Client Partner
4 weeks ago
**Overview**:
- EXL (NASDAQ: EXLS) is a global analytics and digital solutions company that partners with clients to improve business outcomes and unlock growth. Bringing together domain expertise with robust data, powerful analytics, cloud and AI to create agile, scalable solutions and execute complex operations for the world’s leading corporations. EXL was founded on the core values of innovation, collaboration, excellence, integrity and respect creating value from data to ensure faster decision-making and transforming operating models. Key industries including Insurance, Healthcare, Banking and Financial Services, Media, and Retail among others.-
Role Title: Client PartnerBU/Segment: Insurance and Lloyds marketLocation: LondonEXL P&C is seeking an experienced Client Partner to steer growth across our strategic relationships.
Reporting to Head of Insurance, UK & Europe, the Client Partner is charged with maintaining and generating new business opportunities within an existing account portfolio of strategic P&C clients - carriers and brokers. This individual will be responsible for strengthening the existing relationships, understanding the common industry problems and business challenges our clients face and position EXL P&C’s capabilities.The Client Partner will successfully map the EXL P&C key solutions within domain, data, analytics and digital to the clients’ strategic objectives and expand revenue within their portfolio carrier and broker accounts. A consultative approach is necessary in which the Client Partner can understand the key drivers of each client stakeholder, develop an efficient strategy for presenting the value proposition that ultimately expand upon the overall value delivered and further strengthen the partnership.- ResponsibilitiesAccount Expansion
- Build and nurture a strong network and connect with CxOs in the assigned portfolio
- Work with operations/service delivery Managers to deliver annual revenue and gross margin goals and ensure client satisfaction result.
- Grow existing products and services including cross selling of additional offerings
- Orchestrate an external partnership network to deliver best in class solutions to client problems
- Invest time in developing a deep understanding of the client’s strategy and critical business challenges and maps this to a detailed account plan to expand existing services
- Identifies opportunities for growth through increased penetration of existing and new product offerings, competitive displacement and process improvement within portfolio
- Employs a highly disciplined approach to managing end-to-end sales process and pipeline within Salesforce CRM
Account Maintenance
- Set up and run, together with operations, regular Monthly and Quarterly Business Reviews with clients
- Performance - Ensure creation of and monitor monthly/quarterly published metrics, SLAs, and KPIs, discuss any deviances / concerns with internal areas (GMs / Operations / IT / Engagement Management / Compliance) and escalate internally as needed, communicate any resulting issues to client
- Handle, with General Counsel, amendments to SOWs for changes in business terms
- Identify, partner with, and cultivate relationships with stakeholders across functions and levels, including product team, General Managers, solutions and front-office leadership team
**Qualifications**:
- Minimum 10 years of experience in Client Partner or similar role, key experience of relationship management within the insurance industry, with a history of execution and overachieving sales targets
- Proven experience executing large, complex, deals through the sales cycle into a variety of insurance stakeholders, including complex insurance carrier and / or broker organizations.
- Deep understanding of Policy and Claim Operations, Analytics and Digital Operations/BPS including emerging data and technology solutions
- Strong understanding of underwriting and claim principles and cost drivers, and fluent with the changing landscape of insurance process delivery
- Bachelor’s degree from an accredited institution, graduate degree preferred
- Ability to travel
More reasons to join us:
- As part of a leading global operations management and analytics company, you can look forward to a competitive salary with generous bonus, private healthcare, critical illness and income protection insurance, and a rewarding pension.
At EXL, we offer a hybrid working model, which allows employees to live a balanced, healthy lifestyle while strengthening our culture of collaboration.
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