We have an excellent opportunity to join our Transport Practice as an Account Director. The role can be based in either our Ipswich or London offices and will be offered on a Hybrid basis.
Transport experience is not necessary – in fact we are ideally seeking an experienced Account Director with a generalist background, although we are also open to experienced Account Executives who are ready for a step up into an AD role.
We can offer the opportunity to join a large and diverse team of professionals working collaboratively toward a common goal with a focus on knowledge growth and personal development.
Within GB Retail, the Transport Practice specialises in providing great client service, risk and insurance solutions to a range of UK and Global corporate clients. These clients include passenger transport operators (for example, rail, bus, coach and airlines), providers of transport infrastructure (railway, roads, ports and airports) and businesses involved in logistics and haulage and distribution of goods.
The team has a very strong market reputation and expansion of the team is as a result of considerable growth during the past three years. We are seeking motivated candidates to help support our continued success over the longer term. If this is an environment that resonates, we would be delighted to hear from you.
The Role
Responsible for a portfolio of clients and prospects with accountability for retention of clients and new business development. You will manage and develop client and Willis Towers Watson relationships and grow portfolio within the business unit and will be responsible for targeting and converting prospects.
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.
• Understand, apply and where necessary explain the business unit policies and procedures.
• Identify primary budget holders and decision makers within clients, 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 the BU and across the Group for clients as required
• Liaise with clients and build strong relationships
• 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 the CSE service team
• Provide renewal documentation with the support of CSE and Brokers
Business Development
• Actively support the drive of the sales process and business area practice activity in relation 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 Willis Towers Watson CRM database in order to create and convert sales opportunities
• Respond quickly and accurately to new business introductions
• Actively identify opportunities to work with colleagues across the business to capitalise on account penetration and cross selling opportunities
• Maintain a detailed knowledge of products and services offered by Willis Towers Watson
• Networking – internally with other BUs, within the sector, and with external specialists (lawyers, TPAs, insurers).
Placement Management
• Work closely and maintain working relationships with the market contacts (and the Broking Team) as required
• Ensure transparency of agency and other commitments made to carriers and clients
• Ensure compliant processing of contracts as per FCA 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 and markets for the specific client segment of the business
Operational and Service Delivery
• Lead and deliver the end-to-end ongoing client service, adhering to standardised policies, procedures and service standards
• Support the BU in accurate budgeting, forecasting and tracking of revenue
• Deliver high levels of client service in line with the GB Retail 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
• Generalist insurance background
• Proven track record of delivering high levels of client service
• Strong practical knowledge of account development and appropriate tools to achieve this aim
• Experienced knowledge of insurance markets globally in order to deal effectively with client and Willis Towers Watson’s needs
• Experienced at new business sales process and track record of converting prospects to clients
• Skilled at building effective relationships, at all levels, with clients, prospects, associates, insurers and external specialists
• Ability to represent the practice and Willis Towers Watson with integrity and credibility
• Strong communication, negotiation and influencing skills
• Experience of working with and adhering to processes and systems to support client service delivery
• Preferably educated to a degree level
• Preferably with professional qualifications of ACII or similar
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.
