Job Description

The Role

Responsible for a portfolio of clients and prospects with accountability for retention of clients and new business development. Will manage and develop client relationships and grow portfolio and will be responsible for targeting and converting prospects.

 

Principal Duties/Responsibilities:

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 (lawyers, TPAs, insurers)

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 WUK 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 in to the Acturis system within agreed time and quality standards
• Check policies, market presentations and client documentation in conjunction with colleagues in Mumbai as appropriate
• 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

Other

• Support the overall operational governance and decision making process
• Support management and Willis in the management of risks

Required Knowledge, Skills, and Abilities

Qualifications: Preferably educated to a degree level Preferably with professional qualifications of ACII or similar Skills: Proven track record of delivering high levels of client service Strong practical knowledge of strategic account development and appropriate tools to achieve this aim Experienced knowledge of insurance and insurance markets globally in order to deal effectively with client needs Intermediate knowledge of Willis products and services and how these compare to competitor offerings 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 Ability to represent Willis with integrity and credibility Strong communication, negotiation and influencing skills Experience of working with and adhering to processes and systems to support client service delivery