Account Executive – Full Time

Business Development Management

• Work closely with the Directors to create and manage the Business Development Strategy, including calendar of events, lead and conversion strategy, goals and budget.
• Translate the approved strategy into a structured weekly activity plan, including target segments, referral pathways, event attendance, and follow-up cadence.
• Maintain a documented pipeline of prospects generated through networking and relationship development activities, with clear next actions and probability tracking in the system.
• Actively identify and prioritise target industries, associations, referral partners, and centres of influence aligned to GIBA’s appetite and strategic direction.
• Attend network events, industry events, and other available avenues to develop B2B relationships.
• Prepare in advance for networking events, including defined objectives, target attendees (where available), and post-event follow-up strategy.
• Conduct structured post-event follow-up within agreed timeframes, recording all interactions, commitments, and next steps in the system.
• Initiate introductory meetings with prospective clients to understand business operations, risk exposures, current arrangements, and renewal cycles.
• Qualify prospects against agreed acceptance criteria, including industry fit, risk profile, size, service requirements, and revenue alignment.
• Escalate prospects that fall outside agreed appetite or require Director input prior to progression.
• Maintain disciplined prospect records, ensuring no active prospect is unmanaged or lacking a next action.
• Track conversion ratios from first contact to engagement and identify trends, barriers, and improvement opportunities for discussion with Directors.
• Contribute to refinement of value proposition messaging, positioning, and objection handling strategies based on market feedback.
• Support development of referral partnerships by maintaining regular, professional contact with introducers and providing appropriate updates (within confidentiality limits).
• Monitor competitor activity and market movements identified through networking conversations and escalate relevant insights to Directors.
• Coordinate handover from prospect to client status in the system once engagement is confirmed, ensuring all required documentation and internal notifications are completed.
• Ensure all prospect communication reflects GIBA’s regulatory and professional standards, including avoiding unauthorised advice prior to formal engagement.
• Participate in regular pipeline review meetings with Directors, presenting current pipeline status, forecasted conversions, and identified risks to target.

New Client Quotation

• Review client-provided information for completeness and accuracy. Obtain missing information required to proceed to quotation.
• As information is received, save incoming information to the renewal record with correct naming and indexing and update renewal status.
• Follow up outstanding client responses in line with operational procedures and record each attempt.
• Confirm that client responses are received and materially complete, escalating any gaps, inconsistencies, or uncertainty.
• Identify and escalate gaps or clarifications required before market submission.
• Record identified growth or coverage considerations in the system.
• Support preparation of explanations for additional coverage or products under guidance.
• Escalate decisions regarding suitability, relevance, or timing of additional coverage.
• Present quotation options to clients.
• Receive, save, and index insurer quotations and terms.
• Escalate questions regarding completeness, risk changes, or client information promptly.
• Follow up to obtain client instruction and address routine queries.
• Record client authority or instruction to proceed.
• Bind cover only where authorised, otherwise escalate.
• Create policy records and issue required regulatory documentation.

Client Relationship & Service Standards

• Maintain professional, timely, and appropriate communication with clients.
• Support primary relationship management for allocated clients.
• Manage routine client queries within authority and escalate where required.
• Escalate dissatisfaction, service failures, or relationship risks promptly.

Compliance

• Update the renewal or service record with the next required follow-up task and date as each step is completed.
• File all client-related correspondence to the system using required naming and labelling conventions.
• Confirm filed correspondence is complete, readable, and appropriately linked.
• Remove client correspondence from individual inboxes in accordance with firm archiving practices.
• Escalate compliance questions or uncertainties promptly.

Payment Management

• Monitor outstanding renewal invoices for allocated clients against due dates and payment terms.
• Proactively follow up with clients regarding outstanding payments within agreed timeframes.
• Record all payment follow-up activity, outcomes, and agreed next steps accurately and contemporaneously in the system.
• Participate actively in weekly debtor review meetings, providing updates on allocated accounts and proposed next actions.
• Escalate payment risks, disputes, or client sensitivity promptly where guidance or support is required.

Policy Endorsements

• Receive and log client endorsement requests.
• Review endorsement requests to confirm required information.
• Obtain additional information from clients where required.
• Submit endorsement requests to insurers or approved platforms under supervision.
• Receive and save insurer endorsement confirmations.
• Update policy records with amended terms, premiums, charges, and effective dates.
• Support issuance of updated policy documentation once payment is confirmed.
• Escalate non-standard, urgent, or complex endorsements.

Mid-Term Cancellations & Adjustments

• Be informed of client instructions to cancel or amend policies mid-term.
• Assist in confirming cancellation or adjustment terms with insurers under supervision.
• Update system records and issue confirmation documentation as directed.
• Escalate client sensitivity or risk issues promptly.

Advice, Integrity & Professional Judgement

• Ensure advice provided is accurate and aligned to instructions received.
• Avoid providing advice outside authorised scope or competence.
• Escalate judgement-based decisions and complex matters.

Compliance & Records Integrity

• Maintain accurate, complete, and contemporaneous client records.
• Document actions taken, advice provided, and client instructions.
• Protect confidentiality of client and insurer information.
• Comply with internal policies, procedures, and record-keeping standards.

Workflow Discipline & System Use

• Use the system of record as the primary source of truth for all client activity.
• Ensure every active matter has a clearly recorded next action and date.
• Avoid managing client work solely via email or personal task lists.
• Record client decisions to accept, decline, or defer coverage considerations accurately.