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Client Relationship Manager
2 months ago
We are seeking a highly skilled and experienced Client Relationship Manager to join our team at AXA XL Ltd. As a Client Relationship Manager, you will be responsible for nurturing and cultivating long-term client relationships with strategic accounts, building on your deep understanding of the market and robust internal networks to support clients holistically across their end-to-end experiences.
Key Responsibilities- Know Your Client Holistically: Understand client's business, strategic priorities, industry trends and risks they face. Develop proactive client insights and themes to take to clients. Understand the underwriting appetite and how it could support client needs. Assess and manage business growth and development opportunities. Set and track growth and profitability targets at the account level. Design strategy and action plan to achieve business goals and drive account plan execution. Coordinate account team effectively to ensure high productivity and lead effective meetings.
- Deliver What We Promise: Identify client service needs and customize service arrangements that manage client needs vs. AXA XL cost to serve. Identify and navigate appropriate resources and teams within AXA XL and across regions on behalf of clients. Remove roadblocks for account team and clients. Set resolution plan to address 'at risk' client issues and escalate as required. Partner with the brokers to address service-related topics.
- Bring Relevant Products & Solutions to Clients: Proactively identify growth opportunities. Support the cross-sell process to increase product density. Engage clients in risk dialogues to identify their needs and translate them into the right product and service propositions. Craft proposals, network internally, and collaborate with account teams to shape pitches. Co-innovate with clients, brokers, and account teams to bring unique services beyond the policy to clients. Influence deal terms to balance profitability with client needs and position AXA XL to win Lines of Business (LoBs). Deepen broker relationships to understand where business is placed.
- Foster Long Term Relationships: Manage client relationships and know how to collaborate with the account team to meet client expectations. Gather and act on client feedback and pursue continuous learning opportunities. Create relationship maps and manage engagement with key stakeholders. Understand client's buying centers, and how decisions are made. Conduct stewardship meetings. Invite relevant clients to flagship events, executive sponsor program, and local/regional client council program.
- Business: Commercial Acumen / Relationship Building: Engages with c-suite executives and brokers, manages stakeholders and conflict, and negotiates for client interests. Business & Insurance Acumen: Demonstrates a comprehensive knowledge, and expertise in the core principles, practices, and dynamics of the insurance industry within the broader context of business. Marketing & Communication: Understands the audience and tailors positioning of communication based on analysis of audience. Financial Acumen: Understands and applies insurance financial principles, assessing impacts on bottom-line and P&L. Data-Driven Decision Making / Strategic Solutioning: Simplifies complex issues, creates solutions, and uses data to support decision-making
- People: Customer Centricity: Places customers first; understands and addresses customer needs, while also considering the interests of other stakeholders; ensures customer needs are met to drive business success. Leadership People Skills: Empowers others, influences change, inspires with vision, and leads teams to ambitious, collaborative goals. Cross-Functional Collaboration: Leads teams; fosters teamwork; creates opportunities. Build trusted relationships with internal team members. Emotional Intelligence /Cultural Awareness: Reads the room and adjusts approach based on people dynamics and cultural differences.
- Technical: Business Planning: Set targets, objectives, action plans and manages / monitors action items. Industry and Market Knowledge: Understands the inner workings of their client's businesses and the industries they operate in. Technical Product Expertise: Knowledge of global insurance functions and growth trends, using technical expertise to advocate for client needs in solution design.
