Account Executive - Special Markets

Job Title: Account Executive - Special Markets

FLSA Status: Non-Exempt

Job Family: Special Markets - Affiliates

Department: Special Markets - Affiliates

Location: Corporate Office (Fort Wayne, IN)

JOB SUMMARY
Responsible to develop a base of qualified leads by conducting research, attending conventions, using
referrals and sourcing independent agents. Perform a risk assessment, create a custom quote, and
create a unique presentation for each ministry. Effectively meet sales goals and service special markets
policies as assigned.

POSITION ESSENTIAL FUNCTIONS AND RESPONSIBILITIES
To perform this job successfully, an individual must be able to perform each essential duty satisfactorily.
Reasonable accommodations may be made to enable individuals with disabilities to perform the essential
functions.

• Plan, develop and execute sales strategies by prospecting for new clients. Qualify accounts,
  perform needs analysis, create quote and deliver custom proposal.
• Generate income by implementing personal and direct sales strategies to introduce and develop
  our special markets products and achieve the premium growth goals established by management.
• Nurture existing customer relationships and generate income by cross selling.
• Develop relationships with the company’s independent agents and assist them in writing special
  market policies.
• Identify market potential by qualifying accounts.
• Use the department’s customer relationship management system and document all sales contacts
  and activities in accord with the department’s lead generation and tracking strategies.
• Become an expert on the insurance and travel assistance needs of churches and related
  ministries that conduct broker religious operations.
• Identify products that directly or indirectly compete against the company’s special markets
  insurance program and build a sustainable competitive advantage.
• Exhibit at conventions or trade shows where potential customers are likely to attend.
• Travel to visit key accounts, large prospects and agents.
• Assist management at BMIC’s agent schools and attend continuing education classes when
  necessary.
• Provide pipeline reports to leadership on weekly basis.
• Complete other projects as assigned.

KNOWLEDGE, SKILLS, AND ABILITIES
The requirements listed below are representative of the knowledge, skills, and/or abilities required to perform
each essential duty satisfactorily. Reasonable accommodations may be made to enable individuals with
disabilities to perform the essential functions.

• Must demonstrate an aptitude for sales and be willing to cold call ministries.
• Must possess strong prioritization skills and work well under pressure.
• Must demonstrate an aptitude to learn the CRM system.
• Must be proficient at using Microsoft Office.
• Must have good judgment and the ability to make independent decisions.
• Must possess excellent verbal, written, and listening communication skills.
• Must be able to strictly guard confidential information.
• Must be able to understand insurance company products and operations.
• Effectively interface with external contacts, Brotherhood employees, managers, and department
  staff members.

EDUCATION AND/OR EXPERIENCE
List Degree Requirement, Years' Experience, and Certifications
Education and/or Experience

• Must have a Bachelor’s degree.
• Must have, or be willing to immediately obtain, property/casualty and life/health insurance agent’s
  licenses in all states where sales activities will be conducted.
• Must have one to two years of general business, insurance or related experience.
• Prior successful sales experience of any type or validation of high sales aptitude by tests
  designed to measure sales aptitude potential.
• CPCU, CIC or other insurance designation is desired.
• Prior international missions experience (short or long term) and/or ministry leadership positions is
  desired.

Terms and Conditions

This description is intended to describe the general content of and requirements for the
performance of this position. It is not to be construed as an exhaustive statement of duties,
responsibilities, or requirements.

Because the company’s niche is the church and related ministries market, and because effective
service requires a thorough understanding of this market, persons in this position must be
familiar with church operations and must conduct themselves in a manner that will neither
alienate nor offend persons within this target niche.

Brotherhood Mutual Insurance Company reserves the right to modify, interpret, or apply this
position description in any way the company desires. This job description in no way implies that
these are the only duties, including essential duties, to be performed by the employee occupying
this position. This position description is not an employment contract, implied or otherwise. The
employment relationship remains “at-will”.