San Francisco, CA, United States

As the world changes and markets become more competitive, and as our clients’ needs become more complex, more than ever we are competing for time, for opportunities, for relevance. Differentiation at all levels, including how we think about and engage with our clients, is of utmost importance.

As a member of the Americas Client Relationship Management Team, this role is primarily to build and manage relationships with our major clients in the West Zone of the USA in order to capitalize on our scale, expertise, global reach and servicing capabilities and ensure we remain well positioned with our clients and prospects as we move forward.

Key elements of the role include:

• Client Experience – supporting a culture and mindset that puts clients first and looks to deliver excellence, beating expectations and delighting our customers at every step.
• Global Collaboration – showing our clients a fully joined up business across AXA XL and the whole AXA Group, driving out the silo mentality from product and geography, and delivering “One AXA”.
• Key Account Management – taking the lead and being the key touchpoint for our clients, helping them to navigate both AXA XL and AXA Group and helping the accounts to grow profitably and sustainably over the long term.
• Global Programs – our major clients are most often multinational and require the services of our owned and partner network. Ensuring we provide local policies in an efficient, right first time and easy manner will differentiate us from our competitors.
• Captive Solutions – understanding the importance of captives to our clients and the solutions we provide in terms of service and capital management to help drive this integral part of clients’ risk financing strategies.
• Respecting the Role of the Broker – brokers are key to our success and consideration must be given to their role, both strategic and transactional, and their needs.

DISCOVER your opportunity

What will your essential responsibilities include?

• Acting as relationship leader on assigned portfolio of Actively Managed Accounts, monitoring quality of service provided and initiating remedial action where necessary. In all dealings with clients acting as a central touchpoint and ensuring decisions are made in a commercially aware environment, utilizing escalation protocols where necessary.
• For each assigned Strategic Account, leading the virtual account team, developing a strategic account plan using agreed templates and format and ensuring the plan is adopted by the virtual account team, is executed with determination and is regularly reviewed and updated.
• Developing outstanding personal relationships with key decision makers (both client and broker) at executive/senior level. Driving regular engagement through the entire life cycle of our client relationships and across the multiple stakeholder levels within the clients’ businesses. Joining up AXA XL, AXA Group and client organizations across multiple touchpoints globally.
• Fundamentally understanding clients’ businesses and their trading environments and how they change over time. Engaging clients in risk dialogue to identify their needs and translating them into the right product and service propositions. Seeking to align the client’s needs with AXA XL’s and AXA Group’s offerings and driving sustainable, profitable growth.
• Working with underwriting and functional teams to ensure the delivery of top-class client service by all AXA XL departments on assigned accounts. Managing the expectations of clients and brokers ensuring they have trust in AXA XL and view us as their preferred partner.
• Helping to drive a stronger client focused culture within underwriting. Supporting underwriters to think about the broader client relationship not just their product line. Embracing the virtual account team approach to drive greater ownership of the relationships and greater accountability for delivery of results.
• Increasing awareness among clients and brokers of AXA XL’s product solutions. Working with brokers, underwriters and AXA XL Zonal Leaders to determine pipeline target accounts where we have appetite and developing relationships with brokers and prospective clients to position for opportunities on their business.
• Acting as a bid manager for key client acquisition and working with the client and broker to ensure AXA XL’s offering is fully understood and our unique selling points are appreciated.
• Strongly supporting the cross-sell process to increase product density. Understanding the appetite of each line of business and encouraging the sharing of opportunities across business lines.
• Acting as a facilitator when needed in large, complex or important claims for assigned accounts. Working closely with the client, broker and claims teams to ensure regular and clear communication of progress and decisions.
• Maximizing opportunities with the broader AXA Group businesses to provide overall client solutions and revenue synergies to the business.
• Identifying and implementing innovation opportunities.
• Championing the implementation and usage of data management tools throughout the business. Demonstrating the importance of high quality client data and the whole account view. Using data to drive better business decisions through understanding of client and sector performance.

You will report to the Head of Client Management & Business Development, Americas Region.

SHARE your talent

We’re looking for someone who has these abilities and skills:

Required Skills and Abilities:

• Commercial: you will have extensive experience in the large corporate insurance marketplace in a client-facing or sales role and have a good understanding of general insurance lines of business and available products and services. Outstanding existing relationships with clients and brokers in the West Zone of the US will be an advantage.
• Leadership: you are a respectful, authentic, motivated, self-starting and persuasive leader with excellent managerial skills, and you have a proven track record in working as part of, or leading, a high calibre team. An articulate, strategic thinker, you are customer and client focused as well as results driven and able to hold yourself accountable for short and long-term success.
• Communication: you have excellent presentation, verbal and written communication skills, outstanding analytical and problem-solving skills and outstanding project management experience (planning, organizing, executing and following-through).
• Sales & Marketing: you are familiar with selling across a portfolio of complex products and services and you can execute on and motivate a team around growth. You collaborate cross-functionally to create a cohesive growth plan.
• Relationship Management: you have excellent contextual, interpersonal and relationship management skills and the ability to interact effectively with multiple internal and external stakeholders at all levels of seniority. You are a true collaborator and are comfortable working in an environment where managing by influence is required.

FIND your future

AXA XL, the P&C and specialty risk division of AXA, is known for solving complex risks. For mid-sized companies, multinationals and even some inspirational individuals we don’t just provide re/insurance, we reinvent it.

How? By combining a comprehensive and efficient capital platform, data-driven insights, leading technology, and the best talent in an agile and inclusive workspace, empowered to deliver top client service across all our lines of business property, casualty, professional, financial lines and specialty.

With an innovative and flexible approach to risk solutions, we partner with those who move the world forward.

Learn more at axaxl.com

Inclusion & Diversity

At AXA XL, we know that an inclusive culture and a diverse workforce enable business growth and are critical to our success. That’s why we have made a strategic commitment to attract, develop, advance and retain the most diverse workforce possible, and create an inclusive culture where everyone can bring their full selves to work and can reach their highest potential. It’s about helping one another — and our business — to move forward and succeed.

Our enterprise I&D mission is to become the most inspiring company to work for. We’re achieving this through our three areas of focus:

• Drive an Inclusive Culture—create a global workplace that works for everyone, with a culture that values all individuals, backgrounds and ideas, and where every colleague feels safe, valued and respected.
• Diversify Our Workforce—increase the representation of women in leadership, achieving 50% by 2023, and focus on underrepresented populations by region, positioning AXA XL as an employer of choice for all talent.
• Support Our Marketplace & Communities—support our communities and visibly and thoughtfully champion equity around the globe.

Learn more at axaxl.com/about-us/inclusion-and-diversity. AXA XL is an Equal Opportunity Employer.

Corporate Responsibility

At AXA XL our approach to corporate responsibility (CR) is the same as our approach to business; constantly seeking to provide innovative solutions to the world’s most complex problems. From offering our expertise, products and services to help build more resilient communities, to advancing understanding and response to climate change, our strategy – Our Impact. Our Future. – aligns key issues that are pertinent to our business – climate, water and financial resilience - and contributes to AXA Group’s purpose to “Act for human progress by protecting what matters.”

• Climate: We’re reducing our carbon footprint, protecting ecosystems and exploring how our business can help build a better world.
• Water: We’re developing water resilience where it is — and will be — needed most.
• Financial resilience: We’re helping create opportunities for the unemployed and underemployed, so they can be better prepared for unexpected changes.
• Hearts in Action: We have established volunteering and charitable giving programs to help colleagues support causes that matter most to them, known as our “Hearts in Action” programs.

For more information, please see the Corporate Responsibility section on our website.

The pay range for this position is $155,000 – $233,000. Actual pay will be determined based upon the individual’s skills, experience and location. We strive for market alignment and internal equity with our colleagues’ pay.