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Director - Client Relationship Management

2 months ago

London, Greater London, United Kingdom WTW Full time

Director - Client Relationship Management

A key leadership role in WTW's global Marine business, one of the most long-established and respected Marine teams in the market. Offering significant personal growth and promotion opportunity alongside the expansion and development of the global business.

The Role

Joining a Marine team of 200 in the UK and 650 globally, this will be a rewarding role leading WTW's Special Risks division in London. The candidate will be required to work with key stakeholders to evolve the current strategy and operation, focusing on high levels of client and colleague retention whilst executing a robust growth pipeline for both client and people.

With the investment focus targeted on high margin specialty areas, the Head of Special Risks will accelerate the development of WTW's proposition in this line of business - delivering exceptional solutions, advisory & service to clients and establishing the team as the team of choice for clients, markets and brokers.

Ability to integrate WTW's Risk Analytics and data capabilities within our client / market offer – critical.

Values of Client Focus, Excellence, Integrity, Teamwork and Respect – critical.

Client Portfolio Management and Retention


• Establish a strong understanding of our global Marine team and capabilities, to maximise client value and deliver the advantages of our proposition


• Develop strong relationships with clients, understanding their insurance needs and ensuring that these are fulfilled


• Understand changes in client circumstances to ensure that the cover provided continues to match their needs


• Where a client's needs cross over into other specialties, liaise with other WTW divisions to ensure a consistent approach and experience


• Draw on expertise within specialist technical teams within the BU and across the Group for clients as required


• Provide technical, industry and subject matter expertise where required


• Identify primary budget holders and decision makers within client organisations, establish and maintain active relationships


• Determine appropriate solutions, structure, price and placement strategies that meet clients' needs and deliver profitable business growth

Growth


• Ensure we're maximising our value to clients, based on a close understanding of client need and best interest


• Develop and drive an active pipeline of prospects, in conjunction with team


• Grow existing portfolio by identifying new from existing opportunities; actively identify opportunities to work with colleagues across the business to capitalise on account penetration and cross selling opportunities


• Encourage new business referrals and recommendations from existing clients


• Actively drive the sales process and business area practice activity in relation to winning and developing profitable new business

Placement Management


• Work closely and maintain working relationships with the market


• Ensure transparency of agency and other commitments made to carriers and clients


• Ensure compliant processing of contracts as per FCA, CEM and contract certainty requirements


• Check policies, market presentations and client documentation as appropriate


• Design programme and pricing structures to best meet the client's needs based on knowledge of the client, the insurance market and industry sector proposition


• Deliver optimisation of revenue from new and existing clients through the use of the full range of appropriate placement channels, facilities and markets for the specific client segment of the business

Operational


• Always operate within the business procedures and requirements


• Communicate effectively with clients, associates, markets and others where necessary to maximise service delivery level

The Requirements


• Good knowledge and understanding of the Marine insurance market, both UK and internationally


• Preferably educated to degree level or relevant industry experience


• Strong skills in management and leadership


• Strong communication, negotiation and influencing skills


• Strong skills in problem solving, planning and budgeting

At WTW, we believe difference makes us stronger. We want our workforce to reflect the different and varied markets we operate in and to build a culture of inclusivity that makes colleagues feel welcome, valued and empowered to bring their whole selves to work every day. We are an equal opportunity employer committed to fostering an inclusive work environment throughout our organisation. We embrace all types of diversity.