Reporting to: TBC [Chris Morgan], Group Protection Dept.
As the Head of Key Accounts you will be responsible for managing a team of Key Account Managers, who are responsible for developing strong, sustainable and profitable relationships with major Employee Benefit Consultancies.
You will be a key player in the sales management structure, responsible for developing the skills of Key Account Managers, determining key account strategy, overseeing and driving activity as agreed in the key account plan, and driving sales and client retention activity. You will act as a point of escalation for your team, and will be skilled in navigating internal underwriting and servicing teams to get things done. You will also be personally responsible for managing one key account, with your own sales, retention and engagement targets to hit.
You must be a driven, self-starter, with extensive experience managing key accounts within the group risk and/or healthcare marketplace, and established and proven management skills. You must also have the desire to build a market leading team working with a challenger insurer brand in the sector.
Role location is flexible, although regular travel to London and nationally should be expected.
The Head of Key Accounts is...
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The Head of Key Accounts is a key member of the Group Protection Distribution team, therefore in this role you will need to:
Work with the Head of Department to determine Key Account strategy and review on a regular basis
Manage a team of Key Account Managers on a day to day basis, reviewing performance and identifying areas to improve skills
Oversee and drive team activity in accordance with the agreed key account plan
Coach Key Account Managers to help them identify new opportunities within their account(s) or help them develop new strategies and tactics to help improve the relationship
Coach, support and drive your team to ensure they hit their sales, retention and engagement targets
Support your team in large scheme quote negotiations, helping with tactics and initiatives to help differentiate our proposition and win the business
Provide a point of escalation to your team and navigate internal departments to negotiate and agree non-standard client requests
Step in to support a key account in the event of team holidays/absences, however this would be ad-hoc and you would otherwise not be expected to be directly involved in all key accounts
Manage one key account on a day to day basis. You will oversee and act as an escalation point for all account activity across both businesses, steering the overall relationship in accordance with the account strategy to maximise commercial benefit for the account and Ellipse
Conduct face to face meetings, presentations and events as appropriate to support your account
Lead technical sales and retentions for that key account, to include working with underwriters on technical aspects of the quote, while leading the negotiations of commercial terms.
Produce monthly management information for the Head of Department to track and monitor sales, retention and engagement targets across all key accounts.
Proactive self-starter, with the drive to hit and exceed sales targets
Takes initiative with positive and innovative solutions
Creative problem solver
Performs best under pressure
Able to motivate others to succeed
A people manager who coaches and empowers others
Always willing to learn, adapt and improve skills
Technical Skills and Expertise
Extensive experience and proven success in managing large key accounts in the group risk, protection and/or healthcare industries
Management experience, with proven success developing people
Proven and successful salesperson
Excellent group risk industry and product knowledge
Excellent communicator and relationship builder
Experience managing strategic relationships
Established network within the major employee benefit consultancies
Experience with multinational pooling business
Practical experience implementing large group income protection schemes
Experience building high performing teams from scratch
It has been and will continue to be the policy of American International Group, Inc., its subsidiaries and affiliates to be an Equal Opportunity Employer. We provide equal opportunity to all qualified individuals regardless of race, color, religion, age, gender, gender expression, national origin, veteran status, disability or any other legally protected categories.
At AIG, we believe that diversity and inclusion are critical to our future and our mission " creating a foundation for a creative workplace that leads to innovation, growth, and profitability. Through a wide variety of programs and initiatives, we invest in each employee, seeking to ensure that our people are not only respected as individuals, but also truly valued for their unique perspectives.