CMB - GP - Client Executive

CMB is a place where driven professionals come to build meaningful careers in a vital and evolving industry. We foster a values-based culture that emphasizes collaboration, continuous learning, and personal growth. With structured development programs, clear advancement opportunities, and a strong commitment to internal talent, CMB empowers its team members to thrive and make a lasting impact.

What do we offer?

• Competitive & Unique Compensation Structures – Designed to reward performance and support long-term career growth.
• Growth Opportunities – Clear paths for advancement and internal promotions.
• Benefits Active Day One – Enjoy full health and wellness coverage from your first day.
• Award-Winning Employer – Recognized as a Top Insurance Employer three years in a row.
• Supportive Culture – A values-driven workplace that prioritizes collaboration and respect.
• Share Purchase Program – Eligible employees can invest in the company fostering an ownership mindset.
• Mentorship & Leadership Training – Structured development for those with leadership aspirations.
• Education Support – Licensing, training, and course grants to help you grow professionally.
• Industry Stability – Be part of an essential and resilient sector with long-term demand.
• Modern Work Environment – Tools, tech, and flexibility to help you do your best work.

Under the direction of the Senior Vice President (Industry Vertical), the Client Executive will play a pivotal role in managing and developing relationships with key clients in your assigned industry vertical. This role requires a deep understanding of this sector, appropriate risk management, and insurance solutions. The Client Executive will be responsible for driving client satisfaction, retention, and growth by providing expert advice and customized insurance solutions.

In this client-facing role, you are responsible for ensuring the experiences clients have with our organization go above and beyond the norm; and the delivery of solutions beyond price and insurance coverage.

Essential Functions

• Client Relationship Management: Build and maintain strong relationships with key decision-makers at client organizations. Understand their business needs, challenges, and goals to provide tailored insurance solutions. Ensuring that the core Renewal Process is followed by all.
• Consultative Sales: Conduct comprehensive insurance program reviews and risk assessments. Recommend appropriate coverages, limits, and risk management strategies to clients.
• Market Negotiations: Negotiate with insurance carriers to secure the best terms and conditions for clients. Prepare and present complex submissions, including loss picks, deductible stratification, and endorsement requests.
• Portfolio Management: Manage and develop the existing client portfolio, ensuring high levels of client satisfaction and retention. Identify opportunities for cross-selling and upselling additional products and services.
• Industry Expertise: Stay informed about industry trends, regulatory changes, and emerging risks in your assigned industry vertical. Share insights and knowledge with clients and internal teams.
• Team Collaboration: Lead, manage and hold accountable (LMA) the SVP (Industry Vertical) internal service team, underwriting, claims, and risk management, to deliver comprehensive solutions to clients. Coordinate efforts to ensure service standards and key deliverables exceed client expectations.
• Strategic Planning: In concert with the SVP (Industry Vertical), develop and execute strategic plans to achieve revenue growth and profitability targets. Monitor and analyze client performance, assess revenue growth, and build action plans focused on identified opportunities.
• Client Advocacy: Act as an organizational ambassador, representing CMB Insurance Brokers at industry functions and associations. Maintain a strong industry profile through participation in conferences, seminars, and networking events.

Team Support & Operations

• Champion IGN's Core Process, Core Mission, Vision, and Values
• Understand and ensure the Industry vertical team embraces the Entrepreneur Operating. Ensure EOS tools, core processes and scorecards are followed by all
• Take all steps to avoid, and report to SVP (Industry Vertical) any potential Errors & Omissions or bad debt situations
• Demonstrate good leadership qualities with a positive attitude and ability to motivate others; exemplifying IGN’s Core Values in day to day conduct and operations

Key Performance Indicators for Client Executive Role

1. Annual SVP (Industry Vertical) Book Growth net >15%
2. Annual Retention > 90%
3. Lost Business < 10%
4. Average commission rate >14.5%
5. Renewal Core Process Touch Point Compliance

• Top 20 Clients: 5 Proactive Touch Points
• Mid 60 Clients: 3-4 Proactive Touch Points
• Bottom 20 Clients: 2-3 Proactive Touch Points

Renewal Core Process - Weekly Team Meeting Compliance

• Marketing Strategy & Issues
• Customer renewals presented and renewed on time
• Customer renewal payments collected on time
• Claims Process Compliance & Issues

Knowledge and Experience

• Level 2 License in good standing with AIC
• 7 plus years’ experience with in an independent commercial insurance business environment
• Bachelor's degree in Business, Finance, Risk Management, or successful completion of CIP or CAIB designation
• Proven track record of managing large, complex client relationships and delivering consultative sales.
• Strong understanding of risk management principles, insurance architecture, and industry-specific risks.
• Excellent communication, negotiation, and presentation skills.
• Ability to analyze data, assess risk, and develop strategic plans.
• Proficiency in using insurance software and tools.
• Strong organizational and time management skills.
• Ability to work independently and as part of a team.