Director Client & Broker Management, Chicago, IL

Allianz Global Corporate & Specialty
  • Job Purpose/ Role

    The Senior business development role in Zone, working closely with Lead DCBM, Zone and Market Management Execs to execute key account and broker distribution strategies within the Zone. In addition the SR Director of Client Broker Management will:~crlf~##Act as a critical resource for business development with national and regional broker and clients to align with overall company strategies.~crlf~##Possess the agility to generate new, profitable business, across the spectrum of AGCS' target business segments, from Commodity to Complex, and across all lines of business. Also work across classes of broker partners, including both Global and Sapphires, to optimize AGCS' "share of wallet" by cross- and up-selling while at the same time maximizing the "contribution margin/profitability". Different skillset for selling will be required as our business model moves to incorporate "Digital by Default". ~crlf~##Career development of more junior business developers.

  • Key Responsibilities

    ##Zone Strategic Account Planning and Broker Management.~crlf~##Identify key and growth accounts, build and implement Strategic Account Plans~crlf~##Act as senior broker engagement representative in zone, as well as primary interface between and among Zone Exec, LoBs, Claims and MM.~crlf~##Develop balanced pipeline with target accounts/submissions to fulfill financial targets and desired business mix for the next 2 years.~crlf~##Lead engagement with other Allianz OEs to promote "One Allianz" approach to clients and brokers.~crlf~##Act as a Thought Leader and Influencer to Executive Management, peers and DCBM colleagues.~crlf~##Act as daily challenger and chief execution point to Zone Exec for local strategies.~crlf~##Engage and coordinate with Marketing to tailor specific Zone requirements for market presence and brand awareness.~crlf~##Spearhead Sales Culture across the organization.~crlf~##Work with Zone Execs, LoBs, Claims and ARC to develop and deliver appropriate training in line with MM Vision of Spearheading Sales Culture.~crlf~##Deliver and reinforce "find a way" culture rallying point as directed by Senior MM Leadership and N.A. EMT.~crlf~##Communicate wins across the organization regionally and globally with a consistent process.~crlf~##Actively assist in career development of more junior colleagues both in MM and across other functions.~crlf~##Proactively build long term relationships with key and growth clients.~crlf~##Build and maintain relationships, and generate trust and credibility, with key people who impact the buying decision.~crlf~##Act as "first port of call", solution provider and trusted advisor for key and growth accounts.~crlf~##Initiate remedial action where necessary (e.g., large claims, IIS).~crlf~##Ensure client data base (Salesforce.com) SFDC is fully populated and kept current at all times with relevant client strategies and client information for the entire Zone.~crlf~##Proactively build long term relationships with key broker partners.~crlf~##Develop and grow relationships with AGCS key brokers at appropriate levels.~crlf~##Facilitate brokers' understanding of AGCS underwriting appetites and capabilities, as well as those of other Allianz OEs.~crlf~##Act as "first port of call" to AGCS for broker inquiries.~crlf~##Contribute towards broker relationship mapping to increase AGCS profile and promote AGCS as preferred insurer amongst key broker partners.~crlf~##Develop and manage internal relationships.~crlf~##Drive change and behavior across functions to deliver coordinated and seamless solutions to clients and brokers. ~crlf~##Leverage AGCS executive network to develop client relationships at the executive level.~crlf~##Lead industry teams across LoBs in identifying prospects and key industry issues to ensure AGCS offering meets or exceeds client needs. ~crlf~##Engage regularly across functions, including Claims and ARC to build relationships and teams both for specific deal opportunities and to increase Zone team dynamic.

  • Key Requirements/ Skills

    ##Bachelor Degree in Economics, Business Administration, or Law preferred;~crlf~##Professional qualification preferred, (e.g. ACII (or equivalent) or progress towards);~crlf~##Proven track record in Underwriting or Development role in industrial/specialty insurance business;~crlf~##Successful track record of prospecting new clients in industrial/specialty insurance segment;~crlf~##Demonstrable experience of fostering long term, profitable relationships at senior level in broker and client organizations;~crlf~##Experience of working in international organization, an overseas assignment or equivalent exposure to international insurance programs;~crlf~##Track record of leadership and influencing others without authority;~crlf~##Ability to articulate the AGCS multi-line business offering and benefits;~crlf~##Experience with International Program Business;~crlf~##Ability to translate the clients' needs into risk solutions, and to develop compelling value propositions;~crlf~##Well versed in both broker and client management;~crlf~##Knowledge of all Global Broker operations as well as National Broker partner structure and local operations;~crlf~##Ability to persuade and motivate others to act, without executive authority;~crlf~##Ability to negotiate best position for AGCS and client, deal in contentious situations, managing conflicting priorities;~crlf~##Express thoughts and messages clearly, verbally and in writing;~crlf~##Advance proficiency in both written and spoken English;~crlf~##Ability to sell data, as well as company direction through improvised or prepared audience winning stories;~crlf~##Analyze data in detail, draw appropriate conclusions and reconcile in a timely manner; and~crlf~##Ability to transition individuals, teams, and the whole organization from a current state to a desired future state.

  • About Allianz

    Allianz is the home for those who dare – a supportive place where you can take the initiative to grow and to actively strengthen our global leadership position. By truly caring about people – both its 88 million private and corporate customers and more than 140,000 employees – Allianz fosters a culture where its employees are empowered to collaborate, perform, embrace trends and challenge the industry. Our main ambition is to be our customers’ trusted partner, instilling them with the confidence to grow. If you dare, join us at Allianz Group.~crlf~~crlf~Allianz is an equal opportunity employer. Everybody is welcome, regardless of other characteristics such as gender, age, origin, nationality, race or ethnicity, religion, disability, or sexual orientation.

    Allianz Global Corporate & Specialty (AGCS) is the Allianz Group's dedicated carrier for corporate and specialty insurance business. AGCS provides insurance and risk consultancy across the whole spectrum of specialty, alternative risk transfer and corporate business: Marine, Aviation (incl. Space), Energy, Engineering, Entertainment, Financial Lines (incl. D&O), Liability, Mid-Corporate and Property insurance (incl. International Insurance Programs).

    Worldwide, AGCS operates in 30 countries with own units and in over 210 countries and territories through the Allianz Group network and partners. In 2016, it employed around 5,000 people and provided insurance solutions to more than three quarters of the 'Fortune Global 500' companies, writing a total of €7.6 billion gross premium worldwide.~crlf~~crlf~AGCS SE is rated AA by Standard & Poor’s and A+ by A.M. Best.~crlf~~crlf~More information about careers at Allianz Global Corporate Specialty can be found at www.agcs.allianz.com/careers~crlf~~crlf~

Job Purpose/ Role

The Senior business development role in Zone, working closely with Lead DCBM, Zone and Market Management Execs to execute key account and broker distribution strategies within the Zone. In addition the SR Director of Client Broker Management will:~crlf~##Act as a critical resource for business development with national and regional broker and clients to align with overall company strategies.~crlf~##Possess the agility to generate new, profitable business, across the spectrum of AGCS' target business segments, from Commodity to Complex, and across all lines of business. Also work across classes of broker partners, including both Global and Sapphires, to optimize AGCS' "share of wallet" by cross- and up-selling while at the same time maximizing the "contribution margin/profitability". Different skillset for selling will be required as our business model moves to incorporate "Digital by Default". ~crlf~##Career development of more junior business developers.

Key Responsibilities

##Zone Strategic Account Planning and Broker Management.~crlf~##Identify key and growth accounts, build and implement Strategic Account Plans~crlf~##Act as senior broker engagement representative in zone, as well as primary interface between and among Zone Exec, LoBs, Claims and MM.~crlf~##Develop balanced pipeline with target accounts/submissions to fulfill financial targets and desired business mix for the next 2 years.~crlf~##Lead engagement with other Allianz OEs to promote "One Allianz" approach to clients and brokers.~crlf~##Act as a Thought Leader and Influencer to Executive Management, peers and DCBM colleagues.~crlf~##Act as daily challenger and chief execution point to Zone Exec for local strategies.~crlf~##Engage and coordinate with Marketing to tailor specific Zone requirements for market presence and brand awareness.~crlf~##Spearhead Sales Culture across the organization.~crlf~##Work with Zone Execs, LoBs, Claims and ARC to develop and deliver appropriate training in line with MM Vision of Spearheading Sales Culture.~crlf~##Deliver and reinforce "find a way" culture rallying point as directed by Senior MM Leadership and N.A. EMT.~crlf~##Communicate wins across the organization regionally and globally with a consistent process.~crlf~##Actively assist in career development of more junior colleagues both in MM and across other functions.~crlf~##Proactively build long term relationships with key and growth clients.~crlf~##Build and maintain relationships, and generate trust and credibility, with key people who impact the buying decision.~crlf~##Act as "first port of call", solution provider and trusted advisor for key and growth accounts.~crlf~##Initiate remedial action where necessary (e.g., large claims, IIS).~crlf~##Ensure client data base (Salesforce.com) SFDC is fully populated and kept current at all times with relevant client strategies and client information for the entire Zone.~crlf~##Proactively build long term relationships with key broker partners.~crlf~##Develop and grow relationships with AGCS key brokers at appropriate levels.~crlf~##Facilitate brokers' understanding of AGCS underwriting appetites and capabilities, as well as those of other Allianz OEs.~crlf~##Act as "first port of call" to AGCS for broker inquiries.~crlf~##Contribute towards broker relationship mapping to increase AGCS profile and promote AGCS as preferred insurer amongst key broker partners.~crlf~##Develop and manage internal relationships.~crlf~##Drive change and behavior across functions to deliver coordinated and seamless solutions to clients and brokers. ~crlf~##Leverage AGCS executive network to develop client relationships at the executive level.~crlf~##Lead industry teams across LoBs in identifying prospects and key industry issues to ensure AGCS offering meets or exceeds client needs. ~crlf~##Engage regularly across functions, including Claims and ARC to build relationships and teams both for specific deal opportunities and to increase Zone team dynamic.

Key Requirements/ Skills

##Bachelor Degree in Economics, Business Administration, or Law preferred;~crlf~##Professional qualification preferred, (e.g. ACII (or equivalent) or progress towards);~crlf~##Proven track record in Underwriting or Development role in industrial/specialty insurance business;~crlf~##Successful track record of prospecting new clients in industrial/specialty insurance segment;~crlf~##Demonstrable experience of fostering long term, profitable relationships at senior level in broker and client organizations;~crlf~##Experience of working in international organization, an overseas assignment or equivalent exposure to international insurance programs;~crlf~##Track record of leadership and influencing others without authority;~crlf~##Ability to articulate the AGCS multi-line business offering and benefits;~crlf~##Experience with International Program Business;~crlf~##Ability to translate the clients' needs into risk solutions, and to develop compelling value propositions;~crlf~##Well versed in both broker and client management;~crlf~##Knowledge of all Global Broker operations as well as National Broker partner structure and local operations;~crlf~##Ability to persuade and motivate others to act, without executive authority;~crlf~##Ability to negotiate best position for AGCS and client, deal in contentious situations, managing conflicting priorities;~crlf~##Express thoughts and messages clearly, verbally and in writing;~crlf~##Advance proficiency in both written and spoken English;~crlf~##Ability to sell data, as well as company direction through improvised or prepared audience winning stories;~crlf~##Analyze data in detail, draw appropriate conclusions and reconcile in a timely manner; and~crlf~##Ability to transition individuals, teams, and the whole organization from a current state to a desired future state.

About Allianz

Allianz is the home for those who dare – a supportive place where you can take the initiative to grow and to actively strengthen our global leadership position. By truly caring about people – both its 88 million private and corporate customers and more than 140,000 employees – Allianz fosters a culture where its employees are empowered to collaborate, perform, embrace trends and challenge the industry. Our main ambition is to be our customers’ trusted partner, instilling them with the confidence to grow. If you dare, join us at Allianz Group.~crlf~~crlf~Allianz is an equal opportunity employer. Everybody is welcome, regardless of other characteristics such as gender, age, origin, nationality, race or ethnicity, religion, disability, or sexual orientation.

Allianz Global Corporate & Specialty (AGCS) is the Allianz Group's dedicated carrier for corporate and specialty insurance business. AGCS provides insurance and risk consultancy across the whole spectrum of specialty, alternative risk transfer and corporate business: Marine, Aviation (incl. Space), Energy, Engineering, Entertainment, Financial Lines (incl. D&O), Liability, Mid-Corporate and Property insurance (incl. International Insurance Programs).

Worldwide, AGCS operates in 30 countries with own units and in over 210 countries and territories through the Allianz Group network and partners. In 2016, it employed around 5,000 people and provided insurance solutions to more than three quarters of the 'Fortune Global 500' companies, writing a total of €7.6 billion gross premium worldwide.~crlf~~crlf~AGCS SE is rated AA by Standard & Poor’s and A+ by A.M. Best.~crlf~~crlf~More information about careers at Allianz Global Corporate Specialty can be found at www.agcs.allianz.com/careers~crlf~~crlf~


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