Sr Account Executive

Maintains and grows market share by providing excellent customer service and account management to large Broadspire client. Manages assigned accounts by analyzing, directing and coordinating the service needs these clients, including those related to claim handling, loss data, and cost containment, and assists with billing and collections. Negotiates and facilities the successful renewal of account services contracts, assuring team collaboration in accordance with customer needs and expectations. Increases market share by selling additional service to existing clients. Provides strategic account leadership to larger programs with high visibility and growth potential.

Responsibilities

• Leads cross functional Accounts Service team and drives account service plans.
• Works directly with Sales Team assisting with proposal preparation and presentation and takes the lead in working with various Broadspire departments after receiving the order to ensure a smooth transition.
• Handles all aspects of new client set up coordinating activities with the client, broker, carrier, and Broadspire departments to ensure appropriate delivery of service.
• Able to lead sales engagements on marketed renewals and select prospective client meetings or presentations.
• Maintains high level of contact with clients to identify and resolve customer problems.
• Provides ongoing orientation of client personnel in Broadspire methodology, systems and procedures.
• Updates Client Service Instructions to ensure accuracy, communicating same to internal Broadspire Claims Staff and appropriate Departments.
• Manages renewal of contracts with existing clients including pricing proposal preparation and negotiations.
• Maintains data integrity with their client programs by updating our internal reporting systems, such as Salesforce.com, Miller Heiman Program Documents, Pricing Workbooks and Client Service Instructions
• Identifies, pursues and closes opportunities for sales of additional services to existing clients.
• Monitors and analyzes trends in client loss costs and claims management service results, reviewing them with the client/broker/carrier as appropriate.
• Prepares client reporting to include performance monitors, stewardship reports, macro-analysis and Broadspire client profiles.
• Leads the account benchmarking efforts using the Strategic Outcomes unit to prepare, analyze and present meaningful statistical reports for clients targeting loss cost reduction opportunities.
• Coordinates and oversees completion of client service plans and project activity with designated staff.
• Develops diary system for statistical/data review and correction, and maintains follow-up communications.
• Evaluates program handling and claims performance of technical personnel and resolves issues uncovered.
• Coordinates effective claim reviews for clients/brokers/carriers.
• Assists in technical explanations and strategies, with accounts, claims offices and others as needed.
• Develops action plans for improvement of product delivery.
• Masters the consultative account management process as an Account Executive
• Assists with billing and collections.
• Assists the Regional VP with new hire training and development of current staff in areas of deficiency.
• Upholds the Crawford Code of Conduct.

Qualifications

• Bachelor's degree or an equivalent combination of education and experience
• Ten or more years of progressive TPA, Insurance Carrier, or Brokerage experience in claims management, loss control, or underwriting, or the equivalent in related work experience, demonstrating the ability to handle accounts profitably.
• Three or more years of account management experience.
• High level of business acumen including understanding of business accounting and economics.
• Strong leadership/relationship/team building skills
• Strong claim product and service knowledge
• Excellent team player fostering collaboration with other business areas
• Excellent communication skills (written, verbal and listening) and presentation skills
• Strong negotiating and sales closing skills.
• Good time management skills and excellent attention to detail.
• Strong sales and client orientation skills.
• Strong knowledge of Broadspire products and services, general insurance principles, terminology and customs.
• Good computer and systems skills
• Strong analytical and problem solving ability.
• Well versed in benchmarking and its interpretation
• Strong understanding of the insurance/TPA industry and market place
• Insurance/Technical designations such as CPCU, ARM, AIC etc.
• Must complete continuing education requirements as outlined by Crawford Educational Services

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About Us

Why Crawford?

Because a claim is more than a number - it’s a person, a child, a friend. It’s anyone who looks to Crawford on their worst days. And by helping to restore their lives, we are helping to restore our community - one claim at a time.

At Crawford, employees are empowered to grow, emboldened to act and inspired to innovate. Our industry-leading team pioneers new solutions for the industries and customers we serve. We’re looking for the next generation of leaders to take this journey with us.

We hail from more than 70 countries and speak dozens of languages, reflecting the global fabric of the audience we serve. Though our reach is vast, we proudly operate as One Crawford: united in purpose, vision and values. Learn more at www.crawco.com.

When you accept a job with Crawford, you become a part of the One Crawford family. And as part of the One Crawford family, we offer  a comprehensive Total Rewards package to  our employees  to assist with their financial, health/wellness, continuing education/training and other needs:

• Competitive base pay

- The Pay Range/Salary represents the anticipated low and high pay that may be offered for this position. To determine the actual offer, Crawford considers a wide range of factors including the candidate’s previous experience and education, market rates, minimum pay requirements for the applicable jurisdiction, business segment, supply/demand, and scheduled hours. 

• Bonus/Incentive Pay and other Performance-Based Rewards, if applicable.
• We offer a well-rounded benefits package that encourages wellness and helps our employees to be an educated healthcare consumer. The core benefits* offered include:

- Medical, Dental and Vision Plans
- Prescription Drugs
- HSA, HRA, and FSA Accounts
- Paid Holidays, Vacation and Sick Leave
- 401(k) Retirement Plan
- Tuition Assistance
- Paid Parental Leave
- Supplemental Health Benefits
Other Benefits currently available at no cost include: - Enhanced Mental Health Support
- Virtual Physical Therapy
- Caregiving Services
- Life Assistance Program

*The above information highlights some of the benefits currently available to eligible full-time employees.

• Training programs that promote continuous learning and career progression while enhancing job performance.
• Sustainability programs that give back to the communities in which we live and work.
• A culture of respect, collaboration, entrepreneurial spirit and inclusion.

Crawford & Company participates in E-Verify and is an Equal Opportunity Employer. M/F/D/V Crawford & Company is not accepting unsolicited assistance from search firms for this employment opportunity. All resumes submitted by search firms to any employee at Crawford via-email, the Internet or in any form and/or method without a valid written Statement of Work in place for this position from Crawford HR/Recruitment will be deemed the sole property of Crawford. No fee will be paid in the event the candidate is hired by Crawford as a result of the referral or through other means.