Key Account Manager Sales And Distribution

Key Account Manager Sales and Distribution The Allianz Partners International Health Team is the home for those who dare — a supportive place where you can take the initiative to grow and to actively strengthen our global leadership position. By truly caring about people — its Institution and Agent customers and the team — The International Health Team fosters a culture where its employees are empowered to collaborate, perform, push the boundaries, and challenge the international education industry.
Allianz Partners is a world leader in B2B2C insurance and assistance, offering global solutions that span international health and life, travel insurance, automotive, and assistance. Customer driven, our innovative experts are redefining insurance services by delivering future-ready, high-tech high-touch products and solutions that go beyond traditional insurance.
Our products are embedded seamlessly into our partners' businesses or sold directly to customers, and are available through four commercial brands: Allianz Assistance, Allianz Automotive, Allianz Travel, and Allianz Care. Present in 75 countries, our 21,100 employees speak 70 languages, handle over 71 million cases each year, and are motivated to go the extra mile to offer peace of mind to our customers around the world.
We at Allianz believe in a diverse and inclusive workforce and are proud to be an equal opportunity employer. We encourage you to bring your whole self to work, no matter where you are from, what you look like, who you love, or what you believe in.
JOB DETAILS / ROLE PURPOSE
Reporting to the National Sales Manager, the Key Account Manager is responsible for the proactive and strategic management of accounts in the Allianz Partners International Health 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 prioritizing those accounts, driving profitable and sustainable acquisition and growth while identifying synergies between partners to capitalize on cross-selling or account expansion/retention opportunities.
KEY RESPONSIBILITIES
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 commercial reviews, product updates/development, and new product rollouts. Build internal relationships to support the effective development and management of accounts and whole of business objectives. Assist in executing Allianz Partner's simplification and standardization strategies by driving clients to implement the relevant Service Delivery Catalogue. Work closely with Digitalization, Organizational Management, and Allianz Technology teams to help form discussions with clients surrounding technology roadmaps specific to each account. Conduct regular portfolio prospecting and verification 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 National Sales Manager, Offshore Sales 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. Maximize the gross margin on each sale. Minimum levels of margin must be maintained, consistent with budget requirements. Develop and share within the organization, industry, market, and customer intelligence. Monitor and report on competitor behaviors as relevant to the market. This would include notifying the underwriting team of new product developments and pricing by competitors. Undertake, conduct, and analyze research relating to 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 summarize 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 KPIs and Sales activities. Ensure 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. Actively participate in the management and resolution of risk and compliance related incidents, issues including fraud and corruption risks. Demonstrate leadership and commitment to a safe working environment ensuring all workplace health and safety initiatives are clear to all team members. Behave as required by the Company's Policies and Procedures, Code of Conduct, and values (connected, responsible, trust, excellent, caring). Ensure that all business proceedings are conducted in a manner that is professional, legal, and ethical. Ensure adequate controls are in place to prevent, detect, and mitigate fraud and corruption risks. 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. Ensure expectations and commitments are formally set and outcomes are clearly understood and tracked. Nurture stakeholder and business partnerships identifying opportunities to improve business outcomes. Effectively engage and drive our partners to deliver an exceptional customer experience on time and on budget. Build strong relationships with internal stakeholders, specifically Operations, Technical, Pricing, Finance, Legal, and Market Management. PROFILE KEY REQUIREMENTS
You will have a strong background in a Sales or Account/Relationship Management role within a large commercial environment working towards set KPIs and targets.
Other skills and experience will include:
Proven ability to meet and/or exceed KPIs and extensive sales/revenue targets within an account management 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. Can proactively identify potential problems and provide suitable solutions. Exceptional skills in the development and delivery of presentations. Excellent with prioritizing and managing time. Ability to work towards tough deadlines and work under pressure. Experience with managing projects and tenders will be highly regarded. Strong communication, organization, and negotiation skills. Resilience and a can-do attitude. Our employees play an integral part in our success as a business. We appreciate that each of our employees are unique and have unique needs, ambitions and we enjoy being a part of their journey.
We are there to empower and encourage you with your personal and professional development ensuring that you take control by offering a large variety of course and target development programs. All that in a global environment where international mobility and career progression are encouraged. Caring for your health and wellbeing is a key priority for us. This is why we build work well programs to provide you with peace of mind and give flexibility in planning and arranging for better work-life balance.
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