Account Executive

2 weeks ago

Durban, South Africa WTW Full time

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. In addition to supporting Broking Governance through the provision and analysis of appropriate Management Information, including carrier management and carrier business plans, competitor and market analysis, and PPL.

**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.
- Identify primary budget holders and decision makers within clients, establish and maintain active relationships with these people
- Draw on expertise within specialist technical teams within the BU and across the Group for clients as required
- Assist with and design program 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 WTW
- 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 South Africa and international markets
- Ensure compliant processing of contracts as per FCA and contract certainty requirements
- Check client documentation and market presentations, as required
- Design program 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 optimization 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
- Proactively develop appropriate solutions and proposals for clients to ensure optimum client retention
- Communicate effectively with clients, associates, markets and others where appropriate to maximize service delivery levels
- Lead and deliver the end to end ongoing client service, adhering to standardized 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 maximize 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 WTW 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 WTW in the management of risks applicable to BU
- Maintain relevant qualifications required for the role

Broking Governance
- Ability to use MI to identify trends and act on these in the interest of the client
- Provision of performance analytics and data interpretation, identify resulting opportunities and areas for improvement
- Develop a deep and qualified understanding of business strategy, underwriting appetite and capabilitie

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