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Willis Towers Watson

Account Executive - Retail

This role is responsible for a portfolio of clients and prospects with accountability for retention of clients and new business development.  Will manage and develop client and Willis Towers Watson relationships and grow portfolio within the business unit and will be responsible for targeting and converting prospects.

The Role

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. 
  • Understand, apply and where necessary explain 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 where required
  • 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
  • Grow existing portfolio by identifying new from existing opportunities
  • Work alongside (and provide direction as appropriate) to the CSE service team

Business Development

  • Actively support 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 Willis Towers Watson 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
  • Maintain a detailed knowledge of products and services offered by Willis Towers Watson
  • Networking – internally with other BUs, within the sector, and with external specialists (lawyers, TPAs, insurers).

Placement Management

  • Work closely and maintain working relationships with the market contacts (and the Broking Team) as required
  • Ensure transparency of agency and other commitments made to carriers and clients
  • Ensure compliant processing of contracts as per FCA and contract certainty requirements
  • Ensure accurate loading of data within agreed time and quality standards
  • Check policies, market presentations and client documentation as appropriate
  • 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
  • Check policies, market presentations and client documentation as appropriate in conjunction with colleagues in Mumbai
  • 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

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 GB Retail 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
  • Development of service plans that define the engagement and timing of engagement with the client
  • 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

The Requirements

  • Proven track record of delivering high levels of client service
  • Proven ability to service ‘volume’ business to SME businesses in the UK
  • 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’s needs
  • Knowledge of Willis Towers Watson’s products and services
  • 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
  • Working knowledge of Retail industry   

Equal Oppotunity Employer

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