Account General Manager

Serves as the overall account lead (single point of contact) for numerous, large named accounts in an assigned country, geographic territory and/or industry; understands a client’s key business and IT challenges and requirements and is focused on driving value for the client, while maximizing revenue and margin for the company. Specializes in a value or volume specialty with focus on growing the base business, complex solutions, and new business opportunities. Accounts may be managed remotely. These jobs focus on account planning, upselling with the support of sales executives, renewal and account management.

**Responsibilities**:

- Assists executive management with the strategic planning for assigned accounts. Leads the annual planning and growth productivity framework processes to develop and deliver results. Acts on defined strategy for account relations and implements processes to engender one company brand and view to the account. Partners with leaders and teams across the organization to improve and/or redefine processes for result.
- Manages account profit-and-loss including achieving revenue goals and profitability targets.
- Acts and makes informed decisions based on data against key metrics. Ensures that metrics are in place to measure key outcomes and oversees formulation of processes/standards to achieve productivity and revenue objectives for assigned accounts. Ensures appropriate financial structure and oversees the use of resources.
- Leads execution of business plans and standardized processes, including planning and implementation of operations, personnel, marketing, customer service and accounting programs and initiatives; monitors to ensure consistency and efficiency across appropriate groups.
- Reviews and reports on the operational and financial health of assigned accounts including overview of staffing, workflow, volume and other key financial metrics for presentation of findings and recommendations to senior management. Creates and executes improvement strategies.
- Manages responsiveness to customers and identifies areas for improvements in service, staffing and operations that will increase customer satisfaction.
- Manages, develops and oversees budget; ensures activities are appropriately funded, coordinated and managed according to the guidelines/constraints of resource allocations. Oversees and manages expenditures related to business/accounts. Balances cost savings with needs of the department.
- Ensures department resources are properly allocated. Maintains open communication between employees and management, with direct intervention as appropriate.
- Builds strong professional relationships with key IT and business executives, including C level Executives within the Insurance industry.
- Advocates for client needs in negotiating solution sales and troubleshooting delivery issues.
- Analyses client industry and competitive research and information to facilitate rich client dialogue.
- Focuses on generating new business and builds, monitors, and manages sales pipeline activity.
- Responsible for achieving/managing quarterly, half yearly, annual quota and/or margin.
- Ability to implement margin recovery activities/strategies.

**Education and Experience Required**:

- Prior account management and selling experience includes multiple, diverse set of selling responsibilities.
- 15+ years of experience sales and account management
- 5 years account management experience of Insurance core systems.
- Understand Insurance offerings to the industry for the territories being covered.
- Experience in account management and sales in Core Insurance administration system covering Life, General Insurance, Group, Pensions and Reinsurance
- Sales to the Insurance industry for the following (and not limited to) products and services to insurers in designated territory
- Core Insurance administration system covering Life, General Insurance, Group, Pensions and Reinsurance
- Point of Sale and Mobility solutions
- Business Analytics
- Application Management Outsourcing
- Imaging and Document Managing: License sales of DXC partner solutions and services
- Integration Services around front end / Backend e.g. Portals and Middleware Infrastructure Services
- Must have proven track record in services sales/account management.
- University or bachelor’s degree; Advanced degree or MBA preferred.

**Knowledge and Skills**:

- Knows how to motivate partners to sell our solutions.
- Have excellent time management skills and presentation skills. Is the go-to expert for the technology or solution being presented.
- Strong high-level customer management relationship building, especially working with executives in lines of business, and sometime board level.
- High level of negotiation skills at high level customer management.
- Adept at advanced sales negotiations and positioning solution value under pricing pressures from customer IT and procurement professionals. - proactive presentation of value solut