental, disability, life).
Preparing client quarterly reports and renewal materials.
Providing answers on compliance (COBRA, HIPAA) and billing issues.
Facilitating enrollment meetings and coverage changes throughout the policy year.

Group Benefits Account Coordinator Qualifications:
Bachelor's degree or equivalent experience will be considered.
At least two (2) years of professional experience dealing with group health insurance as an account manager, service rep, underwriter or benefits administrator.
Proficient with Microsoft Excel.

Please contact Scott Thompson for immediate confidential consideration and additional details.  Email:  sthompson@insurance-csg.com  Phone:  515-987-0242 x456  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 - Hattiesburg, MS

One of my  top clients in Mississippi is looking for a really sharp account manager for a commercial book in Hattiesburg.  This is a great company and they need someone that is comfortable in this type of environment and can juggle and prioritize multiple items.  This company offers terrific growth potential and is a great place to work!  Additionally, my client is open to someone that would relocate from a larger area like Jackson or the Gulf Coast.



Commercial Lines Account Manager

Our client is an independent agency with the knowledge and resources to insure a multitude of commercial business entities.  They are a regional insurance agency with the capacity to provide insurance and risk management programs for commercial clients that are local, national and international in their scope of operations.  As part of their growth plan they currently seek an experienced commercial account manager for the large accounts unit.  As Commercial Account Manager you're responsible for assuming leadership on new and existing commercial accounts.  You'll also partner closely with new producers who need assistance with everything from policy administration to new business marketing.

Commercial Account Manager Responsibilities:
Provide timely and accurate feedback to client inquiries on existing policies with regards to policy amendments, billing, claims and upcoming renewals.
Participate in the renewal cycle from start to finish; gather update account information, compile submissions and secure renewals quotes.
Assist other team members with overflow of processing, certificates or answering incoming calls.

Commercial Account Manager Qualifications:
Bachelor's degree in insurance and risk management or a minimum of two (2) years property and casualty insurance experience.
Prior underwriting, marketing or agency client service experience will be considered.
Broad property and casualty coverage knowledge including property, casualty, work comp and auto.
Larger, middle market and risk management account experience.
Hold an active MS P&C license or obtain one shortly upon hire.

Please contact Scott Thompson for immediate confidential consideration and additional details.  Email:  sthompson@insurance-csg.com  Phone:  515-987-0242 x455  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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Recap of my Career Articles for the Month of June

Hi There!  I can't believe we're already done with June!  Below is a recap of the career articles I wrote this month in case you missed them!  Have a great weekend and a safe kickoff to the Fourth!!!





Wednesday, June 27, 2012

Vice President, Business Development (Sales Manager)- Cedar Rapids or Des Moines, IA

I'm working with a terrific client that is looking to hire a new sales manager.  Our client is a well respected agency that excels in both commercial P&C and benefits with multiple locations that is looking for a seasoned producer to join them as a sales manager.  Their goal is to have this individual work with motivating existing producers, bring new producers into the mix and help transition acquisitions into the company culture.  While they are willing to consider someone that wants to keep producing, their first goal is to have this individual focus solely on management with no production responsibilities.  Compensation is competitive and there are ownership opportunities.



Vice President, Business Development

Our client is an independent insurance agency deeply rooted in the Midwest insurance market.  As the company continues to grow the need for strategic leadership is important.  This position, Vice President, Business Development, will balance the operational responsibilities of leading a full service brokerage with the visionary design needed for employee development, acquisitions and sales management.

Vice President, Business Development Leader Responsibilities:
Develop and implement strategies to improve sales success, account retention and service standards.
Supervise division managers holding several divisions (property and casualty, group benefits and financial services) accountable for the fulfillment of the agency's strategic growth goals with cross selling, acquisition integration and business development expansion major focal points.
Participate in recruiting, producer training and staff development.
Play an active role in agency marketing including carrier relationships, program development and geographic expansion.

Vice President, Business Development Leader Qualifications:
Bachelor's degree is preferred, commensurate experience will be considered; advanced college education or insurance accreditation (CPCU, RHU) is helpful.
At least 10-15 years of successful involvement within the insurance industry; must have in depth knowledge of agency operations, sales management and marketing.
Demonstrated ability to lead sales teams, develop and implement sales goals, participate in P&L plans, promote growth and diversity of your company's product platform and geographic expansion.

Please contact Scott Thompson for immediate confidential consideration and additional details.  Email:  sthompson@insurance-csg.com  Phone:  515-987-0242 x455 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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Monday, June 25, 2012

Dealing with a Lowball Offer – Don’t get mad – Get the Job!



 Good day to you all!  Summer continues to move along nicely here in the Thompson household.  Kai is getting bigger.  Spot is getting bigger. And Ava and Mia keep making me sad by acting like big kids.  It’s also a special day for me – seven years ago today I married my wonderful, terrific, stupendous, bestest wife ever, Megan.  I am truly blessed! (I hope she is reading today…)



Now, on to my thoughts for today.  I recently was talking to a candidate of mine that was sharing a story about his last job.  This individual is very successful, qualified and has terrific experience.  He imparted to me that he recently received an offer from a company that was really low – his response was to laugh, act insulted and tell them that they would have to come up with something better than that to get him – after all he was unique and highly skilled.

Believe it or not – this happens more often than you think and to be honest it is a trap that many candidates fall into.  Before we talk about what to do, it is important to understand why offers come in low.  Below is a quick list of potential reasons:

  1. Your salary needs haven’t been adequately communicated
  2. Company is limited by budget
  3. When a range is given the candidate always assumes the high and the company assumes the low
  4. Candidates have unrealistic expectations
  5. The salary matches the position and not the candidate
  6. The company wants to leave room to reward you for good service
  7. The company wants to keep your salary in line with others in the organization (it is never anyone’s business what you make but somehow things like this seem to always get out – especially when there are inequities)

You’ll notice that I didn’t put in:

  1. Because they really don’t want to hire you and want to make you mad

You see – when a company makes an offer it is because they like you, want you to be a part of their organization and value you.  Sometimes they get the offer wrong or are unable to get it right.  So… if you like the company and they like you – why do people choose to respond like a wounded puppy?  It’s because we tie our ego to our salary – in our culture our salary is an estimation of our value.  If it were just another factor then people’s initial reaction would be to figure out how to work something out instead of getting mad.

Below are  five ways to deal with the low offer and get the job!

1.  Take a deep breath!
The first step is to take a deep breath and remember that the company isn’t trying to disrespect you.  In fact – you should be preparing yourself for the worst case scenario beforehand so that you are surprised if it is good.  Not mad if is bad. 

2. Set Expectations Beforehand
I’ve harped on this over and over and will never stop.  Talk about your salary needs.  For some reason people are really afraid to discuss their salary needs.  Usually this stems from some bad advice saying that talking money is in poor form or a fear that bringing it up will knock you out because they are out of your range.  When you do this you need to be armed with more than “I want $X.”  You need to justify why you want something.  You should share your recent salary history, factors why you deserve more and a specific range that you are comfortable with.  Remember, if you suggest you want $50K - $55K – you lose the right to be angry when they offer $50K.  Be honest – tell them that you want $55K - $60K then. 

3.  Be prepared to Negotiate
The first thing I tell anyone about negotiation is that you need to be prepared that the company can pull the offer and that you need to weigh this before you counter.  However, if you can’t accept the position it the current package then what do you have to lose?  I’ve encountered many people that have turned down an offer without asking only to find out after the fact that company would have made concessions to get them in.  When considering this don’t be afraid to negotiation on other items besides salary.  Vacation and benefits are free game.

4.  Thank them for the offer and ask for time to think about it
Even if you know that the offer won’t work for you – Thank them for it.  It’s good manners!  Thank them for the offer and ask if you can think about it for a day or two.  Give them a specific timeframe like – can I get back to you by Tuesday?  Remember that time kills all deals and that you shouldn’t try to push it farther than 24 – 72 hours.    When you get back to them start out by thanking them again.  From there tell them that you are really excited about the position but can’t make it work at this level.  Tell them that you would be happy to accept if they can get as close as possible to $X.

5.  Don’t deal in absolutes
When I was in school one of my teaches always told me that when taking a multiple choice test you should always avoid answers that have absolutes including always, never, every none.  The same can be applied to negotiations.  Essentially you can’t give ultimatums.  People don’t respond well to them.  Soften your approach by using words like close, near and about.  Finally, give them options.  Things like – I’d really like a higher salary but I could also look at a higher bonus potential.  However, only give these options if you are comfortable with all outcomes.  It’s kind of like the salary range.  You can’t give an option to soften things and then be mad because they chose the option you didn’t want.

That’s that.  I’m interested to hear about what you guys think on this subject.  Am I right?  Am I way off base?  Have a great week and as always feel free to leave comments or email me at sthompson@insurance-csg.com!

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Commercial Lines Account Manager - Cincinnati, OH

This is a terrific job with an awesome agency.  Our client is one of the most well respected agencies in the state of Ohio and they are looking for a really strong commercial lines account manager.  Our client's book is comprised of large middle market risks working in several industries including healthcare and transportation.  They need someone that is very good working in front of clients and with underwriters that can join a team that services this large book.


Commercial Lines Account Manager

Our client is a reputable independent agency with a strong commercial insurance platform.  Large account retention is extremely important to the vitality of their organization.  This position, Commercial Insurance Account Manager, will assume responsibility for a large book of middle market accounts with several transportation related clients.  You will execute client service strategies on behalf of several producers.  Your involvement in furthering the agency's relationship with the insured is critical.  

Commercial Insurance 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.
Participate in all aspects of the renewal process- analyzing current coverage, changes in exposure, claims history, billing, marketing strategy, RFPs and designing proposal presentations.

Commercial Insurance Account Manager Qualifications:
At least three (3) years of experience in property and casualty insurance; work in a similar client service role or in a commercial underwriting position will be considered.
You must have experience working with major coverage lines like general liability, commercial auto, work comp, property, BOP and excess/umbrella; familiarity with Acord apps, renewal markets and pricing negotiations.
Hold an active insurance license or be able to obtain one shortly after hire.
Highly desired candidates will have exposure to commercial auto fleets or trucking related accounts.
Strong oral and written communication; working knowledge of Microsoft and agency management systems like TAM and Applied; experience with paperless office systems is helpful.

Please contact Scott Thompson for immediate confidential consideration and additional details.  Email:  sthompson@insurance-csg.com  Phone:  515-987-0242 x455  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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Tuesday, June 19, 2012

Hot Employee Benefits Opportunities in the Deep South - TX, AL, MS, LA, TN, GA


If you are south of the Mason Dixon line or are already dreading the oncoming winter - you should check these out!  I’m currently working on several employee benefits opportunities down south ranging from account managers to producers and going from Dallas to Atlanta.  Take a look and let me know if you have any suggestions or interest!

Client Service Director Employee Benefits – Atlanta, GA
Our client is a regional insurance agency that is looking for a Client Services Director in their group benefits division.  The ideal candidate will have a strong understanding of employee benefits, a solid work ethic, and a can-do attitude to provide world class service to clients and prospects.  You must have previous management experience and in-depth technical knowledge of group insurance products.  In this role you will plan, direct, and coordinate the account management, benefit analyst, and administrative teams in the pursuit of client sales, service, retention and growth.


Employee Benefits Producer – Atlanta, GA
This is a great opportunity for an up and coming producer that is looking to upgrade to a larger agency with larger resources.  Our  client typically plays in the 100 - 500 life range and is looking for a hard charging cold caller that can take advantage of their resources to spur growth in their practice.  They have opportunities for mentorship and are really focused on finding someone that knows how to make connections and build relationships.


Employee Benefits Account Manager – Dallas, TX
Our client is a large, independent agency with an impeccable reputation based on the tenure and national exposure of its senior leadership. The group benefits division is such a strong portion of the agency's overall revenue that the same resources common to a consulting firm are present within this position.  As Group Benefits Account Manager you’ll devote time to the continued development of the agency’s relationship with the insured, and concentrate on the thorough review and implementation of policies to drive down costs and promote a strong group benefits portfolio


Employee Benefits Account Executive – Dallas, TX
This is a great opportunity to join a large national firm that focuses on large accounts in the 1,000 - 5,000 and above life arena.  Our client is a leading full services independent insurance agency.  They are looking for a senior level client services executive to assist their dynamic and growing team in Dallas.  You will provide strategic planning and consulting advice to customers and prospects on a regional and national basis.


Employee Benefits Supervisor – Baton Rouge, LA
This is a terrific opportunity for a strong employee benefits account manager has has existing supervisory skills or is looking to move into management.  My client is a leader in the state of Louisiana and they are looking for a seasoned employee benefits person that can assume leadership responsibilities in the department.  My client plays in the 100 - 1,000 life arena and they ready to interview!


Agency Systems Trainer – Jackson, MS, Birmingham, AL, Baton Rouge, LA, Memphis, TN
I'm working on a really unique position in the Deep south for a strong trainer and project manager.  Our client is a strong regional agency that is beginning to transition to a new agency management system.  Essentially they are looking for someone to be the quarterback of this process to act as a project manager, troubleshoot problems with the assistance of the vendor, test the product and oversee training.  They are comfortable having someone in the following areas:  Birmingham, Jackson, Nashville, Memphis, Little Rock or Baton Rouge.  Please let me know if you have any questions or if you have any interest.  Job description is below:


Employee Benefits Producer – Memphis, TN
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.


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Employee Benefits Producer - Memphis, TN

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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Employee Benefits Producer - Atlanta, GA

This is a great opportunity for an up and coming producer that is looking to upgrade to a larger agency with larger resources.  Our  client typically plays in the 100 - 500 life range and is looking for a hard charging cold caller that can take advantage of their resources to spur growth in their practice.  They have opportunities for mentorship and are really focused on finding someone that knows how to make connections and build relationships.




Employee Benefits Producer

Our client is an independent retail agency based in Atlanta with a great opportunity for an up and coming group benefits producer.  Someone with a track record of generating business in the 50-500 ees space will help to bring new energy to the agency's life and health practice.  The current benefits book has been built through P&C cross selling and those opportunities will continue on for the new producer hired.  However, this position is for someone who will see the internal leads as a complement to their individual sales platform not the entire means of their prospecting.

Employee Benefits Producer Qualifications:
To be considered you must have experience as a group benefits producer selling for an independent agency in Atlanta.
Have familiarity with the Atlanta insurance market and a client base you've independently originated even if that current book is encumbered by a non-compete.
Active GA L&H license.

Please contact Scott Thompson for immediate confidential consideration and additional details.  Email:  sthompson@insurance-csg.com  Phone:  515-987-0242 x455 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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