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Lead Client Relationship Manager
2 months ago
Position Summary
The Lead Client Relationship Manager plays a pivotal role in fostering and nurturing client partnerships, which involves spearheading strategic planning and implementation. This position entails stewardship of the E365 Service framework, engaging specialized resources, and overseeing pricing and profitability initiatives. The Lead Client Relationship Manager orchestrates the deployment of Willis Towers Watson resources to deliver cohesive service and placement tailored to the client's insurance and risk management requirements. This role serves as the primary Relationship Management representative for designated accounts, establishing a robust connection with the client's operations and a comprehensive understanding of their sector. Consequently, this relationship evolves into a strategic alliance with key client decision-makers. The Lead Client Relationship Manager is ultimately accountable for client retention, profitability, and the successful delivery of all outcomes for their assigned clientele. This position also focuses on maximizing revenue from current clients, necessitating comfort with account expansion and upselling strategies. Additionally, the Lead Client Relationship Manager will oversee RFPs, presentations, and pitches. As a senior member of the organization, responsibilities will also include:
- Mentoring colleagues
- Serving as a Subject Matter Expert in specific business lines
- Leading team initiatives
Key Responsibilities
- Maintain and enhance existing client relationships, recognized as the primary contact for client interactions.
- Contribute to the identification of new business opportunities and develop prospects with current clients.
- Lead the RFP response process, including resource coordination and document ownership.
- Collaborate with sales and broking teams to stay informed on market trends.
- Develop a thorough understanding of the client's industry, business objectives, and needs.
- Provide strategic consulting and planning advice, monitoring insurance and risk management requirements in conjunction with Willis Towers Watson resources.
- Oversee the creation and presentation of the E365 Plan and Client Stewardship report.
- Identify and integrate internal resources to enhance the client experience.
- Guide and mentor team members in account management.
- Maximize the profitability and retention of the assigned client portfolio.
- Negotiate and establish fee structures with clients.
- Collaborate with Broking to inform the design and strategy of the client's insurance program.
- Drive the renewal process and implement client-specific renewal strategies.
- Ensure compliance with legal, regulatory, and policy requirements.
- Perform additional duties as necessary to ensure an exceptional client experience.
- Essential Skills
- Minimum of 10 years of experience in commercial Property & Casualty in a client-facing capacity or proven ability to fulfill role responsibilities.
- Proficient in analyzing coverage forms and identifying coverage gaps.
- Ability to interpret and present analytical models effectively.
- Strong relationship management skills to leverage internal and external resources.
- Negotiation skills to develop innovative solutions and drive consensus.
- Business acumen with knowledge of strategies and solutions relevant to clients.
- Familiarity with the commercial insurance renewal process.
- Proven business development capabilities.
- Excellent verbal and written communication skills, including group presentation abilities.
- Strong project management skills for overseeing complex projects.
- Ability to advocate for change and provide clear guidance to teams.
- Receptive to feedback with strong critical thinking and problem-solving skills.
- Intellectual curiosity to foster innovative ideas.
- Proficient in Microsoft Office and relevant online tools.
- Must maintain a Property & Casualty insurance broker license and complete ongoing education as required.
- Preferred insurance industry designations (CPCU, ARM, CIC, CRIS, CRM) are advantageous.
Base salary range and benefits information for this position are provided in accordance with state/local pay transparency legislation. Compensation may vary based on factors such as location, individual competencies, and experience.
Salary
The base salary range for this role is $275,000 - $320,000 USD annually, with eligibility for an annual short-term incentive bonus.
Company Benefits
Willis Towers Watson offers a competitive benefits package, including:
- Health and Welfare Benefits: Medical, Dental, Vision, Health Savings Account, Flexible Spending Accounts, Life Insurance, and more.
- Leave Benefits: Paid Holidays, Annual Paid Time Off, Short-Term and Long-Term Disability, and other leave options.
- Retirement Benefits: Contributory Pension Plan and 401k Savings Plan.