If you work in insurance broking, or you are thinking about it, you will see two job titles again and again: account handler and account executive. They sound similar, and at some brokers the lines do blur, but they usually describe different stages of a broking career with different responsibilities. In this guide to account handler vs account executive roles, we explain what each job involves, the skills employers look for, and how to make the step up from one to the other.
We have spent 14 years in insurance recruitment, and our consultants recruit UK-wide for brokers of every size, so these are questions we talk through with candidates every week.
Account handler vs account executive: the short answer
In most UK brokers, an account handler looks after the day-to-day servicing of an existing portfolio of clients: renewals, mid-term adjustments, documentation and queries. An account executive usually takes on more responsibility for the client relationship itself, often managing larger or more complex accounts, leading renewal negotiations with insurers and, in many firms, winning and developing new business.
Put simply, the account handler keeps the portfolio running smoothly and accurately; the account executive owns the relationship and is often accountable for retaining and growing it. That said, job titles are not standardised across the market, so always read the job description rather than relying on the title alone.
What does an insurance account handler do?
Account handlers are the engine room of a broking team. Depending on the broker, you might specialise in personal lines, commercial lines, high net worth or a particular trade or class of business. Typical responsibilities include:
- Preparing and processing renewals, including gathering updated client information
- Approaching insurers for terms and presenting options to clients
- Handling mid-term adjustments, endorsements and cancellations
- Issuing accurate policy documentation and keeping records compliant
- Answering client queries by phone and email
- Supporting account executives on larger or more complex accounts
Skills that make a strong account handler
Attention to detail matters enormously, because errors in cover or documentation can have real consequences for clients. Good handlers are organised, comfortable managing a busy renewal diary, confident on the phone and able to explain cover in plain English. Strong knowledge of the products you handle, and of the insurer market for them, is what helps you stand out.
What does an insurance account executive do?
An account executive role normally carries a greater degree of ownership and commercial responsibility. While the detail varies between brokers, you can usually expect to:
- Manage a portfolio of larger or more complex commercial clients
- Build long-term relationships with key decision-makers at client businesses
- Lead renewal strategy and negotiate terms with underwriters
- Identify gaps in cover and opportunities to cross-sell
- Win new business, through referrals, networking or prospecting, in roles that include a new business element
- Oversee or mentor account handlers who service the portfolio
Client-facing versus office-based
Many account executive roles involve more face-to-face time with clients, whether that is site visits, renewal meetings or networking events. Others are largely office or hybrid based with a focus on retention, so ask about this early in the process.
Key differences at a glance
- Focus: account handlers focus on servicing and accuracy; account executives focus on relationships, retention and growth.
- Client size and complexity: account executives typically look after larger or more complex accounts.
- Insurer negotiation: both deal with insurers, but account executives usually lead the negotiation on their accounts.
- New business: often a feature of account executive roles, less commonly of account handler roles.
- Experience and qualifications: account executive roles usually ask for more broking experience and are more likely to ask for CII qualifications.
- Pay and benefits: account executive roles generally pay more and may include bonus or commission linked to retention or new business. [Francesca to add: optional link or reference to our latest salary survey figures]
How to move from account handler to account executive
For many people in broking, account executive is the natural next step after handling. Here is how to put yourself in a strong position.
1. Build your technical knowledge
Broaden your understanding of the classes of business you handle and the wider market. Working towards CII qualifications, such as the Certificate in Insurance and then the Diploma in Insurance, shows commitment and gives you the technical grounding to advise clients with confidence.
2. Take ownership of client relationships
Ask your manager whether you can lead renewal meetings, take on a small number of accounts end to end, or shadow an account executive. Evidence that you have managed a relationship yourself carries real weight at interview.
3. Develop your negotiation skills
Get involved in discussions with underwriters, and take note of how experienced colleagues present risks and secure better terms. Being able to explain how you improved terms or retained a client is valuable at interview.
4. Show commercial awareness
Spot cross-selling opportunities, notice when a client’s business is changing and suggest how their cover should change with it. Account executives are judged on retention and growth, so show that you already think that way.
5. Talk to a specialist
Not every broker promotes internally on the timescale you want. A specialist insurance recruitment agency can tell you which brokers are hiring account executives, what they expect and how your experience compares. Find out more about our insurance broking recruitment work and the support we offer candidates.
Which role is right for you?
If you enjoy detail, structure and becoming the go-to expert on your product, account handling can be a rewarding long-term career in its own right; many senior and technical handlers choose to stay in servicing roles. If you are motivated by relationships, negotiation and growing a book of business, an account executive role is likely to suit you better.
We are proud to have been named Insurance Recruiter of the Year at the National Insurance Awards 2021, and 98% of the candidates we place are still in their role a year later, because we take the time to understand what you want from your next move.
FAQs
Is an account executive more senior than an account handler?
In most brokers, yes. An account executive role usually carries more responsibility for client relationships, negotiation and, often, new business. However, titles vary, so some firms use the terms differently. Always check the job description.
Do I need CII qualifications to become an account executive?
Not always, but many brokers prefer or require them, particularly for larger commercial accounts. Working towards the Cert CII or Dip CII will strengthen your application and your technical knowledge.
Can I become an account executive without account handling experience?
It is possible, for example if you have strong sales or relationship management experience from another sector, but most account executives start out in account handling. That background gives you the technical knowledge clients and insurers expect.
Ready for your next broking role?
Whether you are an account handler looking for your first account executive role or an experienced executive ready for a new challenge, our consultants recruit UK-wide and would love to help. Browse our latest insurance broking jobs or get in touch for a confidential chat about your career.