Director - Client Account

Strategic Account management ensuring profitable development of long term relationships for Crawford’s Key client panel.  Maximisation of revenue, opportunities, and cross selling for the Group as well as enhancing the profile of Crawford in the market and creating /retaining reputation for delivery of the Group's services and products. The purpose of this role is to deliver the strategy to ensure the effective management of a Panel the Crawford nominated key client accounts within the UK & Ireland.

• Establish close working relationships with Operational Business Heads and colleagues throughout the business. 
• Acting as the interface between the client and Crawford. 
• Liaise with the wider Sales and Marketing team in responding to new business opportunities and preparing tender documentation. 
• Create appropriate presentations and seminar material and deliver regularly to the market 
• Forge a close relationship with appropriate professional bodies in order to facilitate growth
• Profitably price, design and implement in conjunction with Operations and Finance claims programmes to meet key client needs;
• Successfully deliver all renewal opportunities across allocated panel;
• Identify all cross selling opportunities across all products lines & GSL;
• Ensure that Crawford service delivery is aligned to client requirements and performance expectations;
• Act as a client champion and develop effective relationships with stakeholders including clients, internal customers, strategic partners and external communities.  This to ensure effective collaborative stakeholder management focussed on delivery of continuous improvement;
• Ensure full implementation of Salesforce (including key client updates onto Salesforce);
• Promote and aspire to integrate the Crawford Customer First methodology with key clients to further drive the ‘partnership’ philosophy;
• Develop strategies to increase ‘share of wallet’ and achieve profitable growth in revenue;
• Deliver all key client audit requirements;
• Ensure that accurate and current key account data is maintained and is available; interrogate and critically analyse data to identify areas for improvement and take positive action to deliver improvement;
• Promote the Company ethics and values, adhere to policies and procedures, focus on what matters to the customer and promote client brands.

The role will encompass working across all operational areas, facilitating the client requirements and interfacing between all clients and Crawford employees

Job holder must ensure that his/her behaviours actively demonstrate the Company’s RESTORE values of: Respect, Empowerment, Sustainability, Training, 
One Crawford, Recognition and Entrepreneurial spirit

• Demonstrates a desire to continuously improve self and others by communicating, sharing, listening and exchanging information and knowledge at all levels;
• Builds and maintains positive working relationships within own team, with colleagues across the business, and with key clients;
• Demonstrates an action orientated approach to understand and fix problems within the work;
• Remains calm under pressure – demonstrates a flexible and resilient approach.

• Ideally, degree level of education;
• Insurance qualification required e.g. ACII or ACILA;
• Proven sales experience and capability  within the financial services sector;
• Existing senior management level relationships within the general insurance market sector;
• Comprehensive experience and success of insurer client relationship management.

• Comprehensive knowledge of the UK general insurance market;
• Detailed understanding of key Client requirements; with high market profile
• Achieving the management of ongoing new business wins through effective sales pipeline process : Maximisation of cross selling opportunities across client base
• Knowledge of technical claims adjusting; 
• Knowledge and understanding of role of Financial Conduct Authority.

• Excellent analytical and decision-making ability;
• Sound problem solving ability to recognise difficulties and take proactive measures to overcome issues;
• Solid relationship building skills;
• Well developed and effective communication and negotiation skills;
• Strong organisation / project management skills 
• Strong dispute resolution handling skills to manage disputes effectively/proactively;
• Solid financial literacy skills to analyse and interpret numerical data;
• Sound computer literacy skills to make effective use of a variety of ICT platforms and applications.
• Enhancing brand value and the internal culture by role modelling leadership behaviours

The role will encompass working across all operational areas, facilitating the client requirements and interfacing between all clients and Crawford employees