Commercial Lines Account Executive – Key & Select Accounts
Reports to: Commercial Lines Leader
Position Vision
At Lathrop Insurance, our Commercial Lines Account Executives are trusted advisors to some of the most valued businesses in our community. We partner with clients to deliver tailored insurance and risk management strategies that protect their assets, reduce exposure, and position them for long-term success.
Serving both Select account and Key accounts, this role blends strategic sales with proactive client relationship management. We take pride in being more than just policy providers—we’re business partners who understand our clients’ industries, anticipate their needs, and deliver solutions with expertise, advocacy, and care.
Our mission is to grow and retain high-value accounts by combining consultative selling, deep market knowledge, and strong collaboration with our service team. We don’t just write policies—we protect what matters most for our clients.
Position Summary
Lathrop Insurance is seeking a results-driven, relationship-focused Commercial Lines Account Executive to lead growth and retention efforts in our Select and Key account segments. This role is responsible for achieving an annual new business revenue goal of $125,000, cultivating a healthy pipeline, and executing renewal strategies in collaboration with Account Managers.
The ideal candidate is a skilled communicator with proven experience in mid- to large-market commercial insurance sales. You’ll own the client relationship from prospecting through renewal, leveraging internal resources to deliver exceptional service and measurable results.
Key Responsibilities
New Business Development
- Develop and execute outbound prospecting strategies for Select accounts and targeted industry-specific approaches for Key accounts.
- Build and maintain a robust sales pipeline, ensuring opportunities move efficiently through the sales process.
- Conduct in-depth risk discovery meetings to identify exposures, evaluate existing coverage, and present tailored solutions.
- Secure Broker of Record agreements and new business wins through consultative, value-based selling.
- Adhere to agency’s New Business Sales Process with accountability for pipeline activity and conversion.
Client Relationship Management
- Serve as the primary relationship owner for assigned accounts, ensuring consistent and meaningful client engagement.
- Lead renewal planning meetings with clients and Account Managers, delivering market analysis, loss history reviews, and strategic recommendations.
- Identify cross-sell and upsell opportunities to expand account value and deepen client relationships.
Strategic Collaboration
- Partner closely with Account Managers and Senior Account Managers to execute proactive service calendars and stewardship reports.
- Collaborate with the Commercial Lines Leader on carrier relationships and market strategies.
- Participate in quarterly carrier reviews to optimize market positioning and negotiate favorable terms.
Performance & Accountability
- Meet or exceed annual new business revenue goal of $125,000.
- Maintain a strong pipeline with minimal opportunity stagnation (>30 days in stage).
- Hold a targeted number of prospect meetings each quarter.
- Keep overdue activities under 10 at all times.
- Consultative Selling: Understands client needs and builds solutions that deliver measurable value.
- Relationship Building: Establishes trust and rapport with clients, prospects, carriers, and team members.
- Strategic Thinking: Anticipates client needs, industry trends, and competitive positioning.
- Collaboration: Works seamlessly with internal service teams to deliver on promises.
- Accountability: Maintains a disciplined approach to sales activity, pipeline management, and follow-through.
Qualifications
New to Insurance Production
- Bachelor’s degree preferred, or equivalent professional experience in sales, customer service, or related field
- Demonstrated success in consultative sales, business development, or client relationship roles (inside or outside insurance)
- Strong communication, presentation, and interpersonal skills
- High drive for learning and professional growth, with willingness to pursue insurance licensing and certifications
- Ability to manage a sales pipeline, set goals, and meet activity benchmarks
- Coachable, accountable, and resilient with a strong work ethic
Experienced Producer
- 3+ years of commercial insurance sales experience, preferably with mid- to large-market accounts
- Strong understanding of multi-line commercial coverages and risk management concepts
- Proven track record of meeting or exceeding sales goals
- Excellent negotiation, presentation, and relationship management skills
- Experience with Applied Epic or similar agency management systems preferred
Benefits & Compensation
- Competitive salary plus commission
- 401(k) with employer match
- Generous Paid time off plus holidays
- Continuing education and professional development, licensing and education support
- Opportunity to grow within a respected and forward-thinking agency
- Friendly and supportive team environment
Seniority level
- Mid-Senior level
Employment type
- Full-time
Job function
- Sales, Strategy/Planning, and Business Development
Industries
- Business Consulting and Services, Financial Services, and Insurance