Insurance & Banking1

BACKGROUND

Our client is a well-established and prominent Hartford area independent broker focusing exclusively on middle-market property/casualty programs and employee benefits. They have made a strategic business decision to focus their new business efforts primarily on alternative risk transfer methods for property & casualty and employee benefits programs.

Our client offers competitive compensation, exceptional benefits, a bonus based on meeting agreed objectives, continuing education & training, and potential with a growing organization. Our client’s employees are unwavering in their client focus and integrity. Our client promotes professional development and encourages employees to take risks, foster innovation, a champion for change, and replicate best practices. It goes without saying our client is an equal opportunity employer committed to a diverse workforce.

Our client seeks clients that are employee-focused looking for safety, wellness, and claim management assistance to reduce their workers’ comp and group medical premiums.

POSITION FUNCTION

Responsible for the day to day management of a portfolio of ART clients, the number of which will vary depending on the complexity and size of the clients’ programs. Develop and implement the insurance and risk management solutions that meet the ART portfolio clients’ needs.

SPECIFIC RESPONSIBILITIES:

• Act as the team leader coordinating internal resources and external vendors to implement the insurance placement, claiming objectives, and risk management strategies for our ART clients.

• Develops an understanding of the clients’ business priorities and risk management needs.

• Gathers information on exposures and operations to support the preparation of submission and coverage specifications as needed.

• Utilizes knowledge of industry, markets & clients in assisting in preparing underwriting specifications.

• Utilize quantitative analyses to help clients make informed risk retention and risk financing decisions.

• Produces client proposals and presentations.

• Provides quality day-to-day service on client deliverables.

• Provides assistance with coverage questions and program adjustments; solves problems regarding client account issues.

• Tracks and close for monies due until received from clients.

• Key liaison coordinating processes and activities supported by ResourcePro (outsourced clerical support) and Account Manager Assistant, e.g. Certificates of Insurance, Auto ID cards and, Surplus Lines filings, etc.

QUALIFICATIONS:

• Bachelor’s degree or higher

• Current CT Property & Casualty Producer License

• Professional designation: CPCU, ACI, CRM, ARM a plus

• Minimum 5 years’ experience with alternative risk transfer - group captive, single parent cell captive, self-insured, large deductible, and/or retrospectively rated programs

• Must be able to apply account management concepts, practices, and procedures

• Working knowledge of PC technologies and business computer applications specifically Microsoft Word (advanced), Excel (advanced), Outlook, PowerPoint, AMS360 is a plus

• Excel in a demanding and fast-paced work environment; meet multiple deadlines consistently

• Ability to communicate professionally with clients and develop strong client relationships

• Demonstrates thoroughness, attention to detail, and concern for quality in performing all tasks

• Enjoy working in a service team environment

• Skills: client focus, financial management, communication, project management

GENERAL INFORMATION:

For immediate consideration: Please reply in confidence to info@theipeople.com and reference Job Code #ART001.

iPeople®, LLC, is a retained executive search firm specializing in the insurance industry and Mergers & Acquisitions in the insurance and banking sector. Based in Washington, DC, iPeople provides retained executive search services to independent agencies, brokers, and carriers throughout the United States. For additional information, please visit http://www.theipeople.com.

BACKGROUND

Our client is a well‐established and prominent Hartford area independent broker focusing primarily on middle-market employee benefits and property/casualty programs. With an award‐winning value-driven model, they enjoy a high level of respect in the marketplace.

This is a ground floor opportunity for an experienced professional. Although our client has been operating in the employee benefits arena for 30 years, they see great opportunity in the changing benefits landscape. They see wellness and productivity as key drivers of the new employee benefits model and are positioning themselves to

become a leader in the CT marketplace. If you have the same vision as our client, this could be the challenge you’ve been looking for.

You will be taking over a sizable established book of business with a focus on self‐funded and CDHPs. Your support team will be second to none allowing you 75% of your time to focus on new business.

Our client has outstanding relationships with all carriers representing group life, health, dental, disability, and voluntary products. In addition, they have strong internal and external human resource consulting capabilities.

The qualified candidate for this position will have 5‐10 years of agency/brokerage based experience. They are looking for individuals with strong technical skills with past experience in self‐funded programs, CDHPs, and preferably municipalities.

POSITION FUNCTION

The successful candidate will be responsible for the production of the new Employee Benefits business as well as retention of the existing business.

REPRESENTATIVE RESPONSIBILITIES:

1. Service Existing Book of business:

• Maintain and grow current relationships.

• Assist in cross-selling to the PC side of the house.

• Work with Account Managers and Dept. Head to implement service calendar.

2. Production of New Business:

• Hitting/Exceeding sales targets.

• Prospecting in all its forms.

• Building Centers of Influence.

3. Thought Leadership:

• Internal and External.

• Speaking and or writing articles/blog/newsletter.

Compensation: Total first-year compensation (base plus new business) should be between $90,000 and $150,000. Outstanding benefits and 401k.

GENERAL INFORMATION:

The individual must have a broad knowledge of insurance products and the insurance marketplace, as well as having/developing technical expertise.

The successful candidate will be fully licensed for life and health. Additional insurance designations, such as CEBS (Certified Employee Benefit Specialist), are a plus. Experience in self‐funding and fringe benefits is mandatory. Working knowledge of the New England region is preferred. Target markets are all industries with a focus on the 100 – 1000 life cases.

For immediate consideration: Please reply in confidence to info@theipeople.com and reference Job Code Number 007.

Based in Washington, DC, iPeople provides retained executive search services to independent agencies, brokers, and insurance carriers throughout the United States. For additional information, please visit www.theipeople.com.

BACKGROUND

Our client was originally founded in 1887 as the John G. Smith Company. Their name was changed in the 1920s to reflect the principals in charge at the time. During the middle part of the last century, the business grew in the area around Birmingham, AL as an insurance and mortgage brokerage firm. Our client’s dedication to the insurance needs of their clients and the structuring of their operation to provide effective service has contributed to their long-lasting client relationships and continues to assure them of growth and success.

Today, our client is the 52nd largest privately held insurance brokerage firm in the US and is also ranked in the Top 100 of all insurance brokerage firms in the United States, employing approximately 130 employees and placing upwards of $200 Million annually in premiums. There are approximately 38 producers and 92 client service representatives within the organization.

Our client is looking for an experienced Benefits professional to direct and oversee their expanding Employee Benefits Division.

In addition to a competitive salary and a professional work environment, the successful candidate will receive a generous benefits package, including, medical and dental insurance, 401K, and vacation.

Our client is located in beautiful Birmingham, Alabama, a city of classic southern charm and hospitality. This vibrant, beautiful city is nestled in the rolling foothills of the Appalachian Mountains and serves up nationally recognized dining, shopping and entertainment, world-class attractions, events, and other things to see and do. With affordable airfare and accommodations, this centrally-located southeastern city is easy to get to. Once you arrive you'll wish your time here was longer.

Responsibilities

The quality of our client’s benefits plans, administration, and the level of service that our clients receive will be directly impacted by the following responsibilities:

• Oversee and direct a benefits department currently made up of 7 producers/sales consultants and 8 support staff, which includes 2 senior account executives who lead and direct the support staff service teams.

• Design, implement and manage business strategies that will ensure the continued success and growth of our client’s Benefits Department.

• Develop strategic ideas and provide a vision to our client’s executive management for new opportunities and modify existing plans based on innovative strategies and market trends.

• Analyze benefits plan performance, utilization data, costs, and trends as well as results of pilot programs.

• Mentor producers/sales consultants to better qualify prospects and evaluate potential needed products and services.

• Assist and guide producers/sales consultants with complex proposals and renewals to clients and negotiate to price.

• Remain current in all aspects of the benefits industry through continuing education courses, partner organizations, and carrier relationships.

• Prepare and present internal tracking metrics to management in weekly meetings.

• Train new producers.

• Act as primary contact with the benefits department’s producers/sales consultants and support staff and vendor/carrier representatives.

• Advise and communicate with Benefits Department employees on day-to-day issues, goals, etc.

• Communicate strategies to senior-level executives within the organization.

• Assist with budgeting for the department as needed.

• Performs other duties as assigned.

Requirements

The ideal candidate will contribute to our client’s goals and objectives, as well as demonstrate our core values: progressiveness, accountability, humility, integrity, respect, excellence, dedication, and the desire to teach and be taught.

The following qualifications and skills are required:

• Bachelor’s degree in Business or related field.

• Have or obtain a life and health insurance license in the state of Alabama.

• Preferred Benefits Designations (including but not limited to CEBS, REBC).

• 10 years of benefits experience and prior experience in managing employees.

• Extensive knowledge and understanding of a wide variety of wellness and benefits plans.

• Experience with all aspects of employee benefits, including plan design, implementation, day-to-day administration, problem resolution, and compliance.

• Must be able to fit into a company that promotes teamwork, fair play, and success for both the organization and their clients in all aspects of their culture.

• Working knowledge of applicable federal and state regulations and laws.

• Technical expertise in employee benefits and applicable state and federal requirements.

• Excellent oral and written communication.

• Good listening skills and the ability to handle confidential information.

• Must have excellent management and organizational skills, including the ability to mentor, motivate, and direct the Benefits Department employees.

• Able to empathize, listen and provide insightful and thoughtful recommendations to clients.

• Ability to develop strong relationships with clients and employees alike.

• A positive attitude and the desire to work as part of a team.

Our client offers an excellent work environment and a full range of benefits.

Our client is an Equal Opportunity Employer and agrees not to discriminate in the acceptance of candidates on the basis of age, race, religion, sex, national origin, disability, veteran status, or other protected status.

For Immediate Consideration:

Please reply in confidence to info@theipeople.com and reference Job Code #1RollTide.

BACKGROUND

Our client is an insurance broker with locations throughout the United States and Canada. Our client offers personal service, individual attention, and the ability to respond quickly to its client base and provides an environment that allows those who meet and exceed expectations to be rewarded handsomely. Although the current economic climate is challenging, our client continues to grow, prosper, and maintain their client base. As a result, their reputation for providing expertise in numerous insurance areas, being fully engaged with their clients, and working to ensure that their products and services are the best in the insurance industry, puts our client in the hiring mode for an experienced Personal Lines Producer in their “Private Client Advisors Group.”

In addition to a competitive base salary range and a comprehensive benefits package, a generous bonus based on performance is included.

Our client’s office is located in beautiful downtown San Francisco, surrounded by restaurants, entertainment venues, and the beauty of one of the world’s best cities.

PRIMARY ROLE:

The role of the successful candidate will be to develop client and referral opportunities to grow personal lines business among high net worth clients, primarily in the San Francisco Bay and Greater Bay Areas. The successful applicant will also be responsible for account management, but the primary responsibility will be on finding and developing new personal lines accounts.

QUALIFICATIONS:

• Ability to interpret information from multiple sources, including understanding a large number of products and services.

• Must possess the drive, determination, and self-motivation.

• A strong sense of ethics, integrity, and commitment.

• Have experience consulting with affluent clientele, financial advisors, and other business partners.

• A demonstrated ability to broker effectively with clients and insurance companies.

• Excellent interpersonal skills are required.

• Ability to motivate and interact with Claims personnel.

• Effective organizational skills and a keen eye for detail.

• Excellent verbal, written and computer skills will be assumed.

• Ability to apply mathematical concepts.

ADDITIONAL RESPONSIBILITIES:

The successful candidate, as Personal Lines Producer, Private Client Advisors Group, will be responsible for:

• Developing and delivering presentations.

• Developing proposals and quotes.

• Overcoming issues and objections to close the deal.

• Reviewing potential clients’ coverage and identifying opportunities to improve on it.

• Developing client opportunities and referral opportunities and presenting our “client’s approach” to the individuals and families who meet the high net worth profile.

• Developing and executing a business plan.

• Handling the day-to-day responsibilities of the position.

Our client offers an excellent work environment, a full range of benefits, including medical, 401K, and vacation.

For Immediate Consideration:

Please reply in confidence to info@theipeople.com and reference job code SF#49.

Based in Washington, DC, iPeople provides retained executive search services to independent agencies and broker firms throughout the United States. For additional information, please visit www.theipeople.com.

Additional iPeople searches may be underway that are not promoted in the public space due to client confidentiality.

BACKGROUND

Our client, an independent regional insurance broker, is based a short 30 commute from Miami, Florida. Our client provides a broad range of insurance products and services – commercial, personal, marine, and business insurance and has maintained a record of strong growth and exceeding client expectations for over twenty years.

This position is located in a popular suburb of Miami offering its residents beaches, golf, universities, and a very pleasant quality of life.

An excellent compensation, bonus, and benefits package is available, as well as the opportunity to work with dedicated professionals in a growing organization.

PRIMARY ROLE

Sell new businesses to ensure continued profitable growth in the middle-markets sector. Prospect for new clients, sell additional coverage to existing clients, and retain existing accounts.

The candidate should know commercial insurance; have experience with carriers, strong supervisor skills, along with solid communication skills. This position requires a broad understanding of insurance contracts and program structure, extensive market familiarity, systems, and process experience, as well as management & leadership skills. Candidates should be high energy, self-directed, and possess a winning attitude.

PERFORMANCE STANDARD:

Meet personal objectives for the production of new businesses. Work with service staff to provide excellent service, retention, and retain risks.

QUALIFICATIONS

• Bachelor’s Degree preferred

• CPCU/CIC preferred

• Minimum 10 years of commercial insurance brokerage experience.

• Work with the Marketing Manager to monitor renewals and retain accounts.

• Participate in/direct any special projects at management's request.

• Proven ability to generate new business.

• Must be impartial, fair, and consistent in his/her decision-making capabilities.

• Promote open communication and good morale.

Duties

• Maintain a prospect list of clients for the agency's targeted business.

• Contact prospects, schedule appointments, make sales presentations, and “close the deal.”

• Accurately and thoroughly complete survey and application forms and follow up to obtain missing information.

• Arrange payment terms for all accounts in accordance with agency credit and collections policy.

• Cooperate in gathering information on renewals. Deliver renewals and/or binders following agency guidelines.

• Balance production to achieve the desired mix of business. Promote products of carriers that the firm has identified as important.

• Keep abreast of trends and techniques, and use agency selling aids to maintain a competitive status for the agency within the industry.

• Attend sales seminars, company sales meetings, or educational activities needed to improve sales techniques and stay up-to-date on the latest developments in the marketplace.

For immediate consideration

Please reply in confidence to info@theipeople.com and reference job code FL013.

iPeople, LLC, is a retained executive search firm specializing in the insurance industry. Based in Washington, DC, iPeople provides retained executive search services to independent agencies and broker firms throughout the United States. For additional information, please visit www.theipeople.com

Additional iPeople searches may be underway that are not promoted in the public space due to client confidentiality.

Background:

With offices in major cities throughout the country, our client is one of the nation's leading providers of business services, including accounting and tax, benefits and insurance, and a wide range of consulting services. They are a publicly-traded company, with nearly 5000 employees in more than 140 offices nationwide. The firm’s first priority is to serve its client by providing consistently superior services and products. This is equaled by a commitment to staff which is encouraging and motivating, fosters and rewards high performance, and creates career opportunities.

This position is located in Columbia, Maryland, or Plymouth Meeting, PA., and will place the right candidate within striking distance of all that Washington, D.C., or Philadelphia, PA has to offer.

Primary Role:

The successful candidate will be responsible for identifying, soliciting, and closing new business for the company; secondary responsibility includes the retention of existing clients in collaboration with the client service team.

Essential Functions and Primary Duties:

Strong knowledge and experience in property and casualty, sales, and sales planning.

Additional responsibilities include:

• Achieve annual new revenue objectives through consultative sales to new clients and the expansion of service lines to existing clients.

• Develop a Personal Development Plan annually, outlining personal and professional goals for the upcoming year.

• Build an active pipeline of qualified prospects, generating leads from personal contacts, external centers of influence, client referrals, associates, and internal marketing sources.

• Document activity, notes, and prospect data in appropriate internal systems.

• Develop and present recommendations to clients based upon a consultative selling approach.

• Appropriately close new business, documenting won/lost opportunities and reasons for all clients.

• Seamlessly transition sold clients to the designated client service team.

• Serve as client’s valued advisor, building a strategic and personal relationship with key client decision-makers.

• As appropriate, work with the client service team to serve the client and retain business

• Communicate with leadership, providing field input on market trends, competitor analysis, and other business intelligence.

• Identify, initiate, and support cross serving leads to other internal business developers.

• Additional responsibilities as assigned.

Qualifications Required

• Bachelor’s Degree is required; Graduate Degree or Professional Designations are desirable.

• Three years of demonstrated industry consultative sales skills represented through proven sales results.

• Sales expertise within the selected industry includes Healthcare, Life Science, Education, Non-Profits, Real Estate, Hospitality, Entertainment & Media, Construction/Contractors is preferred.

• Must have and maintain required licenses/credentials.

• Superior command of verbal, written, presentation, and negotiation skills Proficient use of applicable technology.

• Demonstrated ability to communicate verbally and in writing throughout all levels of the organization, both internally and externally.

• Must be able to travel based on client and business needs.

The successful candidate will also have independent discretion to make technical decisions and will be responsible for issues and problems that would be specifically related to new business development and client retention. This role is relatively autonomous with supervision tied to the achievement of revenue growth accountabilities. Our client seeks an individual with the highest standard of ethics and enjoys working in a team environment in which all members seek success.

Our client offers an excellent work environment and a full range of benefits. Our client is also an Equal Opportunity Employer.

For Immediate Consideration:

Please reply in confidence to info@theipeople.com and reference Job Code MD#003.

Additional iPeople searches may be underway that are not promoted in the public space due to client confidentiality.