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Head of Major Accounts Division

4 weeks ago

Singapore Chubb Ltd. Full time

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 plans and 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 changes, and retention. Focus on new business. Ensure timely and accurate reporting as required.
  • Leadership: Set annual objectives/KPIs for MAD underwriters, and lead, develop, engage, and retain them to maximize performance. Manage day-to-day activities of UWs, and liaise with P&C Product Line Managers and other Division Heads to deliver profitable growth and ensure service standards are met.
  • Market Identification & Appetite Mapping: Map market opportunities and universe of major accounts against Chubb targets and appetites across all product lines, and develop and execute corresponding business plans.
  • Pipeline Generation & Management: Develop and manage a comprehensive MAD pipeline. Lead regular MAD production meetings to coordinate and drive sales strategies for target accounts across all lines of business. Foster a culture of cross-selling within the division and across other divisions, developing SOPs, tracking performance, and adapting strategies to maximize success.
  • Distribution Management: Identify and develop relationships with key brokers/agents, creating strategic plans to promote growth. Work with Product Line Managers and other Division Heads to promote a multi-line prospecting culture.
  • Market Visibility and Messaging: Promote MAD's products, services, and value proposition. Collaborate with the Claims team to develop claims data and reports to deliver excellent claims service. Educate clients and brokers on Chubb's appetite, market conditions, and strategies by line of business.
  • Market and Competitor Intelligence: Understand the marketplace and competitive landscape, working with internal stakeholders to ensure strategies are aligned with opportunities.
  • Data Management: Ensure the accuracy of account databases.
  • Client Management and Servicing: Manage client service standards and expectations. Enhance the use of risk engineering and claims relationship managers.
  • Stewardship Meetings: Host discussions outside of renewal negotiations for key clients, nurturing relationships to retain their business long-term.
  • Internal Engagement: Lead collaboration among internal stakeholders for major accounts, ensuring consistent messaging and coordination across lines of business.
  • Compliance: Ensure all business activities comply with Group policies, laws, rules, and regulations.
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