Senior Vice President & Carrier Placement Leader in Plymouth Meeting, PA at CBIZ

Date Posted: 9/10/2020

Job Snapshot

Job Description

With over 100 offices and nearly 5,000 associates in major metropolitan areas and suburban cities throughout the U.S. CBIZ (NYSE: CBZ) delivers top-level financial and employee business services to organizations of all sizes, as well as individual clients, by providing national-caliber expertise combined with highly personalized service delivered at the local level.   

CBIZ has been honored to be the recipient of several national recognitions:  

  • 2020 Best Workplaces in Consulting & Professional Services by Great Place to Work®   
  • 2019 America’s Best Mid-Size Employers by Forbes  
  • 2019 Workplace Excellence Seal of Approval by the Alliance for Workplace Excellence  
  • Top 101 highest scoring companies in the country for Best and Brightest Companies to Work For in the Nation by the National Association for Business Resources 

CBIZ Benefits & Insurance Services is a division of CBIZ, Inc., providing benefits consulting, HRIS technology, payroll, human capital management, property and casualty, talent and compensation solutions, and retirement plan services to organizations of all sizes. CBIZ is ranked as a Top 20 Largest Broker of U.S. Business (Business Insurance Magazine) and a Top 100 Retirement Plan Adviser (PLANADVISER).  

Position Description:

The Marketing Placement Leader (MPL) helps CBIZ develop and implement strategies that increase its market access and raise its commission income while securing the best coverage and pricing options for its clients. By developing strong partnerships with insurance company senior management and underwriting executives, the MPL is able to leverage CBIZ’s considerable premium volume and trading relationships to deliver the most competitive market alternatives for our clients and our company.  Using their excellent leadership and management skills, the MPL is responsible for driving a highly effective marketing process that fully delivers CBIZ’s value proposition to its clients and producers.  Through their leadership of their team, as well as through their own direct efforts for their assigned key clients, the MPL is both a senior strategic leader in our organization and a working executive who models how we deliver for our customers.

Essential Functions and Primary Duties The primary responsibilities of the MPL fall into three main service areas:

1. Carrier / Market Senior Relationship Manager & Liaison

Serving as a member of CBIZ’s senior management team, the MPL helps to negotiate with our insurer partners and holds them accountable for keeping their commitments to CBIZ.  Acts as an “executive sponsor” for CBIZ and helps to solve problems or rally action from others in order to capitalize upon opportunities.  Helps to design initiatives, programs, goals or commitments and monitors performance, in order to hold all parties accountable for success.

  • Ensures CBIZ is fully appointed / contracted with all divisions of any needed insurers and that the entire CBIZ nationwide P&C enterprise (all regions & offices) has full access (One CBIZ)
  • Negotiates a “master code” consolidated arrangement with each market, ensuring CBIZ has their most lucrative direct and incentive compensation agreement(s) and thereby negating (or reducing) any “minimum” premium volume / growth requirements to qualify for profit sharing
  • Achieving a year-over-year increase in direct and incentive commission rates and income for CBIZ

2. Staff Leadership & Process Management / Execution

Helps to develop, implement, monitor and continuously improve a timely, comprehensive and thorough marketing placement process for renewal and new business account marketing that:

  • Monitors renewal expiration lists and new business in process need by dates
  • Demands and delivers a “world-class” submission (RFQ) for our clients to the marketplace
  • Identifies and approaches the total “universe” of all potential insurers (and wholesale intermediaries), leaving no market unexplored
  • Ensures that a 90 day (12:01 a.m.) prior to effective date or earlier, if possible, earliest allowable market submission standard is met with all markets
  • Aggressively follows up with all potential markets, attempts to turn declinations into quotes, uncompetitive quotes into competitive quotes and leverages the best respondents into the most competitive slate of finalists, with “pros” and “cons” of each option identified
  • Avoids instances where no quote is available and allows no “missed” market situations
  • Prepares and delivers a “client-ready” proposal that shows all work and illustrates the successful CBIZ marketing placement value proposition for the client

3. Large / Key Client Marketing Placement Handling

Identifies certain significant new account opportunities and/or crucial renewals each month and personally performs and provides the marketing placement professional services themselves, modeling for their staff how the role is to be performed and operating within the actual process / procedure environment to identify and solve any impediments or problems that may prevent us from fully delivering the value proposition.

Preferred Qualifications

  • 10 or more years’ experience marketing (placement), selling, underwriting or servicing Commercial Lines insurance coverage programs, CPCU, CIC, ARM and/or other industry professional designations are desirable
  • Strong leadership, mentoring and motivational abilities with process management experience
  • Must possess solid business acumen, be a strategic thinker but also be able to handle the execution and details 
  • Excellent written and verbal communication skills 
  • Superior negotiation skills, with experience in developing successful carrier / broker partnerships
  • Superb time management, organizational skills and process management / delivery abilities
  • Drive, determination, ingenuity and a relentless competitive nature are essential
  • Must possess a strong sense of urgency, demonstrate a willingness to hold others accountable and be committed to achieving success in their own career

Minimum Qualifications

  • High School Diploma or GED required
  • At least 5 years of insurance carrier placement experience
  • Must maintain current required licenses and certifications relevant to field of expertise
  • Demonstrates the ability to communicate verbally and in writing throughout all levels of organization, both internally and externally
  • Advanced customer service skills
  • Proficient use of applicable technology
  • Ability to work in a team environment as well as independently
  • Ability to analyze and prioritize multiple responsibilities

Performance Measurement Metrics:

  • Audits of standards achieved (i.e., submission quality, timeliness and quality of proposals, timeliness of submission to market standard, management of renewal expiration lists and new business need by dates met, etc.)
  • New business hit ratio and commission performance to goal
  • Renewal retention ratio (client count)
  • Number of instances of “no quotes” or “missed” markets
  • 360 degree survey feedback (CBIZ team & prospects / clients)
  • Year-over-year increase in direct and incentive commission rates

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