Account Director

at  WTW

DESCRIPTION

Excellent opportunity to join our Construction team as an Account Director!
You will be responsible for a portfolio of clients and prospects with accountability for retention and a strong focus on new business development.
You will manage and develop client relationships, grow the portfolio and be responsible for targeting and converting prospects.

THE REQUIREMENTS

• Experience of insurance within Construction
• Experienced knowledge of insurance markets globally in order to deal effectively with client needs
• Proven track record of delivering high levels of client service
• Strong practical knowledge of strategic account development and appropriate tools to achieve this
• Experienced at new business sales process and track record of converting prospects to clients
• Skilled at building effective relationships, at all levels, with clients, prospects, associates, insurers and external specialists
• Strong communication, negotiation and influencing skills
• Experience of working with and adhering to processes and systems to support client service delivery
• Preferably educated to a degree level
• Preferably with professional qualifications of ACII or similar

Client Relationship Management

• Understand the clients’ business and their risk management needs and look for solutions to deliver those needs through the provision of ongoing service
• Identify primary budget holders and decision makers within clients, establish and maintain active relationships with these people
• Provide technical, industry and subject matter expertise where required (nationally in UK and overseas)
• Draw on expertise within specialist technical teams within the BU and across the Group for clients as required
• Liaise with clients and build strong relationships
• Determine appropriate solutions, structure, price and placement strategies that meet the clients’ needs and deliver profitable business for a range of clients including large multinationals
• Grow existing portfolio by identifying new from existing opportunities
• Lead (not line manage) supporting service team
• Provide renewal documentation with the support of CSE and Brokers
• Maintain effective working relationships with Loss Management Executives to effectively deliver clients’ needs

Business Development

• Actively drive the sales process in relation to winning, retaining and developing profitable new clients
• Develop and maintain a pipeline of prospects including research, initiation of contact, meetings, responding to RFPs, new business presentations, accurately maintaining Willis CRM database in order to create and convert sales opportunities
• Actively identify opportunities to work with colleagues across the business to capitalise on account penetration and cross selling opportunities
• Maintain a detailed knowledge of products and services offered by Willis
• Networking – internally with other BUs, within the sector, with external specialists

Placement Management

• Deliver optimisation of revenue from new and existing clients through the use of the full range of appropriate placement channels and markets for the specific client segment of the business
• Work closely and maintain strong working relationships with the appropriate Broking team and market contacts as required
• Ensure transparency of agency and other commitments made by to carriers and clients
• Ensure compliant processing of contracts as per FCA and contract certainty requirements
• Ensure accurate loading of data within agreed time and quality standards
• Check policies, market presentations and client documentation
• Design programme and pricing structures based on market and client sector proposition knowledge

Operational and Service Delivery

• Lead and deliver the end to end ongoing client service, adhering to standardised policies, procedures and service standards
• Support the BU in accurate budgeting, forecasting and tracking of revenue
• Deliver high levels of client service in line with the standard operating procedures for client activity
• Manage client pricing to ensure each client meets agreed target profitability levels
• Proactively develop appropriate solutions and proposals for clients to ensure optimum client retention rates
• Communicate effectively with clients, associates, markets and others where appropriate to maximise service delivery levels
• Manage KPIs/SLAs to ensure targets are met
• Ensure adherence to Group policies, procedures and all regulatory requirements
• Provide feedback on corrective action required to retain clients or enhance process performance, actively supporting the implementation of any actions that are put in place