Account Director - Insurance

OVERALL ROLE PURPOSE

Actively identify and secure new insurance sales opportunities and deliver high value-add solutions to clients, whilst optimising sustained profitability.

 KEY ACCOUNTABILITIES

SKILLS AND BEHAVIOURS

Role Specific

• Develop a target portfolio of prospect opportunities to build a sustainable pipeline.  Forecast and prioritise to maximise opportunities and achieve the agreed annual target. 
• Manage and monitor the performance of the existing insured fleet
• Hold periodical review meetings with the largest accounts in order to evaluate the loss statistics and the renewal terms.
• Execute renewals, periodical reviews, benchmarks, defensive tenders and harmonization of international insurance programs.
• Build networks and develop long-term relationships within the industry and prospects, and support business activity to be a ‘thought leader’.
• Actively engage with prospects as early as possible during the sales cycle.
• Be well-informed of competitor / prospect / industry / political activity and its impact on opportunities.
• Maximise internal and external information data sources and networking opportunities to identify higher value sales opportunities.
• Analyse client needs and develop strategic solutions based on value propositions whilst maximising  sustained profitability.
• Map stakeholders within the prospect and develop relationship strategy to uncover the prospect’s specific needs and the relevant sales opportunities.
• Work with internal specialist teams to support prospecting and selling propositions e.g. corporate sales, consultancy, bid management, implementation, etc.
• Be responsible for the ownership of opportunities from identification to handover to client development.
• Lead the sales, bid and pricing strategy for each of their opportunities.
• Develop the pricing proposal for their opportunities and work closely with the Corporate Sales Centre team to ensure timely completion of all opportunities.
• Maintain CRM systems (Amplify) and ensure all prospect, opportunity, meeting minutes and relevant information is uploaded within agreed timescales. 
• Identify key sales opportunity and develop sales strategy for all insurance products.
• Lead contract negotiations utilising internal expert resource team.

Job Family: Sales/Commercial

Recognise customer & colleague needs and provide a consistently high level of service that exceeds all expectations.

Business Awareness (Level D)

Identify how to expand business activities; looking for opportunities.  Also to define the business direction for a client business or client group, internally/externally.

Making Decisions (Level C)

Investigate and analyse issues objectively and make sound decisions that maximise opportunities for the business.

Building Relationships (Level E)

Develop and build productive working relationships internally and externally to deliver value for customers and for the business

Communicating Effectively (Level D)

Convey messages in a confident and engaging way; listen and share information to create openness and joint understanding.

Driving for Results (Level D)

Own issues; be energetic and resilient and take action to make things happen through to their absolute completion.

• Operate within defined methodologies.
• Ensure an appropriate inflow of information/data from prospect/market into relevant  stakeholder groups and systems.
• Liaise with product development team to ensure the optimal solution is provided to the client in a cost effective manner.
• Management of portfolio risk within identified brand strategy.
• Enhance personal development, by attending conferences/industry forums and delivering presentations as agreed.
• Commitment to corporate and brand values.
• Act as a role model to support development of Corporate Sales Centre team

Relationship Management

• Build strong internal partnerships across the business and support functions.
• Develop and build key stakeholder relationships within new, potential and existing clients.
• Build relationships and develop the trust of the client, prospect and/or drivers.

Financial Control

• Responsible for managing within an agreed budget
• Financial targets (units/profitability/cost) etc. to be agreed

Reporting & Systems (including Service Level Agreements - ‘SLAs’)

• Meet all agreed SLA’s and Key Performance Indicators (KPI’s).
• Customer targets (e.g. TRI*M data, number of new customers, pipeline etc) to be agreed
• Reports – performance monitoring/measurement
• % of secured deals to initial prospect target

Delivering Great Service

• Maintain a high level of service focus, ensuring  Service Style is adopted and supported at all times.
• Keep abreast of market conditions and specific industry and organisational changes.

Selling Instinct (Level D)

Understand a Client’s business, identify needs and drive to identify and exploit selling opportunities.

Negotiation (Level D)

Achieve optimum value from every negotiation while maintaining on-going and mutually-beneficial relationships.

REQUIRED KNOWLEDGE & EXPERIENCE

REQUIRED QUALIFICATIONS

• 5+years industry experience (preferably with a large  broker or insurance company)
• Strong commercial and financial awareness.
• Proven track record of developing and fostering new external networks via relationship management techniques.
• Experience of providing creative and innovative solutions for clients.
• Ability to recognise new highly profitably opportunities, with the tenacity to follow through and secure the business.
• Demonstrates a proven track record of significant achievement of new business opportunities and continuous improvement.
• Experience of analysing data.
• Demonstrates advanced presentation skills that are tailored to the needs of the audience.
• Experience of identifying, leading and coordinating virtual teams.
• Fluent in business English language - written and verbal.
• Working knowledge of core Microsoft applications (Word and Excel).
• Experience of actively participating in a team environment, whilst demonstrating the capability to work independently.

• Degree educated or suitable industry qualification / experience led equivalent

WORKING ENVIRONMENT

• Full mobility required.
• Full current driving licence required.
• Home-based.