Key Account Manager (South Wales & Midlands)

  • Location: Home based
  • Duration: Permanent
  • Working hours: 35 Hours Per Week (Monday - Friday)
  • Application end date: 27/09/19

Key accountabilities

  • Own and proactively develop commercially successful and productive relationships with Brokers and, where appropriate, other intermediaries.  
  • Acting within Ecclesiastical’s risk appetite: target, win and retain business in our core market sectors, delivering profitable growth in line with plan through:                        
  • Strategic account planning
  • Senior stakeholder management (internal and external)
  • Maintaining a high market profile with key influencers
  • Monitoring performance trends of broker panel and proposing counter strategies
  • Market scanning of competitor key broker benefits
  • Maximising the impact and effectiveness of the Select broker programme
  • Adhering and supporting our National broker development strategy
  • Prospecting, including utilising and growing CRM pipeline
  • Planning and delivering agreed activity levels, ensuring CRM accurately reflects planned and actual activity
  • Delivering a high quality sales process following best practice guidelines
  • Driving profitable new business growth
  • Driving performance and profitability of Broker panel
  • Supporting renewal process 
  • Meeting retention and new business targets
  • Manage an agreed panel of brokers across both brands and schemes. 
  • Ensure Brokers are given access to appropriate Development Underwriting SMEs from Niches, A&PC (London and Manchester), Real Estate (London) and Schemes.
  • Work proactively with colleagues in the technical support functions (particularly Underwriting) to deliver exceptional service to our brokers, effective risk selection and profitability of business underwritten

Key performance indicators

  • Utilisation of CRM system to plan, monitor and deliver agreed activity levels.
  • Deliver and exceed key financial metrics including GWP, New Business and UWP targets
  • Delivery of retention targets
  • Broker Survey results, Ecclesiastical surveys and direct feedback from broker panels
  • Activity and effective presence at key insurance and related sector events e.g. Association of British Insurers, British Insurance Brokers Association
  • Delivery of enquiry and conversion rate targets and performance of business underwritten (UWP)

Knowledge, skills and experience

  • Chartered Insurance Professional –ACII qualification or significant progress towards within agreed time frame
  • Strong track record in a commercial insurance sales role within the UK market 
  • Highly credible and commercially focussed with a strong reputation for delivery and service.
  • Proven ability to build productive relationships internally and externally
  • Excellent communication, negotiation & presentation skills
  • Third level or professional sales qualification (preferred)
  • knowledge of tactical marketing campaigns and ability to identify such opportunities