Job Description
The Account Director is responsible for managing major or complex commercial clients while providing people leadership within the regional sales function. In addition to leading strategic client relationships and driving portfolio growth, the role supports the Regional Director of Sales in delivering regional revenue targets, developing capability and embedding sales strategy.
The Account Director plays a key role in mentoring colleagues, driving performance standards and contributing to regional planning. The role sits between the Regional Director of Sales and the Account Executives, combining personal revenue accountability with leadership influence.
Key Responsibilities:
Strategic Client Management
* Develop and maintain strong, strategic relationships with major and complex clients.
* Lead account planning and renewal strategy, ensuring proactive and consistent client engagement.
* Provide expert advice, ensuring client expectations are met or exceeded.
Growth & New Business
* Identify and convert new business opportunities through professional networks and referrals.
* Drive cross-sell and upsell activity across the allocated portfolio.
* Build and maintain a strong pipeline, delivering high-quality proposals and presentations.
Collaboration
* Ensure accurate and complete handovers from Account Executive to Operations.
* Work closely with Broking Operations to ensure smooth and effective service delivery.
* Share relevant market insight and client intelligence internally to support wider business objectives.
People Leadership & Regional Support
* Support the Regional Director of Sales in executing regional strategy and delivering sales performance.
* Provide mentoring and coaching to Account Executives and wider team.
* Act as a role model for sales excellence, client management standards and compliance.
* Support onboarding and development of new team members.
* Contribute to performance discussions and capability development planning.
* Promote collaboration, knowledge sharing and positive team culture across the region.
Compliance & Documentation
* Maintain accurate client records in line with regulatory requirements and Consumer Duty expectations.
* Ensure all client recommendations are clear, compliant and appropriately documented.
Key Performance Indicators (KPIs)
* Revenue growth across allocated portfolio
* Retention of major accounts
* Net Promoter Score (shared KPI)
* Quality of handover to Operations (shared KPI)
* Pipeline development and conversion rates
Attributes, Skills & Qualifications
We welcome applications from individuals who meet the essential criteria through relevant experience or transferable skills. Additional desirable skills, attributes, or qualifications will be considered an advantage. We are committed to fostering a diverse and inclusive work environment and encourage candidates from all backgrounds and experiences to apply.
Essential:
* Proven track record of managing mid-market or complex commercial clients.
* Strong knowledge of commercial insurance products and market dynamics.
* Demonstrable experience in negotiating and influencing at senior decision-maker level.
* Experience mentoring, coaching or informally leading colleagues.
* Ability to develop and execute strategic account plans.
* Strong pipeline management and new business development capability.
Desirable:
* Chartered Insurance Institute (CII) qualifications or working towards ACII.
* Experience managing sector-specific or large, multi-risk programmes.
* Experience supporting performance management or talent development discussions.
* Experience mentoring or supporting junior colleagues.
Key Attributes:
In addition to technical knowledge and experience, we’re looking for individuals who demonstrate:
* A consultative and strategic approach to client relationships.
* Strong commercial awareness and business acumen.
* Excellent communication and presentation skills.
* High levels of professionalism and integrity.
* Collaborative working style with a focus on shared outcomes.
* Resilience, drive and accountability for results.