Kam has worked at Domestic and General for over 9 years but has over 20 years’ experience in winning new prospect clients within a range of sectors. He talks about his role, shares his insights and what life is like for him at D&G.
Kam, tell us a little bit about you?
I am the Sales Director for Domestic & General. I have over twenty years of experience in winning new prospect clients along with strategically managing and developing existing client relationships in the insurance, financial services, and warranty sector.
Outside of work, I am married to Kally and live in Berkshire and have three wonderful children, Kiran, Arjun and Aman.
What has your journey been like up until now? What brought you to D&G?
After graduating, I joined General Electric (GE) and started my career in the client management team working in the Banking and Motor Financial Services and soon after joined the new GE travel insurance team managing global brands, where I began to learn my trade in terms of winning new travel insurance prospect accounts.
My career took an upward leap as I was headhunted and asked to join Aon now known as The Warranty Group (TWG). I worked at Aon/TWG for 11 years, firstly to manage their retail & mobile phone and insurance accounts and grow this sector and then became Business Development Director responsible for all accounts and winning new prospects.
This is when D&G became my next opportunity. I was approached by senior members of the D&G executive team to join the business.
What does a typical day (if that still exists) look like for you?
In my world, there is no such thing as a typical day. I do like to structure and plan my days/weeks in advance such as prospect, client and internal meetings.
However, in my world, there are always additional items that arise such as prospect or client opportunities that need to be progressed or challenges that have arisen which need to be resolved therefore, making each day unique.
You work a lot with our partners, how has that been or changed over the last year?
For me, it is about building relationships. People buy from people. Therefore, developing trust, rapport, understanding and ensuring that you have jointly agreed objectives (5 to drive) is key with our client partners.
It is very easy for our relationships to become functional, and we need to work hard to ensure that we develop this trust with our clients so that we can grow and develop the business.
In terms of prospects, this has been very challenging as you are trying to develop relationships with prospects without the ability to be able to meet them in person.
What has been your proudest/happiest moment since working here?
From a personal perspective, it has to be winning prospects. The time, energy, sweat and tears you put into them makes it so rewarding when you are appointed as the new warranty provider.
From an existing client perspective, it is launching exciting new products, renewing contracts and watching the client grow their business. Again, this can involve tough conversations and persistence, so it makes me proud when clients want to continue working with D&G.
From a managerial perspective developing my teams with their goals and objectives is always a proud moment for me. Seeing team members grow and develop and progress within the client management function or internally within other departments within the business.
We have recently brought on some new partners, what does that mean for our customers?
This is brilliant for our customers as we can successfully launch programs for our partners customers which provides the highest standard of service both through our contact centres and digitally a very reasonable price.
Bringing on new partners means that both D&G and our client’s customers can benefit from the great services that we have to offer such as expert repairs, full product coverage and multichannel account management.
Lastly... you can invite 3 people to a dinner party (dead or alive) who would they be and why?
- Cristiano Ronaldo - Great ambassador of his sport making many sacrifices and always looking to lead by example and having the extra commitment to achieving success… but most importantly to discuss football, his professionalism and desire to be the GOAT (greatest of all time).
- Kamala Harris – 1st Lady Vice President- it would be good to discuss what drove her to want to take on a very male-dominated world, amid diversity and challenges she may face.
- Nelson Mandela - As I am a driven and passionate person, I would love to talk to him about how he remained focussed and determined in captivity and overcome adversity, what kept him going and what his reflections would be.
And for those of you that are interested, I would be serving a variety of cuisine to suit everyone’s tastes complemented by wine!