Job Description
Strategic account management focused on driving profitable, long‑term relationships across Crawford’s key client panel. This role is responsible for maximising revenue, identifying opportunities, and promoting cross‑selling and collaboration, while strengthening Crawford’s market presence and maintaining its reputation for delivering high‑quality services and products. The purpose of the position is to implement the strategy for effective management of the Crawford‑nominated key client accounts within the UK and Ireland. The role can be seen as an "expert friend" building trust with internal and external stakeholders to deliver great outcomes for Crawford UK and Ireland and our client partners.
Responsibilities
* Establish close working relationships with Operational Business Heads and colleagues throughout the business.
* Act as the interface between the client and Crawford.
* Liaise with the wider Sales and Marketing team in responding to new business opportunities and preparing tender documentation.
* Create appropriate presentations and seminar material and deliver regularly to the market.
* Forge a close relationship with appropriate professional bodies in order to facilitate growth.
* Profitably price, design and implement claims programmes in conjunction with Operations and Finance to meet key client needs.
* Successfully deliver all renewal opportunities across allocated panel.
* Identify all cross‑selling opportunities across all product lines & GSL.
* Ensure that Crawford service delivery is aligned to client requirements and performance expectations.
* Act as a client champion and develop effective relationships with stakeholders including clients, internal customers, strategic partners and external communities, fostering collaborative stakeholder management focussed on continuous improvement.
* Ensure full implementation of Salesforce (including key client updates onto Salesforce).
* Promote and aspire to integrate the Crawford Customer First methodology with key clients to further drive the ‘partnership’ philosophy.
* Develop strategies to increase ‘share of wallet’ and achieve profitable growth in revenue.
* Deliver all key client audit requirements.
* Ensure that accurate and current key account data is maintained and is available; interrogate and critically analyse data to identify areas for improvement and take positive action to deliver improvement.
* Promote the Company ethics and values, adhere to policies and procedures, focus on what matters to the customer and promote client brands.
Qualifications
The role will encompass working across all operational areas, facilitating the client requirements and interfacing between all clients and Crawford employees.
Job holder must ensure that his/her behaviours actively demonstrate the Company’s RESTORE values: Respect, Empowerment, Sustainability, Training, One Crawford, Recognition and Entrepreneurial spirit.
* Demonstrates a desire to continuously improve self and others by communicating, sharing, listening and exchanging information and knowledge at all levels.
* Builds and maintains positive working relationships within own team, with colleagues across the business, and with key clients.
* Demonstrates an action‑oriented approach to understand and fix problems within the work.
* Remains calm under pressure – demonstrates a flexible and resilient approach.
* Ideally, degree level of education.
* Insurance qualification required e.g. ACII or ACILA.
* Proven sales experience and capability within the financial services sector.
* Existing senior management level relationships within the general insurance market sector.
* Comprehensive experience and success in insurer client relationship management.
* Comprehensive knowledge of the UK general insurance market.
* Detailed understanding of key client requirements; with high market profile.
* Achieving the management of ongoing new business wins through effective sales pipeline process: maximisation of cross‑selling opportunities across client base.
* Knowledge of technical claims adjusting.
* Knowledge and understanding of the role of the Financial Conduct Authority.
* Excellent analytical and decision‑making ability.
* Sound problem‑solving ability to recognise difficulties and take proactive measures to overcome issues.
* Solid relationship‑building skills.
* Well‑developed and effective communication and negotiation skills.
* Strong organisation / project management skills.
* Strong dispute resolution handling skills to manage disputes effectively / proactively.
* Solid financial literacy skills to analyse and interpret numerical data.
* Sound computer literacy skills to make effective use of a variety of ICT platforms and applications.
* Enhancing brand value and the internal culture by role‑modeling leadership behaviours.
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