Commercial Lines Account Manager

Overview

Unlike the traditional ‘producer’ jobs within most insurance agencies, the Bishop White Commercial Lines (CL) Account Manager role facilitates what many high performing insurance professionals want: ownership.

The CL Account Manager is responsible for sales and marketing, but also bears the accountability of being a licensed insurance agent.  As such, integral components of the role include counseling existing clients on insurance coverages, responding to service or claims requests, and managing the overall business relationship with the client.

Responsibilities

Part A) NETWORKING, MARKETING, AND SALES

• Networking is a fundamental part of the sales process.  The CL Account Manager will join community organizations, attend networking functions, and actively seek out opportunities to expand their social and business contacts.
• The CL Account Manager will engage in both traditional and digital marketing activities, such as publishing mail and email campaigns, or maintaining an active social media presence.
• Networking and marketing activities can serve to fill the pipeline of new prospects, but the primary responsibility of the CL Account Manager is sales.  This will include outbound solicitations by email, phone, and in person, in order to engage businesses to become customers, and to reach predetermined sales goals.

Part B) COMMERCIAL LINES NEW BUSINESS

• New customers reach our organization through multiple channels, in addition to the sales activities of our agents.  For example, from key-word searches online, from ‘agent locators’ on the websites of the insurance companies we represent, and from the social and business networks of our associates.  Our most important source for new business though, is referrals from our existing clients.
• The CL Account Manager will be responsible for:
  • Responding to inbound inquiries from prospective CL customers.
  • Providing education about CL coverages.
  • Completing applications for various insurance companies’ products on behalf of the prospective client.
  • Assisting the prospect with evaluating options and purchasing new insurance policies.
  • Following up as needed to successfully engage and on-board new clients.
• These activities require a Property & Casualty insurance license.

Part C) COMMERCIAL LINES RENEWALS

• Commercial Lines products (insurance for small and medium sized companies) make up an important segment of our business.  As these policies renew annually, the CL Account Manager will review each client’s portfolio, analyze changes made by the insurance company, and make pro-active contact with the customer to provide input, guidance, and recommendations.
• These renewal activities will help the CL Account Manager achieve predetermined client retention goals.
• This customer consultation also requires an insurance license.

Part D) COMMERCIAL LINES CLAIMS ASSISTANCE

• Correctly handling an insurance claim is one of the most important functions of an agency.
• The CL Account Manager will assist their business clients when they have an accident or loss, by:
  • Responding as quickly as possible, and prioritizing claims assistance over many other activities.
  • Helping the client file an insurance claim when warranted, and explaining the steps in the process.
  • Advising the client about when not to file an insurance claim.
  • Following up to ensure that the customer’s needs have been resolved by the insurance company.
  • Taking the appropriate steps to update the client’s policy, if changes are needed as a result of the claim.

Part E) ADDITIONAL BUSINESS TASKS

• The CL Account Manager will navigate the technology platforms of major insurance companies, such as Nationwide, Progressive, or Columbia Mutual, and will interact on a daily basis with personnel of the insurance companies we represent (underwriters, claims professionals, service staff, etc.).
• The CL Account Manager will enter and maintain prospect and client information in Bishop White’s agency management system.
• The CL Account Manager will also be responsible for non-licensed insurance tasks, such as responding to requests for certificates of insurance from third parties, assisting clients with questions and inquiries, and making required updates to policies.

Requirements

• Education: Bachelor’s degree or equivalent work experience is required.
• License / Certification / Designation: Property & Casualty license in good standing is required.  For unlicensed candidates who are otherwise qualified, completion of Property & Casualty and Life & Health license programs will be required within 30 days of beginning the CL Account Manager role.  Additional industry designations such as CIC or CPCU are preferred.
• Experience: Minimum 3 to 5 years of professional experience (insurance, general business, sales, etc.).  Preferred candidates will have 5+ years of experience within the insurance industry, in sales, service, claims, underwriting, or other front-line roles. 
• Full training will be provided for qualified candidates who are new to the insurance industry.

Rewards

• Salary plus commission
• Bonus opportunity
• Vesting schedule for full book of business ownership
• Work autonomously from home, with the freedom to manage your own schedule

The benefits of this position go far beyond compensation.  Expectations about our work environment have changed for many professionals in recent years, and the desire for work-life balance, autonomy, flexibility, and the room to explore purpose in our work are long-overdue revelations about what our jobs should be like. 

At the same time, top performing insurance professionals who want to pursue ownership generally face specific barriers: the amount of time needed and the lack of guarantees associated with ‘working your way up’ within an existing agency, the lack of capitalization to purchase a book of business outright, and the inability to gain direct contracts from insurance companies as a ‘start up’ agency.  The Bishop White CL Account Manager role offers the opportunity to develop a book of business within an established agency, while also building ownership of that book through a predetermined vesting schedule.  As the book of business grows, support staff may be added to alleviate the burden of service work and allow the CL Account Manager to continue to focus on new sales.  Ultimately, the fully vested CL Account Manager may choose to remain connected with Bishop White Insurance, or exercise the contractually guaranteed right to separate their book of business and create a fully autonomous insurance agency of their own.

Qualified candidates should submit a cover letter, resume, and references page to Jason@Bishop-White.com