Job Description:
Proactively sell AGCS products & services to new and existing corporate Clients, ensuring sustainable profitability
Fill the pipeline to drive sustainable and profitable growth by executing a solution- and service oriented strategic sales approach.
Proactively develop and foster long term, sustainable relationships with internal and external stakeholders, including client, broker and AGCS staff.
Act as navigator and door-opener into the overall "Allianz-world" (Allianz Worldwide Care, Euler Hermes, Motor, Health)
Manage Broker relationships in assigned territory and manage pipeline accordingly.
KEY RESPONSIBILITIES
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 fulfil financial targets and desired business mix for the next 2 years
Successfully deliver revenue and client retention renewal targets - Lead top and key account teams to ensure delivery of SAP renewal strategies and plan targets; 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
Successfully increase AGCS "Size of Wallet", meeting Upsell and Cross Sell targets, especially with AGCS Top Clients and Global Brokers - Lead top and 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
Proactively build long term relationships with top and key clients and Global Brokers, and develop and maintain a current and comprehensive client and industry segment insight - Build and 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 top/ key accounts; Initiate 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 strategies and client information; Proactively develop in depth client and industry expertise and use to challenge the client and uncover un-stated needs
Proactively build long term relationships with Key Broker Partners - Proactively foster robust relationships with AGCS key brokers at appropriate levels; Facilitate broker’s understanding of AGCS underwriting appetites and capabilities; Act as "first port of call" to AGCS for broker enquiries; Contribute towards broker relationship mapping to increase AGCS profile and promote AGCS as preferred insurer amongst key broker partners
Proactively manage internal relationships - Drive change and behavior across functions to meet and surpass client requirements; Leverage AGCS executive network to develop client relationships at the executive level; Lead virtual industry teams across relevant LoBs to identify new pipeline prospects and key industry developments to ensure AGCS offering meets industry requirements; Through regular dialogue with designated LoBs manage relationship with internal LoBs to enhance AGCS offering
KEY REQUIREMENTS/SKILLS/EXPERIENCE
In-depth knowledge in at least one Line of Business, and able to articulates the AGCS multi-line business offering and benefits
In-depth knowledge in at least one trade sector
Experience with International Program Business
Ability to translate the clients' needs into risk solutions, and to develop compelling value propositions to meet the client's needs
Ability to execute a structured, effective and repeatable process during the entire sales cycle
Influencing skills: Ability to persuade and motivate others to act, without executive authority
Negotiation and conflict management: Ability to negotiate best position for AGCS, and client, often in contentious situations, managing conflicting priorities of various parties
Interpersonal skills - Communication, Presentation: Manage to express one's thoughts and put one's messages across clearly through speech or writing. Proficiency in both written and spoken English. Sell facts and figures as well as crucial company decisions through an improvised or prepared audience winning story
Analytical Skills: Analyze, study or examine data in detail, and draw appropriate conclusions. Manage to avoid failures and resolve in timely manner.
Change Management: ability to transition individuals, teams, and the whole organization from a current state to a desired future state.
Proven track record in Underwriting or Development role in industrial / specialty insurance business
Successful track record of prospecting new clients in industrial / specialty insurance segment
Demonstrable experience of fostering long term, profitable relationships at senior level in broker and client organizations
Experience of working in international organization
Ideally, experience of working overseas, on international assignment
Experience of breadth of industry and insurance lines of business or functions
Degree preferred, in e.g., Economics, Business Administration, Law
Professional qualification preferred, e.g. ACII (or equivalent) or progress towards
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