Commercial Lines Account Executive

About the Opportunity

Our client is a well-established, privately held insurance agency serving domestic and international clients since 1970. As an all-lines broker offering Commercial, Life and Disability, Employee Benefits, and Private Client solutions, the agency has built its reputation on exceptional customer service — including national recognition for "Best in Customer Service" and repeat recognition as a top place to work.

The agency is seeking a relationship-driven Account Executive – Commercial Lines to join its Real Estate practice, with a focus on Habitational (Condo/HOA) accounts. This is a strategic hire designed to strengthen client relationships and drive retention and growth within a specialized niche.

Job Summary

The primary function of this position is to manage and grow a book of middle-market to large Property & Casualty insurance clients, with a strong emphasis on relationship development, client retention, and account rounding within the Real Estate / Habitational space. This role serves as a key liaison between clients and insurance carriers, ensuring high-quality service, effective communication, and execution of client strategies.

This is not a role with an assigned book of business from day one. Instead, it is tailored around relationship management — the Account Executive will build a dedicated book of key clients over time, ultimately managing approximately $1M in agency revenue across roughly 75–80 accounts, concentrated in middle-market to large Habitational (Condo/HOA) business. Growth in this book is expected to come through account rounding and support of new business efforts, rather than an inherited portfolio.

Work Arrangement

This is a hybrid role based out of the agency's Tysons Corner, VA headquarters. In-office presence is required 2–3 days per month, with additional in-person attendance expected for client meetings, pre-renewal meetings, and industry events.

Team Structure

This role reports to leadership within the Real Estate/Commercial Lines practice and works in close partnership with a small number of Producers (1–2) on larger, producer-owned accounts. The position is designed as a true relationship management role centered on house accounts — not a broad servicing role supporting a large pool of producers.

Key Responsibilities

• Develop and maintain strong relationships with existing and prospective clients; understand their insurance needs and provide tailored solutions.
• Act as a primary point of contact for house accounts, working alongside other AEs and Producers to achieve retention goals.
• Support new business efforts and collaborate internally and externally to close opportunities and expand existing accounts.
• Lead end-to-end client servicing, including coverage analysis, renewals, remarketing, quoting, binding, and identifying coverage gaps and enhancement opportunities.
• Manage technical aspects of the book, including policy review, program design, and specialized placements — including master program design for community associations and PMC-driven placements.
• Implement marketing strategies to increase agency awareness and grow sales and profitability within existing accounts.
• Attend pre-renewal meetings, events, and client preparation sessions; act as an extension of the advocacy team to influence client outcomes.
• Generate qualified leads and referrals from existing clients in line with the agency's referral strategy.
• Attend trade shows and networking events to market and represent the agency.
• Build and manage relationships with vendors, influencers, and key decision-makers.
• Support agency initiatives, share best practices, and serve as an internal advocate and resource.
• Participate in and help develop strategy meetings/calls for VIP accounts.
• Address and resolve client inquiries, concerns, and claims effectively to maintain high satisfaction and retention.
• Partner with 1–2 Producers within the Real Estate department on larger, producer-owned accounts when needed — this role is centered on house account relationship management rather than broad producer support.
• Maintain accurate documentation and compliance through EPIC and Salesforce, providing regular reporting to management.

Qualifications

• Minimum of 7–10 years of experience in Commercial Property & Casualty insurance, with a comprehensive understanding of coverages, underwriting, and rating concepts.
• Real Estate (Habitational — Condos & Community Associations) experience required. Ideal candidates bring depth in community associations/HOAs, property management companies, and habitational or commercial real estate schedules.
• Experience with master program design and PMC (property management company)-driven placements is a strong plus.
• Construction-adjacent experience (e.g., new development/builder's risk exposure) is welcomed but not required.
• Strong ability to analyze client needs and deliver tailored solutions.
• Working knowledge of Agency Management Systems and proficiency with standard office software.
• Excellent verbal and written communication and presentation skills.
• Positive, self-motivated attitude with a strong focus on meeting goals and deadlines.

Key Competencies

• Strong negotiation and persuasive skills
• Strong interpersonal and relationship-building skills
• Excellent problem-solving abilities
• Detail-oriented with strong organizational skills
• Ability to work independently while collaborating effectively as part of a team

Benefits:

• Subsidized Medical Plans (HSA & PPO options)
• Company-Funded HSA Cash Contributions
• 100% Company-Paid Dental Insurance
• 100% Company-Paid Vision Insurance
• Short-Term Disability (STD)
• Long-Term Disability (LTD)
• Basic Life and AD&D Insurance
• Healthcare & Dependent Care FSAs
• Pre-Tax Commuter Accounts (Transit & Parking)

Perks & Add-Ons

• Employee Assistance Program (EAP)
• Corporate Discount & Rewards Portal
• Voluntary Legal & Identity Theft Plans
• Voluntary Accident & Critical Illness Insurance
• Voluntary Pet Insurance