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Willis Towers Watson

Account Executive / Broker

Natural Resources are looking for someone to provide central support to their Broking function and Account Executive support to the European team, in order to enhance their sales objectives, particularly in the ‘Power’ sector.  

The role will involve responsibility for a portfolio of clients and prospects with accountability for the retention of clients and new business development requiring ‘hands-on’, relationship building to assist them with all aspects of their insurance requirements. Guiding existing clients through renewals and mid-term amendments, including presentations to the appropriate markets.

The Role

Client Portfolio Management

  • Develop a strong relationship with clients, understanding their insurance needs and ensuring that these are fulfilled
  • Understand changes in client circumstances to ensure that the cover provided continues to match their needs
  • Prepare client and prospect presentations considering the impact of client profitability
  • Understand the clients’ business and their risk management needs and look for solutions to deliver those needs through the provision of ongoing service.
  • Understand, apply and adhere to the business unit policies and procedures.
  • Identify primary budget holders and decision makers within clients, establish and maintain active relationships with these people
  • Provide technical, industry and subject matter expertise and guidance where required
  • Draw on expertise within specialist technical teams within the BU and across the Group for clients as required
  • Assist with and design programme and pricing structures to best meet the client’s needs based on knowledge of the client, the insurance market and industry sector proposition
  • Develop and maintain a pipeline of prospects including research, initiation of contact, meetings, responding to RFPs, new business presentations, accurately maintaining the CRM database in order to create and convert sales opportunities
  • 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
  • Development of service plans that define the engagement and timing of engagement with the client
  • 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
  • Develop and maintain knowledge of relevant products and services offered by Willis Towers Watson

Placement Management

  • Identify appropriate markets and determine placing strategy
  • Ensure transparency of agency and other commitments made to carriers and clients
  • Create and grow relationships with underwriters in London and international markets
  • Ensure compliant processing of contracts as per FCA and contract certainty requirements
  • Check client documentation and market presentations, as required
  • Design programme and pricing structures to best meet the client’s needs based on knowledge of the client, the insurance market and industry sector proposition
  • Work closely and maintain working relationships with key market contacts (and the Business leads) as required
  • 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
  • Ability to manage relationships and negotiate placement with the insurance market

Operational / Client Service

  • Understand, apply and where necessary explain the BU policies and procedures
  • Proactively develop appropriate solutions and proposals for clients to ensure optimum client retention
  • Communicate effectively with clients, associates, markets and others where appropriate to maximise service delivery levels
  • 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 standard operating procedures 
  • 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
  • Assist with loading of data into the relevant Willis Towers Watson Systems 
  • Check policies, market presentations and client documentation as appropriate
  • Participate in information gathering exercises
  • Ensure good relationships and communication with other Willis Towers Watson colleagues 
  • A thorough understanding and an expert real time user for all relevant systems 
  • Support the overall operational governance and decision making process for BU
  • Support management and Willis in the management of risks applicable to BU
  • Maintain relevant qualifications required for the role

Requirements

  • Preferably ACII qualified or working towards the ACII qualification
  • Preferably educated to degree level or relevant industry experience
  • Proven track record of delivering high levels of client service and broking
  • Strong practical knowledge of account development and appropriate tools to achieve this aim
  • Experienced knowledge of insurance markets globally in order to deal effectively with client and Willis Towers Watson needs. 
  • 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 the practice and Willis Towers Watson 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

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