• Establish new program business opportunities (Carriers, MGA’s, Program Managers, RRG’s, trade association members, aggregators) through cold calling, investigating leads, prospecting, and closing sales. • Collaborate with Relationship Managers by referring agency leads and receiving program business and insuretech leads • Build and foster relationships with existing clients, proactively identifying issues and ways to grow loan volume and maximize profitability. • Analyze production reports to identify problem areas and target programs for increased sales opportunities. • Work with internal teams to provide assistance where needed, and drive positive client behavior regarding efficiency and program profitability. • Attend industry trade shows and conferences to source new program business and insuretech leads. • Travel to prospect/client headquarters to close deals and strengthen relationships. • Other travel and meetings as directed by EVP. • Implement new lead generation strategies for program business. • Work closely with EVP and Division Presidents to build and maintain a robust pipeline of qualified prospects. • Provide market feedback to operations teams to strengthen FIRST’s product and tech offerings for program business. • Efficient use of travel and entertainment budget and timely submittal of expense reports. • Establish and maintain CRM system and communicate activity on a regular basis to management as directed.

• Cultivate and maintain positive relationships with key decision-makers and customers within assigned aerospace and defense accounts at both the engineering and leadership levels • Understand customers needs, challenges, and goals to provide tailored solutions and ensure customer success • Develop and implement account plans to achieve and exceed revenue targets • Proactively address any issues or concerns to ensure customer retention and dedication • Collaborate with internal teams, including sales, marketing, and product development, to develop and implement strategic account plans • Provide accurate and timely sales forecasts, reports, and updates to senior management • Use CRM systems to maintain detailed account records and supervise sales activities

• Serves as a client advocate and primary point of contact for assigned large accounts, addressing questions, guiding coverage changes, and educating on exclusions and exposures • Develops professional relationships and understands clients’ core business • Manages High Value agriculture, commercial and some personal portfolios • Designs insurance plans and acts as field underwriter, binding coverage as needed • Strategically remarkets complex renewals to maintain high account retention • Identifies coverage deficiencies and consults clients to limit exposures • Prepares proposals, loss evaluations, and risk analyses, ensuring accurate quotations and policies • Produces binders, certificates, policies, and endorsements accurately • Ensures timely and accurate policy renewals • Facilitates claims reporting and settlement processes • Conducts thorough policy reviews during renewals and audits, verifying accuracy and ensuring necessary corrections are executed • Proactively communicates significant audit discrepancies to clients and determines further action • Reviews cancellation requests, determining reasons and attempting to retain client accounts while maintaining the company’s financial integrity • Stays informed about industry developments, new products, legislation, coverage options, and technological advancements to continuously enhance knowledge, performance, and client services • Negotiates with carriers • Recommends process improvements as needed • Quickly identifies and resolves complex client service issues • May manage and direct the work of others • Performs other projects, duties, and tasks, as assigned

• Conduct high volume of customer contact via the phone, email, mail, and fax to promote and renew assigned coverage(s) to existing Pearl Insurance clients. • Sell ancillary product(s) to clients. • Facilitate the application and underwriting process with the client and the internal underwriter including sending application to client and finalizing it. • Document sales activities in the Customer Relationship Management (CRM) system. • Build and maintain customer relationships following their first year of coverage.