AddressFixed term contract 12 months, Brisbane Australia.
Role Purpose:
Reporting to the General Manager, the Strategic Account Manager is responsible for the proactive and strategic management of accounts in the Allianz Partners Assistance line of business. Time will be spent managing existing relationships and developing the accounts by identifying new opportunities to cross sell our wide range of products.
The role will have a key focus on partnering with existing accounts, appropriately prioritising those accounts, driving profitable and sustainable acquisition and growth while identifying synergies between partners to capitalise on cross selling or account expansion/retention opportunities.
Key Responsibilities include:
Management and Development of Accounts
• Manage designated accounts as set out in the Allianz Partners Sales and Distribution Account Management Framework
• Conduct annual reviews with designated accounts as described and set out in existing and current Annual Review Methodology.
• Maintain regular contact with clients, building strong relationships through the implementation of rigorous Sales Call Cycles and Sales Disciplines, to ensure satisfaction in product offerings and services provided.
• Co-ordinate / have oversight into all interactions with designated accounts, including but not limited to :
o pricing reviews
o product updates / development
o new product rollouts
• Build internal relationships to support the effective development and management of accounts and whole of business objectives.
• Assists in executing Allianz Partner’ simplification and standardisation strategies by driving clients to implementing the relevant Service Delivery Catalogue
• Work closely with Digitialisation, Organisational Management and Allianz Technology teams to help form discussions with Client’s surrounding technology roadmaps specific to each account.
Establish New Business Opportunities
• Conduct regular portfolio prospecting and verification in order to ensure the viability of sales campaigns and portfolio growth. Prospecting should be undertaken whenever possible and in between other activities, and should include networking for business growth opportunities.
• Assist the General Manager and Business Development Manager to frame, plan and execute the sustainable and profitable growth agenda for Sales and Distribution.
• Develop and maintain effective relationships that may reasonably provide future business opportunities.
• Maximise the gross margin on each sale. Minimum levels of margin must be maintained, consistent with budget requirements.
Market Intelligence
• Develop and share within the organisation, industry, market and customer intelligence.
• Monitor and report on competitor behaviours as relevant to the market. This would include notifying the underwriting team of new product developments and pricing by competitors.
• Undertake, conduct and analyse research relating your designated market with a view to developing and improving service in line with customer and industry needs.
Administration, Reporting and Client Presentation
• Create and conduct best practice client presentations and proposals in line with the Allianz Partners Sales and Distribution Account Management Framework
• Manage the continual improvement of report production by working closely with Operations teams to build deeper client insights and value
• Compilation and delivery of monthly client meeting reports to summarise general activity measures and activity requirements with agreed updates
• Timely delivery of monthly reports to agreed distribution lists.
• Create and maintain a management reporting suite as necessary to appropriately manage team and inform the General Manager on KPI’s and Sales activities.
Risk and Compliance
• Ensures area of responsibility is compliant with all regulatory, legislative and internal compliance obligations.
• Accountable for ensuring policy and procedures are clear and adhered to.
• Identify, document and communicate risk and compliance exposures including fraud and corruption in operational areas or departments.
• Report and escalate risk and compliance related concerns, issues and failures to management.
• Complete required risk management reviews and questionnaires within approved timeframes
• Integrate compliance obligations, risk assessment and the risk management process into business practices
Stakeholder Relationships
• Ensure that relevant change management plans and communication strategies for all-new initiatives, campaigns, tender submissions, client on-boardings and off-boardings , long-term and short-term projects are agreed with stakeholders
• Ensures expectations and commitments are formally set and outcomes are clearly understood and tracked.
• Nurture stakeholder and business partnerships identifying opportunities to improve business outcomes.
As the successful candidate for the Strategic Account Manager role, you will be able to show:
You will have a strong background in a Sales or Account/ Relationship Management role within a large commercial environment working towards set KPI's and targets.
Other skills and experience will include:
• Proven ability to meet and/or exceed KPIs and extensive sales/revenue targets within a business development role
• End to end development of client relationships from first contact to contract and ongoing management including identifying and successfully on-boarding additional revenue streams
• Have the ability to proactively identify potential problems and provide suitable solutions
• Exceptional skills in the development and delivery of presentations
• Excellent with prioritising and managing time
• Ability to work towards tough deadlines and work under pressure
• Experience with managing project and tenders will be highly regarded
• Strong communication, organisation and negotiation skills
• Resilience and a can-do attitude
43145 | Sales & Distribution | Professional | Non-Executive | Allianz Partners | Full-Time | Permanent
.
