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Strategic Client Management Director
Assurant
Atlanta, GA, United States
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Description
The director, strategic client management is responsible to manage key strategic partners in the construction, agriculture and logging sectors. He/she will own the process from the discovery phase to launch phase and then manage the business post launch. This role will provide underwriting, pricing, client management and sales support as well as sharing best practice on risk and profitability management for the sector. This client facing role works across the organization to ensure that Assurant’s service delivery exceeds client expectations and drives a superior customer experience. The director anticipates and/or resolves client issues with cross-functional area leaders.
Client Relationship Management:
• Develops relationships with key clients to help drive growth of existing business. Aims to strategize with the client regarding opportunities to grow the business and engage the client in areas that would provide entanglements. Includes client face to face visits and direct consultation with client base to enhance the relationship by better understanding their needs.
• Ensures any service gaps are addressed quickly and effectively and in situations of conflict with the client, leads the management team(s) to resolution looking to accomplish a win-win situation. Measures client satisfaction and uses findings to identify and address areas of opportunities as well as build upon success stories.
• Develops ad hoc analyses, forecasts and management reports independently and through collaboration with actuarial, risk management and finance.
• Remains abreast of developments in the market including new models, new manufactures, regulatory changes or other factors that may impact profitability
• Lead underwriting and collaborate on pricing for new accounts, new products and areas of risk
• Provide client support and analysis and share results with clients
• Negotiates key deals and contractual agreements with key clients to ensure profitable, long term financial arrangements.
• Serves as a liaison between the different organizational departments and/or LOBs of Assurant and our clients to drive client satisfaction and operational efficiencies. Develops relationships and opportunities with all client departments (operations, legal, compliance, etc.) at all levels of the organization.
• Collaborate with IT and system support for implementations and data cleanliness
• Collaborates with risk management team related to current clients to mitigate regulatory risk and manage client compliance and oversight requirements.
Business Development:
• Sales support will also be a key function of this position. In coordination with the SVP – Strategic Business Development, the Director – Strategic National Business Development and Client Management will support the sales force of the Business Unit. This will include attending and supporting sales calls, and making client presentations, and other forms of team development.
• Engages in direct and consultative sales activity (i.e. Team Closes with Sales Consultants) to win business through new prospects and new services/products to existing client relationships.
• In addition, he/she will compile, conduct or support Sales Consultant training and will provide guidance, coaching and other marketing & sales related support to the Business Development Consultants and Account Executives concerning strategies related to client development and retention. Coaching should result in improved skills and ultimately more closes.
Strategy Development and Execution:
• Ensures execution through follow-up as well as inclusion in business board meetings. Designs and facilitates business meetings and strategic discussions for governing bodies within the organization.
• Drives ongoing communication the performance account manager on differing topics to set a vision and show tactical steps to achieve that vision.
Qualifications
• Requires 10+ years of Client Management experience
• B.S./B.A. degree
• Demonstrate strong peer and cross functional support relationships.
• Automotive industry business experience and yellow goods (heavy machinery)
Up to 60% Travel