Summary:
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.
The Role:
1. Understand, apply and where necessary explain the BU policies and procedures
2. Identify primary budget holders and decision makers within clients, establish and maintain active relationships with these people
3. Provide technical, industry and subject matter expertise where required
4. Liaise with clients and build strong relationships
5. Grow existing portfolio by identifying new new, and/or existing opportunities
6. Lead and deliver the end to end ongoing client service, adhering to standardised policies, procedures and service standards
7. Support the BU in accurate budgeting, forecasting and tracking of revenue
8. Deliver high levels of client service in line with standard operating procedures
9. Manage client pricing to ensure each client meets agreed target profitability levels
10. Proactively develop appropriate solutions and proposals for clients to ensure optimum client retention rates
11. Communicate effectively with clients, associates, markets and others where appropriate to maximise service delivery levels
12. Development of service plans that define the engagement and timing of engagement with the client
13. Manage KPIs/SLAs to ensure targets are met
14. Ensure adherence to Group policies, procedures and all regulatory requirements
15. 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
16. Responsibility for supporting the drive of the sales process and business area practice activity in relation to winning, retaining and developing profitable new clients
17. 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
18. Respond quickly and accurately to new business introductions
19. Actively identify opportunities to work with colleagues across the business to capitalise on account penetration and cross selling opportunities
20. Develop and maintain knowledge of relevant products and services offered by Willis Towers Watson
21. Networking – internally with other BUs, within the sector, and with external specialists (lawyers, TPAs, insurers).
22. Work closely and maintain working relationships with key market contacts (and the Business leads) as required
23. Ensure transparency of agency and other commitments made to carriers and clients
24. Manage compliant processing of contracts as per FCA and contract certainty requirements
25. Assist with loading of data into the relevant Willis Towers Watson Systems
26. Check policies, market presentations and client documentation as appropriate
27. 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
28. 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
29. Ability to understand a client or prospect’s business, situations, opportunities, problems and key issues
30. Ability to manage relationships and negotiate placement with the insurance market
31. Prepare client and prospect presentations considering the impact of client profitability
32. Work with Sales Team in determining appropriate solutions and structuring and pricing the deal
33. Identify appropriate markets and determine placing strategy
34. Create and grow relationships with underwriters in London and international markets
35. Experience in pricing and designing conceptual programmes
36. Participate in information gathering exercises
37. Ensure ongoing compliance with Willis Towers Watson guidelines and procedures
38. Ensure good relationships and communication with other Willis Towers Watson colleagues
39. A thorough understanding and an expert real time user for all relevant systems
40. Support the overall operational governance and decision making process for BU
41. Support management and Willis in the management of risks applicable to BU
42. Any other duties commensurate with position or level of responsibility
43. Maintain relevant qualifications required for the role