Account Executive, Captive Solutions

The Account Executive, Captive Solutions is responsible for originating and developing new business opportunities through the delivery of customized alternative risk and captive insurance solutions. This role focuses on advising mid-to-large, complex clients on when and how captive structures and other alternative risk strategies can optimize their risk financing approach.

This role serves as a consultative advisor, business developer, and relationship manager who works closely with brokers to identify opportunities where captive and alternative risk solutions can create measurable value for their clients.

Success in this role requires the ability to translate complex risk and financing concepts into clear, compelling narratives for senior decision-makers, including retail Brokers, C-suite leaders and Boards of Directors. While executive communication skills are important, this position is primarily focused on broker development, opportunity generation, and consultative selling.

Brokerage Network Development and Relationship Management 

• Develop, cultivate, and maintain a broad network of retail broker relationships that serve as the primary source of opportunity generation and new business development.
• Establish credibility and trusted-advisor status with brokers through consistent education, market insight, responsiveness, and solution-oriented consultation.
• Conduct regular broker outreach, meetings, presentations, and training sessions to strengthen referral relationships and expand pipeline activity.
• Maintain visibility within key brokerage firms, industry associations, and marketplace networks to enhance Artex's presence and influence.
• Serve as a resource to brokers seeking guidance regarding captive feasibility, alternative risk financing strategies, and program structure considerations.

Business Development and Client Advisory

• Identify, develop, and close new business opportunities with prospective and existing brokers and their clients through consultative sales of captive and alternative risk solutions
• Advise potential clients on the optimal use cases for captive insurance, including when such structures may improve risk financing outcomes, cost efficiency, and long-term flexibility
• Lead discovery discussions to understand client risk profiles, financial objectives, and strategic priorities
• Position Artex solutions within a broader enterprise risk strategy, aligning recommendations to client-specific goals.
• Support brokers in identifying client opportunities and presenting solutions in a manner that strengthens the broker's credibility and trusted advisor status.

Collaboration and Opportunity Generation

• Build and activate strong referral channels across brokerage organizations, strategic partners, consultants, and internal business units to originate new opportunities.
• Partner with internal brokers and producers to identify clients who may benefit from captive or alternative risk solutions
• Serve as a trusted resource and educator to stakeholders, increasing awareness and appropriate utilization of Artex capabilities
• Collaborate with actuarial, underwriting, legal, and consulting teams to design and deliver tailored solutions

Executive Communication and Board Engagement

• Lead and deliver presentations to C-suite executives and Boards of Directors, clearly articulating captive strategies, expected outcomes, and key considerations
• Translate complex financial and risk structures into clear, concise, and executive-ready messaging
• Facilitate high-stakes discussions involving risk transfer, capital allocation, and long-term strategy

Market Leadership & Thought Partnership

• Maintain a strong understanding of alternative risk trends and market dynamics
• Communicate relevant insights and perspectives to clients and internal stakeholders
• Represent Artex in client meetings, industry discussions, and internal forums with credibility and professionalism

Lines of Authority / Specialty Focus Areas:

Producer assignments will generally align to one or more designated specialty practice areas. Depending on experience and expertise, a Producer may be responsible for one, multiple, or all specialty categories below.

• Casualty Group Captives - Focused on group captive solutions designed to address commercial casualty risks including Workers' Compensation, General Liability, and Automobile Liability.
• Medical Stop Loss Group Captives - Focused on group captive and alternative risk solutions supporting employee benefits programs, medical stop loss arrangements, and healthcare-related risk financing strategies.
• Single Parent and Cell Captives - Focused on customized captive structures, single-parent captives, protected cell arrangements, and other alternative risk financing vehicles designed for individual organizations and complex risk profiles.

Qualifications and Skills

• Proven success in a client-facing and/or Broker development business development, wholesaler or producer role within insurance, risk management, or related advisory environments
• Demonstrated understanding of captive insurance and alternative risk solutions desired, but not required. Successful candidates may come from traditional brokerage, carrier, employee benefits, risk management, or loss-sensitive insurance backgrounds and will be provided opportunities to deepen their captive expertise.
• Strong understanding of commercial casualty insurance coverages, including Workers' Compensation, General Liability, and Automobile Liability.
• Knowledge of loss-sensitive insurance programs, large deductible programs, retrospective rating plans, self-insurance structures, or alternative risk financing strategies is preferred.
• Strong consultative skills with the ability to assess client needs and develop tailored, value-driven solutions
• Demonstrated experience presenting to senior executives and Boards of Directors, with confidence and executive presence
• Ability to communicate complex concepts in a manner that is clear, practical, and aligned to business outcomes
• Track record of building relationships with brokers and decision-makers within mid-to-large organizations
• Ability to influence without direct authority while working through broker-led client relationships. Successful candidates must be comfortable supporting and enabling the broker's success rather than controlling every aspect of the sales process.
• Skilled at educating and guiding both clients and internal partners on solution applicability and value
• Strong organizational, analytical, and project management capabilities
• Bachelor’s degree required; advanced degree or industry designations (e.g., CPCU, ARM) are a plus

Performance Expectations

• Drive new business production through both externally sourced opportunities and internally generated referrals
• Demonstrate consistent ability to convert complex opportunities into revenue-generating client engagements.
• Expand and strengthen broker relationships while increasing awareness, understanding, and adoption of Artex captive and alternative risk solutions across the marketplace.
• Develop and maintain a healthy sales pipeline that reflects consistent broker engagement, prospect activity, and qualified opportunities.

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We offer a competitive and comprehensive compensation package. The base salary range represents the anticipated low end and high end of the range for this position. The actual compensation will be influenced by a wide range of factors including, but not limited to previous experience, education, pay market/geography, complexity or scope, specialized skill set, lines of business/practice area, supply/demand, and scheduled hours. On top of a competitive salary, great teams and exciting career opportunities, we also offer a wide range of benefits. 

Below are the minimum core benefits you’ll get, depending on your job level these benefits may improve:

• Medical/dental/vision plans, which start from day one!
• Life and accident insurance
• 401(K) and Roth options
• Tax-advantaged accounts (HSA, FSA)
• Educational expense reimbursement
• Paid parental leave

Other benefits include:

• Digital mental health services (Talkspace)
• Flexible work hours (availability varies by office and job function)
• Training programs
• Gallagher Thrive program – elevating your health through challenges, workshops and digital fitness programs for your overall wellbeing
• Charitable matching gift program
• And more...

**The benefits summary above applies to fulltime positions. If you are not applying for a fulltime position, details about benefits will be provided during the selection process.

We value inclusion and diversity

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Inclusion and diversity (I&D) is a core part of our business, and it’s embedded into the fabric of our organization. For more than 95 years, Gallagher has led with a commitment to sustainability and to support the communities where we live and work.

Gallagher embraces our employees’ diverse identities, experiences and talents, allowing us to better serve our clients and communities. We see inclusion as a conscious commitment and diversity as a vital strength. By embracing diversity in all its forms, we live out The Gallagher Way to its fullest.

Gallagher believes that all persons are entitled to equal employment opportunity and prohibits any form of discrimination by its managers, employees, vendors or customers based on race, color, religion, creed, gender (including pregnancy status), sexual orientation, gender identity (which includes transgender and other gender non-conforming individuals), gender expression, hair expression, marital status, parental status, age, national origin, ancestry, disability, medical condition, genetic information, veteran or military status, citizenship status, or any other characteristic protected (herein referred to as “protected characteristics”) by applicable federal, state, or local laws.

Equal employment opportunity will be extended in all aspects of the employer-employee relationship, including, but not limited to, recruitment, hiring, training, promotion, transfer, demotion, compensation, benefits, layoff, and termination. In addition, Gallagher will make reasonable accommodations to known physical or mental limitations of an otherwise qualified person with a disability, unless the accommodation would impose an undue hardship on the operation of our business.