Lockton is a global professional services firm with 6,500 Associates who advise clients on protecting their people, property and reputations. Lockton has grown to become the world's largest privately held, independent insurance broker by helping clients achieve their business objectives. To see the latest insights from Lockton's experts, check Lockton Market Update.
A few reasons Associates love working at Lockton include:
- Opportunities for growth and advancement, including paid training and professional development
- 12-week paid parental leave
- A huge emphasis on community involvement
- Frequent athletic and wellness events
- Incredibly generous rewards; US Associates receive a Rolex for their 10-year anniversary!
Client Advocate- Production Resource Group
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- May 22, 2025 Post Date
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- 161 Total Views
The Client Advocate works exclusively with a Lockton Producer to drive business growth by supporting new business activities, managing daily operations for the existing book of business, and leading internal collaboration with account teams to ensure strong client retention. This role is designed to maximize the Producer’s capacity to focus on revenue generation and expansion efforts across their book of business and the broader West Series.
Position responsibilities
New Business Activities
• Research and identify target markets, businesses, and decision-makers; initiate contact and develop relationships to drive sales
• Acquire new business revenue across target regions and industry verticals
• Manage the sales pipeline through outreach, prospect research, cold calling, and networking
• Prepare for prospect meetings by gathering data, aligning team strategies, and developing presentation materials
• Manage the RFP process and develop responses with minimal oversight
• Create relevant content (e.g., marketing materials, white papers) tailored to target segments
• Identify and attend industry conferences, handling pre- and post-event engagement
• Support branding and exposure efforts through external marketing, trade associations, networking, and social media
• Maintain and grow strong industry relationships locally and nationally to support business development goals
Client Retention
• Maintain excellent client relationships by attending client meetings with or on behalf of Producer
• Manage identified client accounts on behalf of Producer with little guidance or oversight
• Establish a working knowledge of each account’s renewal process in order to provide valued assistance to account teams during the marketing and placement process
• Develop relationships with account teams to ensure positive client outcomes and that teams meet the expected standard of service
• Resolve client complaints, disputes, and grievances with internal and external partners
• Maintain high degree of confidentiality in dealing with client or internal issues
Day-to-Day Book Management
• Collaborate with Producer to design and execute a business plan, including market strategies, financial targets, marketing and personal development; evaluate and adjust efforts to optimize growth
• Oversee and refine standard operating procedures for client onboarding, renewals, client engagement, and reporting to drive efficiency and results
• Collaborate with the Producer and account team on revenue forecasting, budget creation, and resource planning
• Maintain and audit business tracking systems for new, lost, and existing accounts; provide reporting and insights into Producer
• Monitor production vs. budget and accounts receivable to ensure accurate revenue recognition and resolve discrepancies
• Stay current on insurance products and industry trends through networking and professional development
• Ensure all decisions and actions align with Lockton’s policies and procedures
• Perform additional duties as needed to support business operations
Position qualifications
• Bachelor’s degree and/or equivalent B2B sales experience required; bachelor’s or graduate degree in business-related field preferred
• Life & Health insurance license required
• Minimum of 5 years’ experience in developing relationships with the C-Suite relationships in a consultative sales environment
• Proven success selling complex insurance solutions to sophisticated business clients
• Strong understanding of client needs and broker differentiators; ability to identify opportunities through policy and document review
• Excellent analytical, research, and problem-solving skills, including the ability to address both standard and non-standard issues
• Strong written and verbal communication skills, with the ability to engage professionally and directly with clients
• Demonstrated interpersonal skills and ability to build effective relationships across all organizational levels
• Proficient in Microsoft Office; capable of handling mathematical calculations and data analysis
• Highly organized with strong attention to detail and time management skills; able to meet deadlines and manage competing priorities
• Discretion with confidential information and sound judgment in recognizing urgency and scope of authority
• Committed to continuous learning, including advanced insurance education
• Willingness to travel by car or plane and work flexible hours as needed
• Must be legally authorized to work in the United States
Lockton is known throughout the insurance industry as an entrepreneurial, progressive and successful insurance broker. As a result of continued individual and group accomplishments, Lockton has a record of steady and substantial growth. If you are a committed professional with a passion for delivering unparalleled service, Lockton is interested in hearing from you.
No Agencies Please
Any Employment Agency, person or entity that submits an unsolicited resume to this site does so with the understanding that the applicant's resume will become the property of Lockton Companies, Inc. Lockton Companies will have the right to hire that applicant at its discretion and without any fee owed to the submitting Employment Agency, person or entity. Employment Agencies, who have fee Agreements with Lockton Companies must submit applicants to the designated Lockton Companies Employment Coordinator to be eligible for placement fees.
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