Account Director - Head of Construction

Responsible for a large portfolio of clients with accountability for the retention of those clients and for new business development. Develop and manage a team to allow for the growth of the GLOB and Retail Division within Ireland and be responsible for targeting and converting prospects. Align development to WTW “smarter way to risk” strategy and to engage proactively with our GLOBs to identify opportunities for WTW Ireland.

The Role

Client Relationship Management

• Understand the clients’ business and their risk management needs and look for solutions to deliver those needs through the provision of ongoing service.
• Identify primary budget holders and decision makers within clients, and establish and maintain active relationships with these people.
• Provide technical, industry and subject matter expertise where required.
• Draw on expertise within specialist technical teams within Risk & Broking Division and across the WTW Group for clients as required.
• Determine appropriate solutions, structure, price and placement strategies that meet the clients’ needs and deliver profitable business for a range of clients.
• Grow existing portfolio by identifying new from existing opportunities.
• Work alongside (and provide direction as appropriate) to WTW Client Service Advisors, Client Services Executives, Claims Advisors, and the wider service team.

Business Development

• Actively support and drive the sales process within the GLOB and Retail division with a view to winning, retaining and developing profitable new clients.
• Develop and maintain a pipeline of prospects including research, initiation of contact, meetings, responding to RFPs, new business presentations, accurately maintaining WTW CRM database in order to create and convert sales opportunities.
• Respond quickly and accurately to new business introductions.
• Actively engage with WTW GLOBs for business development strategies and support.
• Actively identify opportunities to work with colleagues across WTW businesses (LOBs) to capitalise on account penetration and cross selling opportunities.
• Develop and maintain a detailed knowledge of products and services offered by WTW.
• Networking – internally with other Business Units, within the sector, and with external specialists (lawyers, TPAs, insurers).
• Explore opportunities for the development of additional offerings to clients falling within the Construction LOB and other GLOB’s, e.g. Marine, Engineering.

Placement Management

• Work closely and maintain working relationships with our key insurance market contacts as required.
• Ensure transparency of agency and other commitments made to carriers and clients.
• Ensure accurate loading of data to the relevant system within agreed time and quality standards.
• 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 and markets for the specific client segment of the business.
   

Operational and Service Delivery

• Lead and deliver the overall client service experience, adhering to standardised policies, procedures and service standards.
• Support the Business Unit in accurate budgeting, forecasting and tracking of revenue.
• Deliver high levels of client service in line with company standard operating procedures for client activity.
• Manage client pricing to ensure each client meets agreed target profitability levels.
• Proactively develop appropriate solutions and proposals for clients to ensure optimum client retention rates.
• Communicate effectively with clients, associates, markets and others where appropriate to maximise service delivery levels.
• Development of service plans that define the engagement and timing of engagement with the client.
• Manage KPIs/SLAs to ensure targets are met.
• Ensure adherence to Group policies, procedures and all regulatory requirements.
• Provide feedback on corrective action required to retain clients or enhance process performance, actively supporting the implementation of any actions that are put in place.

The Requirements

• 5+ years experience working as an Account Executive/Corporate Broker/Client Service Executive or similar role
• ACII qualified.
• Willingness to travel to other WTW locations as required.
• Proven track record of delivering high levels of client service.
• Good practical knowledge of account development and appropriate tools to achieve this aim.
• Experienced knowledge of general insurance markets in order to deal effectively with client and company needs.
• Experience in new business sales process.
• Skilled at building effective relationships, at all levels, with clients, prospects, associates, insurers and external specialists.
• Ability to represent WTW with integrity and credibility.
• Excellent communication, negotiation and influencing skills.
• Experience of working with and adhering to processes and systems to support client service delivery.

Equal Opportunity Employer

WTW are an inclusive employer and welcome applications from people of all backgrounds and abilities. Please let us know if you require reasonable accommodation or support during any stage of the recruitment process and we will do our upmost to accommodate you.