Account Executive - Incoming Business Unit

Overview:
Responsible for a portfolio of clients and prospects with accountability for retention of clients and new business development. Will manage and develop client and Willis Global Network relationships and grow portfolio within the Incoming Business Unit sector and will be responsible for targeting and converting prospects.

Key Responsibilities & Tasks:

Client Relationship Management
Responsibilities:
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 Global Network Practice policies and procedures.

Tasks:

• Identify primary budget holders and decision makers within clients and the Willis Global Network, establish and maintain active relationships with these people
• Provide technical, industry and subject matter expertise where required (nationally in the UK and overseas)
• Draw on expertise within specialist technical teams within the BU and across the Group for clients as required
• Liaise with clients/the Willis Global Network 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 in Ipswich
• Provide renewal documentation with the support of CSE and Brokers

Business Development
Responsibilities:

• Actively drive the sales process and IBU Practice activity in relation to winning, retaining and developing profitable new clients

Tasks:

• Develop and maintain a pipeline of prospects including research, initiation of contact, meetings, responding to RFPs, new business presentations, accurately maintaining Willis CRM database in order to create and convert sales opportunities
• Respond quickly and accurately to Network new business introductions
• Actively identify opportunities to work with colleagues across the WUKR/Global business to capitalise on account penetration and cross selling opportunities
• Maintain a detailed knowledge of products and services offered by Willis
• Networking – internally with other BUs, within the sector, and with external specialists (lawyers, TPAs, insurers).

Placement Management
Responsibilities:

• 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 WUKR business

Tasks:

• Work closely and maintain working relationships with the market contacts (and the Broking Team) as required
• Ensure transparency of agency and other commitments made by WUKR to carriers and clients
• Ensure compliant processing of contracts as per FCA and contract certainty requirements
• Ensure accurate loading of data into the DMS system within agreed time and quality standards
• Check policies, market presentations and client documentation as appropriate
• Design programme and pricing structures based on market and client sector proposition knowledge
  

Operational and Service Delivery
Responsibilities:

• 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

Tasks:

• Deliver high levels of client service in line with the WUKR 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
• 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
  

General

Responsibilities:

• Support the overall operational governance and decision making process for BU and WUKR
• Support management and Willis in the management of risks applicable to BU
• Any other duties commensurate with position or level of responsibility

Key Knowledge, Skills & Experience

• Proven track record of delivering high levels of client service
• Proven ability to service ‘volume’ business to SME businesses in the UK
• 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 Global Network needs
• Knowledge of Willis products and services
• 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 IBU Practice, WUKR and Willis 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
• International/’Reverse Flow’ industry expertise ideal
• The role will require the successful candidate to be registered with FSMA (the Belgian Insurance Regulator) as a PCP (Person in Contact with the Public), have at least 5 years’ experience in the Insurance Industry and be prepared to sit and pass the required FSMA examinations within the first year of appointment.

Equal Opportunity Employer

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.

At WTW, we trust you to know your work and the people, tools and environment you need to be successful. The majority of our colleagues work in a ”hybrid” style, with a mix of remote, in-person and in-office interactions dependent on the needs of the team, role and clients. Our flexibility is rooted in trust and “hybrid” is not a one-size-fits-all solution.