23876 | Sales & Distribution | Professional | Non-Executive | Allianz Partners | Full-Time | Permanent
Location: Sydney Australia
Role Purpose:
Reporting to the National Sales Manager – Education and Migration Agents, the 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 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 : commercial reviews product updates / development 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 Digitalisation, 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 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. 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. 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 which 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. 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. 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. As the successful candidate you’ll 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.
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 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.
