Key Account Manager

JOB PURPOSE/ROLE
Based in London and reporting to the Head of Market Management, you will be expected to proactively sell AGCS products & services to new and existing corporate Clients, ensuring sustainable profitability.
You will be responsible for filling the pipeline to drive sustainable and profitable growth by executing a solution- and service oriented strategic sales approach.
You will also proactively develop and foster long term, sustainable relationships with internal and external stakeholders, including client, broker and AGCS staff.
You will be expected to lead and mobilize key account teams to ensure AGCS performance and ensure client satisfaction and long-term loyalty.
Finally you will act as navigator and door-opener into the overall "Allianz-world" (Allianz Worldwide Care, Euler Hermes, Motor, Health, ...).

Future challenges:
•Generating new, profitable business, improve AGCSs performance amongst corporates regarding "purchase" and "loyalty" , optimizing the "share of wallet" by cross- and up-selling while at the same time maximizing the "contribution margin/profitability"

KEY RESPONSIBILITIES
Proactively build long term relationships with Key Clients
•Proactively foster robust relationships with AGCS key clients at appropriate levels
•Facilitate clients' understanding of AGCS underwriting appetites and capabilities
•Act as "first port of call" to AGCS for clients' enquiries
•Contribute to client relationship mapping to increase AGCS profile and promote AGCS as preferred insurer amongst key clients' partners

Proactively build long term relationships with key clients, and develop and maintain a current and comprehensive client and industry segment insight.
•Maintain relationships and generate trust and credibility with key people who impact the buying decision
•Act as "first port of call", solution provider and trusted advisor for all client accounts
•Detect and establish remedial action where necessary, e.g. large claims, IIS
•Ensure client data base (Salesforce.com) SFDC is fully populated and kept current at all times with relevant client information

Successfully win profitable new top and key clients
•Liaise with internal and external stakeholders to identify suitable pipeline clients
•Develop effective Opportunity Roadmaps to win new clients
•Proactively lead and coordinate bids for key client acquisition
•Ensure deliverables are achieved and upon success, smooth transition to the operational key account team
•Proactively develop in depth client and industry expertise and use to challenge the client and uncover un-stated needs

Drive Strategic Account Planning
•Proactively develop strategic action plans (SAPs)
•Ensure SAPs documented in client database, Salesforce.com (SFDC)
•Develop balanced pipeline with target accounts / submissions to fulfill financial targets and desired business mix

Successfully increase AGCS "Size of Wallet", meeting Upsell and Cross Sell targets, especially with AGCS Top Clients
•Contribute with the key account teams to ensure delivery of SAP Upsell and Cross Sell targets strategies
• Engage with the underwriters to profitably maximize the share of wallet
•Clearly articulate the AGCS multi-line business offering and benefits to deliver Upsell and Cross Sell opportunities
Identify opportunities with other Allianz Group businesses to provide overall client solutions and revenue synergies to the business

Successfully deliver revenue and client retention renewal targets
•Contribute with key account teams to ensure delivery of SAP renewal strategies and plan targets
•Clearly articulate the AGCS multi- line business offering and benefits
•Develop compelling individual value propositions for key people involved in the buying decision
•Employ a structured, repeatable process during the sales cycle that assesses and mitigates potential risks and realigns the win strategy

KEY REQUIREMENTS/SKILLS/EXPERIENCE
Required experience
•Proven track of Underwriting or Development role in industrial / specialty insurance business. Robust knowledge in various Line of Business
•Experience of delivering in an analytical role (sales environment, controlling roles or similar). Robust knowledge in at least one trade sector
•Demonstrable experience of fostering long term, profitable relationships at senior level in broker and client organizations
•Successful track record of prospecting new clients in industrial / specialty insurance segment. Experience with International Program Business
•Experience working in complex, global matrix organization

Required education
•Degree preferred, in e.g., Economics, Business Administration, Law
•Completion of professional insurance qualification (e.g. CII)

Technical skills
•Business insight: ability to implement tools and methodologies to develop market, competitor, and client insight
•Sales support: ability to effectively execute essential functions in support of a sales team. Understanding of the insurance sales life cycle
•Channel management: knowledge of various channels of sales (e.g. broker, tied agent, direct)
•Portfolio management: ability to articulate businesses on the AGCS multi-line offering and benefits

General skills
•Communication & Presentation: ability to express ideas and messages clearly, both written and verbally. Ability to "sell" an improvised or prepared audience winning story
•Influencing skills: ability to persuade and motivate others to act, without executive authority
•Analytical Skills: ability to analyze highly complex data, from multiple sources, in detail; identify and resolve issues before they transpire
•Negotiation and conflict management: ability to negotiate best position for AGCS, and client, often in contentious situations, managing conflicting priorities of various parties