About Aviva Canada
Aviva Canada is one of the leading Property and Casualty insurance groups in Canada providing home, automobile, recreational vehicle, group and business insurance to more than three million customers. A wholly-owned subsidiary of UK-based Aviva plc, the world's sixth-largest insurance group, the company has more than 3,000 employees, 25 locations and 1,700 independent broker partners. Aviva Canada and its employees invest in positive change including through the Aviva Community Fund and Eva's Initiatives, its partner in Aviva's global Street to School program to help homeless and other at-risk youth reach their potential.
For more information visit AvivaCanada.com, our blog or our Twitter, Facebook and LinkedIn pages.
Account Executive (AE)
The Account Executive acts as a strategic orchestrator, business consultant and long-term ally
to the broker. Reporting directly into the VP of Business Development and the Sales Operations Manager, this role will have a close working
relationship with the Business Development Specialist who reports directly to the Business
Development Manager. From an external perspective, the primary contact in the broker office is
the broker principal or middle management group.
The Account Executive (AE) owns and manages a portfolio of brokers in a designated territory.
They service cross brand and cross line (CL and PL). AEs are accountable for acquiring new
business, maintaining and growing existing business, and providing advisory and strategic
partnership to their clients. AEs provide analytics, metrics, and expertise of pricing that shows
their clients how they can profitably write more business. They provide their clients with tools to
help them sell and help them embed these tools into their sales approach. The AE also provides
guidance to the BDSs supporting the portfolio, in executing the growth plan, and ensures that
their activities are aligned.
The value proposition of the AE role is that it is the broker’s key contact, clearly accountable and
empowered to make immediate decisions. They develop solutions and find answers for their
brokers by understanding their unique needs and providing expertise on how they can grow
their business with Aviva.
Relationship Management of existing brokers (harvesting/cultivating). This role is accountable for building, maintaining, and managing solid relationships with broker principals/middle managers in order to drive the business plan, maintain existing business and develop new business with each broker office. The AE will manage these relationships through regular contact with brokers providing advisory services around the insurance industry and Aviva specific products and services.
Prospecting and acquiring new brokers and portfolios (hunting). This role is accountable for seeking out and closing on new brokers in the community by leveraging industry networks, established reputation, competitive intelligence, and utilizing a variety of direct sales efforts. Accountability extends across multiple products and brands. Accountable for managing the territory and conducting territory analysis to identify potential brokers and portfolio transfers. Initiates acquisition/portfolio transfer meetings with prospective brokers.
Developing broker and/or business unit plans. The AE is accountable for the development, approval and delivery of broker business plans and participating with the rest of the business evelopment team in the quarterly broker reviews. They are responsible for ensuring that the broker plans are aligned to the overall territory strategy and targets/objectives and for the execution of the distribution strategy. Accountable for communicating and negotiating plan terms with brokers and for leveraging and synthesizing knowledge of the broker’s business with intelligence gained from the Business Development Specialist to ensure plans are met. In addition, they will be responsible for delivery and effectiveness of rehab plans where necessary.
Developing, executing, and monitoring marketing activities, product promotions, campaign marketing, etc. The AE is responsible for leveraging intelligence gained through
their broker relationships in addition to other competitive intelligence as they work with the BDS to identify, develop, monitor and execute campaigns for new and existing products and services. The AE is also responsible for assessing the effectiveness of marketing activities in order to modify future efforts to ensure business objectives are met.
General portfolio management. Act as ambassadors for Aviva with brokers in portfolio and out in the insurance community. Provides triage/portfolio management. Is responsible for providing guidance to support BDSs to ensure business development and portfolio management activities and objectives are met.
Monitoring broker performance on a monthly / quarterly basis. This role is accountable for ensuring that monthly / quarterly reviews of broker performance against the business plan are executed and for determining which brokers require audits and facilitating audit activities. The AE is accountable for using this input to make strategic decisions and remediation plans to ensure performance measures are met, including: rehabilitation or termination decisions. The AE is also responsible for using this data to follow up with brokers on performance matters (advising on improvement initiatives, identifying remediation measures, identifying additional business opportunities, providing positive feedback on successes, etc.)
Supporting broker toolkit-related activities such as broker financing, succession planning, etc. Accountable for supporting regional executives in financing new and existing brokers by identifying opportunities and acting as the link to the various brokers.
Qualifications, Skills and Experience
8+ years related experience, preferably within the property and casualty insurance industry
Portfolio management, preferably within the property and casualty industry
Demonstrated sales success (new and existing business)
Excellent relationship management skills
Strong analytical and decision-making capabilities
Customer and results focused
Strong networking capabilities
Very strong business management (business plans, marketing plans, metrics, understands business drivers)
Advanced negotiation skills
Excellent oral and written communication skills
Vision: Demonstrates examples of the integration of ideas, actions and desired outcomes that show a personal
Commitment to the Aviva team vision for the broker sales function. Works to communicate that vision to brokers to
get their dedication to achievement of common goals and channel objectives.
Accountability: Takes ownership of customer/broker problems and assumes responsibility to meet or exceed the
Broker’s expectations. Assumes accountability for both the quantitative and qualitative aspects of their efforts
Broker Focus: Through research and experience, understands the broker’s underlying needs and satisfies them
through not only consistent service and resourcefulness but also attention to detail. Often sought out by the broker to resolve issues due to their expertise and responsiveness. Creates opportunities to plan with the broker to establish goals, standards for service and continually improve performance. Develops measures to determine Broker’s view of service requirements.
Business Partnership Development: Brings parties together into a mutual agreement on issues/projects. Gets control and invests in projects of a value driven nature with brokers and customers. Utilizes investment of the company resources and knowledge to create “real” partnerships of a long-term nature with significant
stakeholders to ensure dominance in our selling relationships.
Competitive Practices: Uses competitive information from a variety of industry and/or customer, broker, consultant sources in order to determine who are the primary sources of competition for a piece of business.
Develops a planned approach with the broker to take advantage of competitor weaknesses while promoting our strengths.
Consulting Skills: Adept at creating alternatives for action that achieve collaborative solutions to complex problems. Displays evidence that they can see alternative solutions to problems and can support them to the broker. Presents pros and cons to alternatives that provide decision-makers with consequences of potential
Negotiation Skills: Presents alternative points of view. Develops a strategy to accept some points while rejecting others to achieve desired outcomes. Reaches agreement through negotiation to achieve mutual gain whereby if there is give on our part, we seek acceptable return in other ways, while preserving the relationship.