Adele Smith has worked in the insurance industry for 20 years, and she still gets excited about going to work each day. For those who work with Adele in her current role – Chief Underwriting Officer, Mid-Market – General Industries and Excess Casualty, at AXA XL Americas – and those who’ve worked with her in the past, that excitement is palpable and infectious.
One former colleague describes her as tireless and detail oriented. “Adele was always the most-prepared person in the room,” he said.
Current colleagues point to her ability to build strong relationships with brokers that lead to business wins and her mentorship of young professionals that helps attract talent and build a strong team.
In this Q&A, Adele reflects on her first two years in her current role and what the future holds for AXA XL as the company continues to build out its Mid-Market business.
You’ve been with AXA XL for two years now. How has it gone, and how does your experience compare to your expectations when you started?
Adele Smith: This has been the most rewarding and exciting part of my career so far. Just in terms of the people I’m working with, the culture of the company and what we’re building in Mid-Market. Prior to joining AXA XL, I had some apprehension about taking on a new challenge. But it has shown me how much I’m capable of and that I needed to go on this journey to build upon my existing skillset and push me to the next level.
What excites you about coming to work?
AS: I actually do get excited to come to work! I am excited to work with my team and find solutions for our brokers and be collaborative across the AXA XL organization. I enjoy seeing the people I work with develop their skills and continue to grow in their roles.
We’re laser focused on where the most opportunity exists from a distribution, geographical and industry standpoint.
What is the most challenging aspect, and how have you been able to address those challenges?
AS: The middle market space is crowded. So, that’s been the biggest challenge. But I think we’ve overcome that challenge by being visible with our brokers and positioning our underwriters with market-leading products to support them. As we’ve expanded to the Midwest and now to the West, the challenge will be finding top talent to serve the brokers and clients in those areas.
One way we’ve been able to stand out in such a competitive market is by empowering our underwriters to own the decision. This approach allows us to be agile and responsive—something brokers highly value when securing the right coverage for their clients.
Speaking of talent, you’ve been able to bring in some remarkable talent since you joined the company. What would you say to someone thinking about a career at AXA XL or in the insurance industry as a whole?
AS: As I look back to when I accepted my first insurance position, I did not understand the depth of the underwriting role. Now, many colleges and universities have risk management schools, and they position insurance as being a great career path. This industry is the best. You meet so many great people. It’s collaborative, and underwriting, specifically, offers the best of both worlds—technical expertise and sales skills. Making the move to AXA XL has been the best decision for my career; there is tremendous opportunity here to grow and challenge yourself.
AXA XL has tremendous ambitions for growth in the Americas, particularly in the middle market. What are you and your team doing to meet those expectations?
AS: We’re laser focused on where the most opportunity exists from a distribution, geographical and industry standpoint. That means working with select brokers and being visible with them, scheduling a regular cadence of pipeline meetings. That’s what's going to drive the success. We have ambitious goals, but they’re attainable. And we’re looking to exceed those.
What are the unique challenges that middle market clients face?
AS: The biggest challenge for Mid-Market clients is they typically don’t have dedicated risk managers. So, they’re going to look for an insurance partner that can support them and give them advice on how to mitigate loss. The services that we can offer at AXA XL really can help clients mitigate that potential loss. They may also not be as sophisticated when it comes to coverages, so we can work with their brokers to offer a program that provides the best insurance options for their business.
