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Senior Key Account Manager

Job Level:  Professional
Location: 

Toronto, ON, CA, M5H3P5

Available until:  30/11/2022
Area of Expertise:  Customer Services & Claims
Unit:  Allianz Global Corporate & Specialty
Employing Entity:  Allianz Global Risks US Insurance Compan
Job Type:  Full-Time
Remote Job:  Hybrid working
Employment Type:  Permanent
ID:  14927

Let’s care for tomorrow.

Your ambitions.  Your dreams.  Your tomorrow

 

At Allianz Global Corporate and Specialty SE (AGCS), 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, AGCS has the major risks covered when it comes to protecting businesses.

 

Job Purpose:                 

Proactively sell AGCS products & services to very large key global clients.  Fill the pipeline to drive sustainable and profitable growth by executing solution- and service oriented strategic sales approach.  Proactively develop and foster long term, sustainable relationships with internal and external stakeholders, including client, broker and AGCS staff.  Lead and mobilize key account teams to ensure AGCS performance as well as client satisfaction and loyalty.  Act as industry practice leader and "navigator" for clients into the overall "Allianz-world" (Allianz Worldwide Care, Euler Hermes, Motor, Health, ...).                                                                                                                     

Responsibilities:

  • Proactively build long term relationships with key clients, and develop and maintain a current and comprehensive client and industry segment insight.
  • Maintain relationships and generate trust and credibility with key people who impact the buying decision
  • Act as "first port of call", solution provider and trusted advisor for all client accounts
  • Drive remedial action where necessary, e.g. large claims, IIS
  • Ensure client data base (Salesforce.com) SFDC is fully populated and kept current at all times with relevant client information                   
  • Successfully win profitable new top and key clients
  • Liaise with internal and external stakeholders to identify suitable pipeline clients       
  • Develop effective Opportunity Roadmaps to win new clients
  • Proactively lead and coordinate bids for key client acquisition
  • Ensure deliverables are achieved and upon success, smooth transition to the operational key account team
  • Proactively develop in depth client and industry expertise and use to challenge the client and uncover un-stated needs      
  • Drive Strategic Account Planning
  • Proactively develop strategic action plans (SAPs)
  • Ensure SAPs documented in client database, Salesforce.com (SFDC)
  • Develop balanced pipeline with target accounts / submissions to fulfil financial targets and desired business mix                    
  • Successfully increase AGCS "Size of Wallet", meeting Upsell and Cross Sell targets, especially with AGCS Top Clients
  • Drive with the key account teams to ensure delivery of SAP Upsell and Cross Sell targets strategies                    
  • Engage with the underwriters to profitably maximize the share of wallet
  • Clearly articulate the AGCS multi-line business offering and benefits to deliver Upsell and Cross Sell opportunities
  • Identify opportunities with other Allianz Group businesses to provide overall client solutions and revenue synergies to the business             
  • Successfully deliver revenue and client retention renewal targets
  • Contribute with key account teams to ensure delivery of SAP renewal strategies and plan targets
  • Clearly articulate the AGCS multi-line business offering and benefits
  • Develop compelling individual value propositions for key people involved in the buying decision
  • Employ a structured, repeatable process during the sales cycle that assesses and mitigates potential risks and realigns the win strategy                                                                                                                                                                                                                                     

Qualifications:

  • Degree preferred, in e.g., Economics, Business Administration, Law or other appropriate discipline
  • Minimum of 11 years of experience in proven track of Underwriting or Development role in industrial / specialty insurance business.
  • Specialized knowledge in various Line of Business           
  • Minimum of 11 years experience in significant experience of delivering in an analytical role (sales environment, controlling roles or similar).
  • Robust knowledge in at least one trade sector            
  • Minimum of 11 years experience in significant demonstrable experience of fostering long term, profitable relationships at senior level in broker and client organizations               
  • 7-10 years of successful track record of prospecting new clients in industrial / specialty insurance segment. Experience with International Program Business
  • 7-10 years of significant experience working in complex, global matrix organization                     
  • Business insight: ability to implement tools and methodologies to develop market, competitor, and client insight    
  • Sales support: ability to effectively execute essential functions in support of a sales team. Understanding of the insurance sales life cycle     
  • Channel management: knowledge of various channels of sales (e.g. broker, tied agent, direct)
  • Portfolio management: ability to articulate businesses on the AGCS multi-line offering and benefits               
  • 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                                                                     
  • Negotiation and conflict management: ability to negotiate best position for AGCS, and client, often in contentious situations, managing conflicting priorities of various parties             
  • Completion of professional insurance qualification (e.g. CII)        

 

The annualized base pay range for this role is $122,640 - $208,064. 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 AGCS 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.

What’s in it for you?

 

Let’s care about everything that makes you, you

We are committed to nurturing an inclusive environment where everyone feels they belong.  We offer a hybrid working model, which recognizes the value of striking a balance between in-person collaboration and remote working.  Please feel free to discuss flexible working arrangements with us.

 

Let’s care for your financial wellbeing

We believe in rewarding performance with a great compensation and benefits package (details vary by location), including a generous bonus scheme and pension.

 

Let’s care for your opportunities to progress

From career development and digital learning programmes to international career mobility, we offer lifelong learning for our employees worldwide and an environment where innovation, delivery and empowerment are fostered.

 

Let’s care for life’s twists and turns

From our support for flexible working, health and wellbeing (including private healthcare and generous parental leave benefits), to helping people return from career breaks with experience that nothing else can teach.  We’ve got your back.

 

Let’s care for our society and our planet

With opportunities to be engaged in shaping a future that is safe, inclusive and sustainable, we care for the tomorrows of our people, our industry and our clients.

 

Care to join us?

 

Allianz Global Corporate & Specialty (AGCS) is a global corporate insurance carrier and part of Allianz Group. We provide risk consultancy, Property-Casualty insurance solutions and alternative risk transfer for a wide spectrum of commercial, corporate and specialty risks across 10 dedicated lines of business.  Learn more about us by clicking here.

 

Allianz is an equal opportunity employer, and therefore welcomes applications regardless of ethnicity or cultural background, age, gender, nationality, religion, disability, sexual orientation or any other protected characteristic.  Diversity of thinking is an important part of our company culture.

 

People with disabilities:
We want to give all our candidates the best opportunity to succeed.  If you need any adjustments to be made during the application and selection process, please email agcsglobalcareers@allianz.com

Recruitment Agencies: 
AGCS has an in-house recruitment team, which focuses on sourcing great candidates directly. AGCS does not accept unsolicited resumes from agency or search firm recruiters.  Fees will not be paid in the event a candidate submitted by a recruiter without an agreement in place is hired.  When we do use agencies, we have a PSL in place, so please do not contact managers directly.

 

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