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Willis Towers Watson

Account Executive - D&O

The Role

The Account Executive is responsible for a portfolio of clients and prospects with accountability for the retention of clients and new business development. Will manage and develop client and Willis Towers Watson relationships and grow the portfolio. The Account Executive is responsible for targeting and converting prospects as well as broking into Lloyds and company markets.

Key Responsibilities:
  • 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
  • Liaise with clients and build strong relationships
  • Grow existing portfolio by identifying new new, and/or existing opportunities
  • Lead and deliver the end to end ongoing client service, adhering to standardised policies, procedures and service standards
  • Deliver high levels of client service in line with standard operating procedures
  • 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
  • Development of service plans that define the engagement and timing of engagement with the client
  • Manage KPIs/SLAs to ensure targets are met
  • Responsibility for supporting the drive of the sales process and business area practice activity 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 the CRM database in order to create and convert sales opportunities
  • Respond quickly and accurately to new business introductions
  • Actively identify opportunities to work with colleagues across the business to capitalise on account penetration and cross selling opportunities
  • Networking – internally with other BUs, within the sector, and with external specialists (lawyers, TPAs, insurers).
  • Check policies, market presentations and client documentation as appropriate
  • 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
  • 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
  • Prepare client and prospect presentations considering the impact of client profitability
  • Work with Sales Team in determining appropriate solutions and structuring and pricing the deal
  • Identify appropriate markets and determine placing strategy
  • Create and grow relationships with underwriters in London and international markets
  • Experience in pricing and designing conceptual programmes

The Requirements
  • Preferably relevant industry experience within Financial Lines
  • Preferably ACII qualified or working towards the ACII qualification
  • 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

Equal Opportunity Employer

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