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Head of Major Accounts Division
2 weeks ago
**Key Objectives**
This position is responsible for:
- Overall responsibility for Major Accounts Division (‘MAD’)
- Driving the company’s business direction, strategy and profitable growth for all product lines through the MAD
- Formulating and implementing business plans & strategies together with the product line and distribution channels to achieve the overall company’s objectives
- Leading all key client relationships, client servicing, and Stewardship meetings with key clients
**Major Duties & Responsibilities**
- **Financials**:Establish and execute strategies to meet MAD financial plan to achieve the overall financial objectives of the P&C Division. Own the country MAD P&L. Drive profitable growth. Accurately Forecast MAD renewal and new business numbers, rate change and retention. New business focus is key. Ensure timely and accurate reporting as required.
- **Leadership**:Set annual objectives/KPIs for MAD UWs, and lead, develop, engage and retain UWs to maximize performance. Manage UWs’ day to day activities, and liaise with P&C Product Line Managers and other Division Heads to deliver profitable growth, and ensure acceptable service standards are achieved
- **Market identification & Appetite Mapping**:Map market opportunity and universe of major accounts against Chubb targets and appetites across all product lines and produce and execute resulting business plans.
- **Pipeline Generation & Management**:Develop and Manage a comprehensive MAD pipeline, Coordinate and drive the sales strategy for target accounts across all lines of business by leading regular MAD production meetings. Develop a culture of cross-selling between lines of business to increase product and client penetration rates within P&C Division and across other business divisions. Develop and execute cross sell SOP’s to embed cross sell culture, track performance and adapt strategy accordingly to maximize success.
- **Distribution Management**:Identify and foster key broker/agent relationships to access the decision makers, develop strategic plans together with each of these partners to promote growth and plan ahead. Work in parallel with Product Line Managers and other Division Heads to promote strong multi-line prospecting culture.
- **Market Visibility and Messaging**:Promote MAD’s full suite of products and services and value proposition. This will include working with the Claims team to develop both quantitative and qualitative claims data/report to deliver best of class Claims Service Excellence. Educate clients and brokers on Chubb’s appetite, market conditions and strategy by LOB and deliver appropriate message.
- **Market and Competitor Intelligence**:Know the marketplace and understand competitive landscape, working with internal stakeholders to ensure strategies are most appropriate to meet opportunities.
- **Data management**:Ensure accuracy of country universe of accounts within the various databases.
- **Client Management and Servicing**:Manage client service standards and expectations and communicate to internal stakeholders. Initiate more effective usage of risk engineering and claims relationship managers
- **Stewardship Meetings**:Host focused discussions outside of renewal negotiations for key clients with expansion opportunities, nurturing key client relationships in order to maintain their business over the long term
- **Internal Engagement**:Coordinate and lead our internal stakeholder collaboration for Major accounts, ensuring strong teamwork, consistency and strength of messaging and oversight of multi-line of business referral coordination in order to present one-picture, one-proposition, ensuring the best of Chubb is put forwards from the outset.
- **Compliance**: To ensure that the Company’s business is conducted with full compliance with all Group policies, relevant laws, rules and regulations
**Required Skills**:
- Business acumen: Strong understanding of products, risk appetite and niches
- Proven ability to seek out new distribution sources
- Track record of high achievement in a team-based and results-oriented culture
- Strong communication skills: To assure healthy exchange of information & impediments
- Ability to effectively interact with brokers, clients and internal stakeholders at all levels
- Possess or quickly obtain knowledge of Chubb’s global capabilities and financials and ability to communicate that information to existing or new customers at all levels
**Desired Qualifications**
- 8-10 plus year’s insurance industry experience; preferably in a global account management or underwriting capacity (though not required) with good client and broker interaction experience
- Excellent sales/marketing, relationship management and negotiation skills
- Demonstrated ability to provide leadership to people and process in pursuit of business objectives
- Undergraduate degree required
