Description:
As Senior Client Relationship Manager, reporting to the UAE Trade Credit Practice Leader, you will be responsible for managing Marsh Trade Credit Key clients (end-to-end cycle), leading some strategic initiatives (Industry Focus, Country & Product), as well as develop and manage junior team member(s).
As an experienced executive, you will also actively contribute to scaling up the Marsh MENA Credit Specialty team, by leading team members, coaching, training, and continuous process improvements.
What you will be rewarded with:
- We offer and embrace a hybrid working model that nurtures a collaborative working environment in the office 3 days per week allowing 2 days per week to be spent working on a remote basis.
- Competitive Benefits Package including 27 days annual leave, private medical cover, life assurance, employee assistance program, plus a range of flexible benefits including carry-over up to 5 days of holiday per year, share scheme and optional rental advance.
We will rely on you to:
Client Servicing
- Relationship Building: Grow the Clients' partnerships to a strategic level while delivering operational excellence through a systematic approach:
- Decision Maker Relation Building: regular catch up with CFO / CEO, advise on their Credit/Risk/Liquidity requirements, circulate Country/Sector Risk updates, invite to Events & Socializing
- Performance: Monitoring of Key Metrics, regular Risk workshops & training, Appeals
- Renewal Activity: Planning & execution as per SLA, driving Consistent Analysis & Proposals on cover & commercials metrics, Action early renewals when possible + Flag accounts at risk.
- Revenue Generation: Deliver your Retention and New Business Revenue target, minimize accounts wastage (below 10% YoY), and refer opportunities to other Marsh practices.
Key Metrics:
- Relationship: Feedback from C-Suite, # of Opportunities referred, # Meetings, Articles shared
- Retention: Revenue achieved vs. Budget, % of accounts renewed
- Renewal process: % of accounts renewed before expiry, Tracker accuracy.
Business Development
- Expanded Business – generate new business from existing clients by Identifying new requirements (new entities, top-up cover, bank-factoring program).
- New Business: Lead an industry-specific initiative & Generate interest from clients of other Marsh practices, Secure Referrals from own existing clients.
- Cross Selling: Map your customers' risk exposure and introduce other risk & insurance solutions to them (Political Risk & Structured Credit, Medical, Cyber risk, Marine & Transportation, D&O).
Key Metrics: Revenue generated, Activity volume / # of opportunities
Leadership
- Team Member Onboarding: Design a comprehensive onboarding plan, Coordinate the full TC team's effective participation, and Plan Field visits, and technical training of new joiners.
- On the Job Coaching: Continuous Peer Review of Junior CE (Emails, Proposals, Meetings/ Pitch), Field support (Joint Client meetings) & feedback, Weekly Catch Ups
- Individual Team Development: Map Team member Skillset and design a 1-year plan for skills acquisition with Online learning, Field training and feedback sessions, as well as participation in the Mentoring Program within the wider Credit Specialty Practice
Key Metrics:
- Onboarding Plan, Technical Tests, Trainees feedback
- Manager & Team Member Feedback
- Client & Peer Feedback on Junior CE performance
What you need to have:
- Over 5 years of experience in an Account Management Role in Credit Insurance.
- Strong communication & Negotiation skills, both verbal and written
- Comfortable in a fast-paced environment (Managing effectively Client & Internal Meetings, Multiple Zoom & Phone Calls, and a Large Volume of emails)
- Team Leader or managerial experience
- Arabic Speaker is a Plus (regular travel to KSA to be expected)