Senior Account Executive (Project Management)

Inservco Insurance Services, a wholly owned subsidiary of Penn National Insurance, has an amazing opportunity for a Senior Account Executive! This position required up to 40% travel within Pennsylvania.

The Senior Account Executive provides direct sales and service of workers compensation and other multi-line TPA services, including medical malpractice and professional liability, to individuals and pooled self-insureds, RRG's, insurance carriers, brokers, and consultants within assigned territory. 

The Senior Account Executive is responsible for attaining predetermined sales goals in assigned territory that supports Inservco corporate financial goals.  New business development is the critical responsibility.

 

COMPETENCIES AND ESSENTIAL DUTIES OF THE SENIOR ACCOUNT EXECUTIVE

 

Business Acumen

• Provides direct presentation to groups within assigned territory to enhance contacts, business opportunities, business referrals, and networking allowing the company to maintain a high community profile within the self-insured market, to include the public entity market, the healthcare community, and others involved in the medical malpractice industry.
• Coordinates all related sales activities of the claims staff and regional offices within assigned territory to achieve individual activity and performance goals.

 

Negotiation

• Liaison with department heads and other personnel to facilitate effective operations.

 

Results Oriented

• Attains sales goals for assigned territory through the direct sales of company services to prospective clients as aligned with business plan objectives and as determined by the Director of Regional Sales.
• Attains activity and direct contact goals by follow-up sales meetings to reach sales goals.
• Utilizes designated insurance markets, training, product design, proposals, and documents which identify target markets allowing assigned territory revenue goals to be achieved.

 

Time & Priority Management

• Provides required sales data through monthly activity, bid specification, and market analysis reports ensuring quantity, quality, and sales activity are present to meet sales goals and enhance market share.

 

Decision Making

• Responsible for the sales effort in the assigned territory to obtain new business revenue and contract retention goals. 
• Evaluates on an on-going basis, responsiveness in assigned territory pursuant to product, promotion, price, and people to reach business goals within the territory.

 

Performs other duties as may be assigned by Director of Regional Sales and/or President & CEO of Inservco.

 

SPECIAL RELATIONSHIPS FOR THE SENIOR ACCOUNT EXECUTIVE

• Direct contact with all levels of personnel within Inservco Insurance Services.
• Direct contact with external customers, vendors, medical providers, brokers, consultants, and attorneys. 

 

QUALIFICATIONS

 

Education/Credentials

• Four-year college degree preferred. 

 

Experience

• Minimum of 5 years of demonstrated successful sales experience required
• Sales experience within the TPA or ancillary industry preferred

 

Technical/Professional Knowledge

• Must have a demonstrated knowledge of medical malpractice, liability, workers compensation insurance coverages, as well as other TPA claims insurance coverages, standards, and guidelines
• Demonstrated experience and knowledge of sales principles and practice, with thorough understanding of market planning and support activities.
• Excellent research, analytical, and decision-making skills
• Excellent customer service skills
• Excellent communication skills, both oral and written, to include the ability to effectively communicate information that may be highly technical in nature
• Good math aptitude
• Proven sales, negotiations, and solution-selling skills
• Working knowledge and skill in company automation systems to include fundamental knowledge on the use of personal computers
• Good financial analysis skills
• Excellent time management and organizational skills
• Good PC skills, with an emphasis on Microsoft Office Suite

 

JOB REQUIREMENTS (as required by ADA – Americans with Disabilities Act)

• This position is primarily a sedentary position that requires occasional standing and walking throughout the office environment.
• Must be able to see and effectively use a computer monitor.
• Must be able to operate a computer, keyboard and applicable printers and other general office equipment.
• Must be able to access and enter information accurately using automated systems.
• Must be able to hear and communicate via the telephone and/or monitoring devices to both internal and external clients.
• Must be able to present information to individuals and groups.
• Must be able to interpret and apply concepts that may or may not be based upon established guidelines.
• Must be able to maintain acceptable attendance and adhere to scheduled work hours.
• Must have a valid driver's license and be able to operate a motor vehicle.
• Must be able to travel at least 40%, with overnight stays possible.