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Client Executive

Company

HSB

Location

Hartford

, United States

About Hartford Steam Boiler (HSB):

HSB, a Munich Re company, is a specialty insurer and risk solutions provider known for its industry-leading equipment breakdown coverage. We combine deep engineering expertise with cutting-edge technology to help clients prevent loss and ensure operational resilience. Our offerings include equipment breakdown insurance and other specialty coverages (cyber, EPLI, service line, home appliances), along with a suite of risk management services powered by 1,200 engineers and inspectors, IoT sensors, AI, and predictive analytics. HSB is redefining insurance by focusing on prevention—not just protection.

This role is part of our Custom Risk Solutions division, which focuses on the fast-growing segment of the P&C market, including E&S carriers, large commercial risk writers, MGAs, programs, Lloyds, and pools. The division manages over 100 client relationships and has ambitious growth goals.

About the Role:

The Client Executive is responsible for driving profitable growth and managing HSB’s top-tier clients and largest prospects within our fast-growing specialty insurance segment. Using a consultative approach and a deep understanding of each client’s needs and strategic objectives, you will develop tailored account-based marketing plans and lead cross-functional teams to design and deliver comprehensive, value-driven solutions. In addition, you will serve as a thought leader within the division, helping to shape and execute go-to-market strategies for key client segments and growth opportunities.

Key Responsibilities:

Client Relationship Management

+ Serve as a primary relationship owner for client and foster relationships with C-Suite and other key management that influence HSB’s relationship and growth

+ Develop deep understanding of client's operations, strategy, priorities, and challenges to design strategic plan tailored to the client’s needs and aligned with HSB’s value proposition

+ Lead and work closely with cross-functional teams in communicating client strategies and orchestrating client solutions

Business Development

+ Actively prospect for growth opportunities with prospective clients and with existing clients to cross sell to other divisions, products, or embed our products deeper into their distribution

+ Build and maintain a strong and accurate pipeline, progressing deals from initial engagement, solution design, deal structuring, negotiations, and contract execution

+ Stay abreast of HSB offerings and develop tailored solutions that leverage HSB’s full suite of insurance products, engineering, ecosystem, and technology capabilities.

The ideal candidate should possess as many as the following as possible:

+ **Knowledge:**

+ Deep understanding of the specialty property & casualty (P&C) insurance market, particularly in segments such as E&S carriers, MGAs, programs, Lloyd’s, and large commercial risks.

+ Strong knowledge of insurance carrier business models, distribution strategies, and underwriting processes.

+ Familiarity with value-added services in insurance, including risk management, engineering services, and technology-based solutions (e.g., IoT, predictive analytics).

+ Solid grasp of commercial and personal lines specialty products, including equipment breakdown, cyber, EPLI, service line, and home appliance coverage.

+ Understanding of account-based marketing (ABM) and go-to-market strategies within B2B insurance environments.

+ **Skills:**

+ Excellent relationship management skills with demonstrated ability to build and nurture C-suite and senior-level client relationships across multiple levels of an organization.

+ Strategic thinking with the ability to design and execute customized account plans aligned to client objectives and business growth goals.

+ Strong consultative sales skills with the ability to identify client needs and tailor complex insurance and risk management solutions.

+ Effective cross-functional leadership and collaboration skills, with experience leading internal teams in delivering client solutions.

+ Outstanding communication and presentation skills, capable of articulating complex insurance solutions in a compelling way to varied stakeholders.

+ Proficiency in CRM tools (e.g., Salesforce/Grand Central) for managing pipelines, tracking engagements, and reporting on business development activities.

+ **Experience and Education:**

+ 10+ years of experience in a client-facing role within the insurance industry, preferably in specialty P&C markets.

+ Proven track record of managing strategic client relationships and delivering profitable growth.

+ Experience with business development, including prospecting, solution development, deal negotiation, and contract execution.

+ Previous success in account management roles requiring cross-functional team leadership and client-focused solution selling.

+ Experience working within or with insurance carrier partnerships and understanding their operational and strategic drivers.

+ A Bachelor’s Degree is required or equivalent work experience, Masters is a plus