Client Relationship Manager

5 days ago

الرياض, Saudi Arabia Mercer Full time

**What can you expect**:
The role is to act as focal point for a large book of business in both the Cyber and Credit Specialties areas, bringing together the different areas of Marsh to deliver superior service and advice to the client from a technical standpoint and also growing the portfolio. Embedded within a team of colleagues and in a collaborative approach, he/she should hold the lead in the client relationship delivering expertise, project management, negotiation skills both technical and commercial and commitment to excellence.

The team is young but experienced and has a great working atmosphere. We will ensure from the outset providing the colleague with the training and coaching on and off the job to ensure success. Ultimately the colleague is running a large business, and that sense of accountability makes the role very exciting.

We will rely on you to address the following expectations:
**I. Credit Specialties**

Expanding the firm’s presence and revenue growth within the credit specialties market segment. Your responsibilities encompass strategic planning, prospect management and driving business growth.
- Client Servicing_
- Relationship Building:_ Maintain Clients engagement to a strategic level while delivering operational excellence through a systematic approach:

- Customer Journey: map key moments of Credit Specialties policy life cycle and ensure consistent delivery & Visibility of Marsh servicing output at these moments
- Regular catch up with Client, advise on their Risk & Business requirements, share loss history, lessons learned, industry trends etc
- Business Development_
- Promote all Credit Specialties products actively to prospects and cross sell to existing Marsh clients.
- Develop sales plans targeting specific sectors/clients, revenue goals and establish a robust sales funnel of opportunities.
- Generate high qualified prospect lists with clear targets to pursue on regular basis.
- Build and nurture relationships with keys stakeholder such as financial institutions, insurers, and corporate clients in close collaboration with industry & development initiative leaders.
- Lead sales efforts by actively prospecting new business opportunities and presenting compelling value propositions to potential clients.
- Utilize a data driven sales approach and ensuring accurate prospect data in Marshforce is maintained monthly.
- Identfiy appropriate contacts and entry points into prospects, leverage existing Marsh relationships where possible.
- Represent Marsh Credit Specialties locally at industry events, conferences, and forums to enhance visibility.
- Implement the Belief-Based-Engagement model when entering client and prospect discussions.
- Proactively cross sell Credit Specialties with other departments. Including regular catchups with leaders in related divisions.
- Operational & Best Practice_
- Take leadership in quarterly revenue tracking and reporting.
- Encourage regional teams to input all New and Expanded business into MPower monthly for accurate management and financial reporting locally
- Provide local training, workshops as needed.
- Track conference and event attendance for relevant opportunities.

**II. Cyber**
- Client Servicing_
- 1) Relationship Building:_ Maintain Clients engagement to a strategic level while delivering operational excellence through a systematic approach:

- Customer Journey: map key moments of Cyber policy life cycle and ensure consistent delivery & Visibility of Marsh servicing output at these moments
- Regular catch up with Client C-suite, advise on their Risk & Business requirements, circulate Country/Sector Risk updates, invite to Events & Socializing
- Performance: Monitoring of Key Metrics, regular workshops & training, Appeals
- 2) Renewal Activity:_ Planning & execution as per SLA, drive Consistent Analysis & Proposals on cover & commercials metrics, Action early renewals when possible + Flag accounts at risk.
- 3) Revenue Generation:_ Deliver Retention Revenue target, minimize accounts wastage (below 10% YoY), generate & refer opportunities (Advisory, Cyber, cross sell)
- 4) Advisory:_ Ensure clients are aware of the full breadth of Marsh’s cyber offerings including our Cyber Incident Management and Cyber Risks Consulting
- Key Metrics_
- Retention: Revenue achieved vs. Budget, % of accounts renewed
- Renewal process: % of accounts renewed before expiry, Tracker accuracy.
- Sales Strategy (_In Collaboration with IMEA Cyber Leader)
- Contributes to building the KSA sales strategy, leveraging on KSA market and Cyber solutions experience, to drive sustainable double digit growth
- Develop a “Go to Market”(GTM) strategy that is data led & industry based ; maintain a clear prospect/client list corresponding to this GTM and Define associated Sales KPIs ( # of Opportunities, Value, Closing Timeline, etc)
- Support Market Management & Marsh Cyber Solutions Visibility with IMEA Leader & marketing team through participation to events & con

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