Account Executive (2 positions)

Department: Corporate - Toronto

Closing date for applications: 13 March 2014

Position Summary:   Promotes JLT as a professional Brokerage firm and achieves annual new revenue targets by providing insurance and/or risk management expertise and advice to existing clients, actively soliciting and qualifying new business opportunities, servicing clients, retaining and renewing business on behalf of JLT.  May specialize in one or more industries or lines of business.


  • Actively identifies and pre-qualifies sales/revenue opportunities to achieve assigned revenue growth targets.  Qualifies all prospects on follow-up as a condition to quote.
  • Develops and produces new accounts with an emphasis on industry and/or lines of business where they have established a strong client value proposition.  May work one-on-one with prospects or be a team member assigned for proposals on large prospects.
  • Capitalizes on client referrals and policy penetration opportunities that support annual activity targets.
  • Maintains and services accounts as required to ensure client needs are met by reviewing cover needs, gathering underwriting information, answering inquiries and co-ordinating the efforts of appropriate JLT Broking and Service staff.
  • Provides information and advice to the Broking team for the preparation of submissions.  May review submissions with Broking team if required. 
  • Transfers small accounts to appropriate Account Managers and teams to increase capacity for new business development.
  • Reviews quotes and suitability of coverage options with Broking team and presents best options that meet the specific clients’ needs.
  • May obtain order from the client and arrange premium payment and/or financing within corporate guidelines.  With some clients, this step may be delegated to the Service team.
  • On new business, where confirmed by the client, instructs Broking team to bind coverage to insurer and Service team to bind coverage to client. 
  • May send or deliver binding documents and policies directly to clients.
  • Directs Service teams on client or account queries where appropriate to ensure timely issuance of documentation and proper client servicing.
  • Maintains a high level and technical relationship with clients. 
  • Provides leadership and mentoring to Sales and Service team members.
  • Ensures client documentation (i.e. Account Executive’s records of phone conversations with clients, pertinent e-mails, etc.) is saved correctly in TAM and/or the shared drive.
  • Develops rapport, entertains clients and attends client or industry social functions to ensure retention of accounts and to obtain leads.
  • Ensures professional competence and keeps abreast of changes within the industry by maintaining internal and external contacts, attending relevant seminars and reviewing written industry material.
  • Follows JLT policies and procedures, including compliance, privacy and client security procedures, as set out on the Company Intranet and as amended from time to time.
  • Assists Claims and Finance Departments in their dealings with clients as required.
  • Other duties as required.


  • Insurance designation (CAIB, CIP, FCIP, CRM, etc.) preferred.
  • Minimum 5 years of insurance industry experience and verifiable new client development experience.
  • Broad knowledge of all classes of insurance and detailed Construction knowledge.
  • Sales and negotiation skills.
  • Superior written and verbal communication skills. 
  • Accountable self-starter with proven sales activity skills.
  • Ability to prioritize tasks and handle multiple files simultaneously. 
  • Proficiency in Word, Excel and TAM.  Knowledge of PowerPoint an asset.
  • Valid provincial insurance licence mandatory. Level 2 required in BC and Alberta.  Out-of-province licences may also be required.
  • Ability to travel locally and within province to visit clients as required. Out-of-province or out-of-country travel may also be required.