JOB DESCRIPTION
Position: Account Executive
Reporting To: Vice President
PPF Benefits & Retirement Inc. has been growing steadily and is now seeking to dramatically accelerate growth. We are seeking a mission-focused, strategic, and results-oriented Account Executive with skills in developing strong, lasting relationships with new and existing clients.
We are a forward-thinking group benefits company dedicated to delivering tailored solutions and exceptional service to our clients. We believe in empowering businesses to support their teams through innovative benefits plans and expert advice. Our workplace values collaboration, adaptability, and a passion for creating meaningful client experiences.
We’re looking for a dynamic Account Executive to join our team. In this pivotal role, you’ll act as a trusted Group Benefits Advisor, responsible for driving new business, nurturing client relationships, and delivering exceptional service. This role combines strategic thinking, relationship management, and sales expertise to help businesses optimize their employee benefits.
If you’re a results-driven professional who thrives in a fast-paced, client-focused environment, we’d love to hear from you.
Overview
Reporting to the Vice President, the Account Executive will leverage business tools to support the identification of new opportunities and the development of sales concepts. The Account Executive will promote our value proposition, knowledge, and insights to client/client prospects. They will also leverage their ability to deeply understand a client/client prospect to recommend group benefit and pension solutions that help them to better meet the needs of the organization and its people.
The Account Executive should be adept at drawing lines of comparison between our differentiators and our client/client prospect’s pain points:
- Cost Concerns
- Limited Plan Options
- Service Issues/Challenges
- Employee Needs
- Compliance & Regulation
- Competitive Advantage
- Relationship & Trust
RESPONSIBILITIES
Key Accountabilities include:
- Contribute to an annual strategic planning process to achieve the vision and goals set by the business
- Identify potential sources of revenue, threats and opportunities to our business model
- Manage internal processes and act as the key contact on the client relationship management tool
- Working with the Client Experience Team, assisting in executing the compliance program in the day-to-day office environment
- Drive new client acquisition
- Develop client attraction strategic plan
- Manage the block of business (renewals)
- Develop sources and prospects through referrals, cold-calls, and research
- Contribute to client attraction and retention activities (marketing, enhanced service opportunities) to achieve revenue goals
- Ensure client understanding by conducting effective insight captures to understand both the extent of their current coverage (if applicable) as well as what their business requires to achieve their short/medium/long-term goals, to ensure tailored solutions
- Obtain details that our underwriters may require, to issue a proposal or coverage
- Maintain superior client service, regular check-ins, and evaluation of needs
- Monitor client experience, respond to requests, mitigate challenges and remove roadblocks
- Work with all team members in a way that helps support the level of Client Service that our clients expect from us.
- Collaborate with other PPF Group team members to ensure a similar experience for all clients, across the PPF Group of companies
- Support new team members, leading by example and contributing to their continued success and achievement of individual and organizational performance goals
Client Accounts
- Strong focus on client retention
- Prioritize and maintain superior client service
- Partner with and educate advisors on sales concepts and strategies, as required
- Ensure client proposals are prepared for new business and renewal meetings
- Lead new business and renewal meetings with clients
- Be a key contact for any client complaints
- Ensure client solutions reflect their needs, with rates that are fair and reasonable
Client Education and Cross-Solutions Advisory
- Proactively educate clients on the full spectrum of PPF Group services and solutions that will help them address broader organizational needs and goals
- Identify opportunities to introduce PPF Group offerings that align with clients' needs, such as investment planning, family business advisory, and people solutions
- Act as a trusted advisor, fostering a holistic understanding of how our integrated solutions can enhance business performance and employee satisfaction
- Collaborate with internal specialists to provide clients with in-depth expertise in areas beyond group benefits, ensuring seamless delivery of all services
Successful and effective Account Executives in the group benefits space, have demonstrated a combination of the following Skills, Knowledge, and Behaviors:
Skills
Sales and Relationship Management:
- Strong ability to build and nurture relationships with clients and prospects
- Expertise in consultative selling to identify client needs and tailor solutions to meet those needs
- Strong negotiation skills
Communication:
- Excellent verbal and written communication skills
- Adept at preparing/delivering/executing presentations, proposals, and client insight captures
- Strong active listening skills
Analytical Thinking:
- Ability to analyze benefits plans, financial data, and market trends to make informed recommendations
- Problem-solving skills to address client challenges effectively
Organization and Time Management:
- Skilled in managing multiple accounts and priorities while meeting deadlines
- Proficient in maintaining accurate and up-to-date records in CRM systems
Technical Proficiency:
- Familiarity with benefits administration software, CRM tools, and productivity applications
- Competence in preparing data-driven reports and leveraging analytics tools
Knowledge
Group Benefits Industry:
- Comprehensive understanding of group benefits products (e.g., health, dental, life insurance, disability, and wellness programs)
- Awareness of current trends and emerging solutions in the benefits landscape.
Insurance and Regulatory Environment:
- Knowledge of provincial and federal regulations impacting benefits plans in Canada
- Familiarity with underwriting processes, claims management, and carrier practices
Complementary Business Areas:
- Basic understanding of related areas, such as retirement planning, financial solutions, and People practices, to support cross-solution selling
Employee Needs:
- Awareness of the evolving needs of diverse workforces, including mental health, wellness, and flexible benefits options
Behaviors
Client-Centric Mindset:
- Focused on delivering exceptional client experiences and exceeding expectations
- Empathetic approach to understanding client challenges and goals
Proactive and Results-Driven:
- Take initiative to identify new opportunities and pursue them with determination
- Goal-oriented with a strong drive to meet or exceed sales targets
Adaptability:
- Thrives in a dynamic industry with frequent regulatory and market changes
- Open to learning and adopting new technologies and strategies
Collaboration:
- Works effectively/collaboratively with internal teams, such as underwriting, marketing, and account management, to ensure seamless client support
- Builds strong partnerships with carriers and vendors to deliver optimal solutions
Integrity and Trust:
- Upholds ethical standards, ensuring transparency and honesty in all client interactions
- Builds trust by consistently delivering on commitments and providing sound advice
Additional Requirements:
- LLQP License
- Thorough understanding of binding authority of contracted insurance carriers when binding coverage and ability to comply
- Knowledge of contracts and insurance terminology
- Valid Ontario driver’s license to travel to client sites as needed
- Maintaining up-to-date knowledge on company changes (e.g. portals, policies, risk tolerance, terminology)
WORKING CONDITIONS:
Physical Effort: Majority of time is spent in a comfortable position and most activities require a variety of easy muscle movements. Sustained keyboarding with a required ability to sit for extended periods of time
Physical Environment: Environment has only occasional exposure to mild unpleasant or disagreeable conditions with remote possibility of accident or health hazards. Regular travel for business and client meetings required.
Sensory Attention: Work activities involve need to concentrate for intermediate durations and close attention several times daily. Excellent reading comprehension of printed and electronic text required.
Mental Stress: Fast-paced work environment with occasional exposure to one or more mental pressures (e.g. deadlines, needs for accuracy, potentially difficult clients or situations).
Please note: The above statement reflects the general details considered necessary to describe the principal functions of the job identified and shall not be considered as a conclusive description of all work required in the position. This job description may be subject to change in order to meet organizational, client or operational requirements.
