Client Director

Philadelphia PA
April 10 2018
Insurance, Securities
Functional Area:

SM - Sales & Marketing

Estimated Travel Percentage (%): Up to 25%

Relocation Provided: No

AIG Property Casualty Company

Your future team
Picture yourself building a successful career at AIG working alongside other talented, highly motivated individuals committed to reaching our goal of becoming the world's leading insurance provider. We believe that our success depends on building a world class team. If you would like to be a part of our team, we invite you to consider putting your talents to work with AIG's National Accounts department.

Your contribution at AIG
As a Leader, you are respected for your deep technical expertise and/or ability to oversee an assigned portfolio of accounts and implement marketing strategies.

Portfolio Management

  • Manage assigned portfolio of accounts from a sales and marketing perspective in assigned territory
  • Implement / support the marketing strategies to achieve production goals by Product Tower to meet overall budget / goals for the Region
  • Drive the AIG value proposition and ensure that clients are aware of the complete array of products and services (both Commercial and Consumer) available and enhance exposure generally to AIG
  • Deliver annual new business production and cross selling from existing clients in line with set objectives
  • Support plans to improve profitability, enhance service and strengthen relationships with the client
  • Meet or exceed renewal expectations for assigned accounts/territories
  • Manage, train and educate Navigators within assigned Territories

Client Management

  • Be the senior point of contact for premier clients and develop / manage global accounts plans that deliver value, maintain global customer relationships and manage global client satisfaction for dedicated accounts
  • Become trusted advisors to clients by delivering more value to risk manager and treasurer and giving them more support in their risk related interactions with their superiors
  • Ensure clients are engaged through implementation of best practices and escalation protocols
  • Develop strategic links with the customer including potential investments, distribution plays and opportunities for other divisions of AIG to enhance touch points revenue
  • Identify and maintain regular contact with key business influences at major brokers on assigned accounts

Internal Management

  • Manage and expand relationships with both brokers, advisors and clients among all AIG stakeholders
  • Support change management with the commitment to grow and develop team members to ensure Client Engagement team can successfully work across all levels of the client's organization
  • Collaborate with Managing Directors to insure Client Engagement is integrated within the Territory Business Plans
  • Manage Marketing Assistants and Navigators

Accountabilities for the role:

  • Understand clients and development clients corporate and insurance strategies
  • Establish an account strategy and ensure the account plan is agreed and executed; be known to both the Client and Client Service Team within Broker.
  • Deliver annual new business production and cross selling from existing clients in line with set objectives
  • Ensure retention of existing business within assigned portfolio in line with Profit Center renewal strategies
  • Identify new and / or cross sell business opportunities from designated portfolio of clients
  • Develop and maintain an understanding and working relationship with business influencers each company within the assigned portfolio in accordance with the client management process
  • Engage and drive a minimum of three white boarding sessions per year
  • Qualify new prospects (i.e., orphans) and convert them to clients and development clients
  • Facilitate AIG Corporate relationships at all levels with clients and development clients
  • Provide focal point for clients, development clients and prospects within the AIG organisation
  • Ensure effective service delivery on assigned portfolio
  • Maintain applicable Account Plans, Executive Briefing Notes (EBNs), etc. within SalesForce as required for accounts within designated portfolio

Leadership Skills

  • Drive for Results
  • Collaborate and Influence
  • Communicate with Impact
  • Strong communication and presentation skills

What we are looking for

Technical Skills, Experience & Qualifications Required:

  • 8 - 10+ years of experience, with emphasis on client management; commercial insurance experience strongly preferred
  • Proven broker and client relationship management experience
  • Ability to build relationships, internally and externally
  • Ability to work across multiple areas of an organization
  • Ability to influence brokers, clients, peers, senior executives and staff
  • Strong problem solving abilities

It has been and will continue to be the policy of American International Group, Inc., its subsidiaries and affiliates to be an Equal Opportunity Employer. We provide equal opportunity to all qualified individuals regardless of race, color, religion, age, gender, gender expression, national origin, veteran status, disability or any other legally protected categories.

At AIG, we believe that diversity and inclusion are critical to our future and our mission - creating a foundation for a creative workplace that leads to innovation, growth, and profitability. Through a wide variety of programs and initiatives, we invest in each employee, seeking to ensure that our people are not only respected as individuals, but also truly valued for their unique perspectives.

AIG reserves the right to conduct a criminal background check, tailored to the requirements of a job, after a conditional employment offer is made. Unless otherwise required by law, AIG does not automatically exclude any applicant with a criminal conviction for a job or class or jobs. For more information about Philadelphia law specifically, copy and paste the following link within your browser:

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