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Account Director

Willis Towers Watson
Glasgow, Scotland, United Kingdom
Competitive Salary
Closing date
Jan 26, 2023

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Job Role
Contract Type
Full Time
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Glasgow, GBDecember 29, 2022
The Role

Responsible for a portfolio of clients and prospects with accountability for the retention of clients and new business development. The Account Director will manage and develop client relationships and grow the portfolio, including targeting and converting prospects.

Client Relationship Management
  • Understand the clients' business and their risk management needs and look for solutions to deliver those needs through the provision of ongoing service
  • Identify primary budget holders and decision makers within clients, establish and maintain active relationships with these people
  • Provide technical, industry and subject matter expertise where required
  • Draw on expertise within specialist technical teams within the BY and across the Group for clients as required.
  • Liaise with clients and build strong relationships
  • Determine appropriate solutions, structure, price, and placement strategies that meet the clients needs and deliver profitable business for a range of clients including large multinationals
  • Grow existing portfolio by identifying new from existing opportunities
  • Lead (not line manage) the supporting service team
  • Provide renewal documentation with the support of account executives and brokers
  • Maintain effective working relationships with loss management executives to effectively deliver clients needs

Business Development
  • Actively support the sales process in relation to winning, retaining, and developing profitable new clients
  • Develop and maintain a pipeline of prospects including research, initiation of contract, meetings, responding to RFPs, new business presentations, accurately maintaining CRM database to create and convert sales opportunities
  • Actively identify opportunities to work with colleagues across the business to capitalise on account penetration and cross selling opportunities
  • Maintain a detailed knowledge of products and services offered by Willis Towers Watson
  • Networking internally with other BUs, within the sector, with external specialists (lawyers, TPAs, Insurers)

Placement Management
  • Deliver optimisation of revenue from new and existing clients using the full range of appropriate placement channels and markets for the specific client segment of the WUK business
  • Work closely and maintain strong working relationships with the appropriate broking team and market contacts as required
  • Ensure transparency of agency and other commitments made by to carriers and clients
  • Ensure compliant processing of contracts as per FCA and contract certainty requirements
  • Ensure accurate loading of data into the system within agreed time and quality standards

Operational and Service Delivery
  • Lead and deliver the end-to-end ongoing client service, adhering to standardised policies, procedures, and service standards
  • Support the BU in accurate budgeting, for casting and tracking of revenue
  • Deliver high levels of client service in line with the standard operating procedures for client activity
  • Manage client pricing to ensure each client meets agreed target profitability levels
  • Proactively develop appropriate solutions and proposals for clients to ensure optimum client retention rates
  • Communicate effetely with clients, associates, markets and others where appropriate to maximise service delivery levels
  • Manage KPIs/SLAs to ensure targets are met
  • Ensure adherence to group policies, procedures, and all regulatory requirements
  • Provide feedback on corrective action required to retain clients or enhance process performance, actively supporting the implementation of any actions that are put into place

The Requirements
  • Preferably education to degree level or equivalent
  • Preferably with the addition of professional qualification of ACII or similar
  • Proven track record of delivering high levels of service to clients in the construction sector
  • Strong practical knowledge of account development and appropriate tools to achieve this aim
  • Experienced knowledge of insurance markets globally to deal effectively with client and Willis Towers Watson needs
  • Experienced at new business sales process and track record of converting prospects to clients (preferable)
  • Skilled at building effective relationships, at all levels, with clients, prospects, associates insurers, and external specialists
  • Experience in managing clients with global programs
  • Ability to represent Willis Towers Watson with integrity and credibility
  • Strong communication, negotiation and influencing skills
  • Experience of working with and adhering to processes and systems to support client services

Equal Opportunity Employer

As a leader in the marketplace, Willis Towers Watson offer exceptional opportunity for experienced pensions professionals in the role of Senior Pensions Administrator, taking on more advanced calculations and complex schemes (DB and/or DC) and an active role in mentoring
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