Head of Client Engagement

At Allianz Commercial (AzC), we are the global leader for insuring corporate and specialty risks in the Allianz Group.  Whether it’s aircraft, satellites, the world’s biggest ships and tallest building, cyber-attacks or climate change impacts, AzC has the major risks covered when it comes to protecting businesses.

We are currently seeking our Head of Engagement.  This opportunity can be based either in our New York City or Chicago, IL locations.  This Allianz Executive will be responsible for aligning and executing regional client development strategy, including oversight and leadership of Key Account Management.  In addition, the Head of Client will:

• Maximize regional profitable growth on complex accounts and have a strong working knowledge of client management and processes to foster collaboration among Lines of Business.  
• Act as an escalation resource for client-specific issues that arise and collaborate with LoBs to obtain or retain profitable business by understanding underwriting guidance across all lines. 

The Impact You Will Have

• Become best practice in customer development and relationships for AzC defined market segments completed by aligning with Global distribution.
• Develop and entrench sales culture of AzC team in.
• Foster close collaboration between various Line of Business underwriters to build a strong AzC value proposition.
• Profitably growing AzC business as clients become more sophisticated. Support and steer regional expansion aligned with AzC Global strategy.
• Collaborate with Zonal Distribution Leaders, Strategic Relationship Leaders and Line of Business Leaders to maximize regional client development strategy.

Some of your specific responsibilities could include:

• Act as Key Influencer and Resource to the broader AzC R & M team
  • Drive client-centric culture, behavior, and sales capabilities both within the Market Management team and across LoBs and functions
  • Participate in execution of Sales Culture initiatives, including Sales training, both within MM and across LoBs
  • Act as a resource to LoBs to escalate issues with senior management of Client Partners
  • Spearhead annual sales planning for portfolio of regional managed clients and identified industry sector with regional ISDs.
• Regional Market Management Strategy
  • Align Regional Client development strategy with AzC Global distribution and execute regional strategy for Market Management to drive profitable client/account and sector growth concurrently improving regional market position.
  • Identify regional market opportunities, including potential markets, target segments and clients, in liaison with Global Distribution, CUO and OEs within region.
  • Support development of overall regional business strategy and leverage the AzC Value Proposition.
• Strategic Business Development
  • Develop regional market potential via aligned business development and retention strategy aligned with identified industry segments, broker segments and Lines of Businesses
  • Ensure and monitor external delivery of Client Service Model targets for regional portfolio of managed clients.  
  • Lead team to develop business opportunities within identified industry sectors through new client acquisition, product or affinity programs and needed/delivery fees for services.                                                                                                                                                                                                                                                                                                         Insurer and monitor external delivery of Client Service Model targets for regional portfolio of managed clients.   Lead team to develop business opportunities within identified industry sectors through new client acquisition, product or affinity programs and needed/delivery fees for services.                   
• Lead proactive planning and management of the sales pipeline (new business acquisition, cross sell, upsell) and optimize retention levels in alignment with CUO.
  • Successfully identify and monitor/deliver new revenue and client renewal targets thru use of pipeline and market data.
  • Develop and monitor performance-based benchmarks KPIs to measure client development results.
  • Lead team to successfully increase AzC "Size of Wallet", meeting Upsell and Cross Sell targets on an account and/or industry sector. 
• Proactively manage the regional communication agenda to position AzC as a lead insurer in target market for corporate, large commercial and specialty
  • Raise the profile of AzC within the market, with specific focus on defined industry and sector expertise.
  • Extend and embed AzC’s client focus led strategy throughout the business.
  • Enhance AzC' brand reputation and market positioning through effective internal and external PR campaigns.
• Proactively build long term relationships with key clients
  • Proactively foster robust relationships with top managed accounts and key account executive partners.
  • Implement the Client Protocol.
  • Provide oversight for all account management for named clients and be a prospect converter for selected target accounts and industry sectors.

What You’ll Bring to the Role

• Bachelor’s Degree Preferred
• 11+ years of significant experience in industrial or specialty insurance industry in front-line business development
• 7+ years of evidence successfully leading and managing sales and marketing teams, ideally across different locations.
• 11+ years of well recognized long-term relationship building with clients nationally and across lines of business. Market-wide recognition for client management.
• Strategic Market Management: ability to define segmentation and client differentiation strategies; ability to define clear value proposition.
• Business insight: ability to implement tools and methodologies to develop market, competitor, and client insight.
• Insurance and Sales Distribution: knowledge of large risks & specialty risk insurance. Ability to utilize experience to implement best practice in channel management.
• Market Management: apply the knowledge of how the market operates and functions, the business needs and customer needs.
• Communication & Presentation: ability to express ideas and messages clearly, both written and verbally.  Ability to "sell" an improvised or prepared audience winning story.
• Influencing skills: ability to persuade and motivate others to act, without executive authority.
• Analytical Skills: ability to analyze highly complex data, from multiple sources, in detail; identify and resolve issues before they transpire.

The annualized base pay range for this role is $162,867 – 279,200. The annual base salary range represents a nationwide market range. The actual salary for this position may be above and will be determined by a number of factors, including the scope, complexity and location of the role, the skills, education, training, credentials and experience of the candidate. The base pay is just one component of the AzC total compensation package.  As part of our comprehensive compensation and highly rated benefits programs, employees are also eligible for annual performance-based cash incentive awards.