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Client Relationship Management

3 months ago

Riyadh, Saudi Arabia Marsh & McLennan Companies, Inc. Full time
Company:
Marsh

Description:

Client Relationship Manager - Cyber

What can you expect:

The role is to act as focal point for a large book of business, bringing together the different areas of Marsh to deliver superior service and advice to the client. 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.

What you will be rewarded with:

We offer and embrace a hybrid working model that nurtures a collaborative working environment in the office 3 days per week allowing 2 days per week to be spent working on a remote basis.

Competitive Benefits Package including: 28 days annual leave, medical cover, life assurance, employee assistance program.

We will rely on you to address the following expectations:

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 & conferences, production of brochures, social media campaigns and other marketing assets.

Key Metrics:
  • Sales strategy visibility
  • New business revenue
  • GTM articulation , Target list relevance
  • Events participation & Media coverage

BUSINESS DEVELOPMENT GOALS

  • Contribute to KSA new sales related activities to new & existing Cyber clients
  • Act as Subject matter expert & go to person for Marsh KSA for Cyber sales Cyber solutions sales efforts, product pitch, solution insights, and negotiation tactics. Collaborate with all internal and external stakeholders, secure best practices & knowledge sharing with the various teams at Marsh
  • Coordinate sales campaigns & GTM with all Marsh teams and wider MMC (RMP, Corporate, Tier 1, Advisory etc.) .
  • Collaboration with Cyber Placement team: Ensuring KSA specific client needs are met by the placement team

Key Metrics:
  • Sales Performance vs Target
  • Marsh CE & BD team engagement / activity level
  • Marsh Segment leaders & Peers feedback

SALES ACTIVITY MONITORING & REPORTING

  • Maintain Accurate Sales funnel in Marshforce ( Opportunity value, closing date etc.)
  • Present Monthly / Quarterly performance forecast (weighted funnel, win rate)
  • Contribute to market insights by Identifying and addressing underperforming areas.
  • Ensures timely compliance with MarshForce protocols and KPI's

Key Metrics:
  • Marshforce Funnel accuracy & discipline

What you need to have:

  • 4-5 years of relevant experience
  • An academic background in IT or Cybersecurity, or background and/or from industry (insurance or cyber security)
  • Able to relocate or already be in Riyadh
  • Fluent in Arabic and English
  • Excellent interpersonal skills

What makes you stand out:

  • Solid analytical skills
  • "Thinking outside the box" mindset

Marsh is the world's leading insurance broker and risk adviser. With more than 45,000 colleagues advising clients in over 130 countries, Marsh serves commercial and individual clients with data-driven risk solutions and advisory services. Marsh is a business of Marsh McLennan (NYSE: MMC), the world's leading professional services firm in the areas of risk, strategy and people. With annual revenue of $23 billion, Marsh McLennan helps clients navigate an increasingly dynamic and complex environment through four market-leading businesses: Marsh, Guy Carpenter, Mercer, and Oliver Wyman. For more information, visit marshmclennan.com, follow us on LinkedIn and X

Marsh McLennan is committed to embracing a diverse, inclusive and flexible work environment. We aim to attract and retain the best people and embrace diversity of age, background, disability, ethnic origin, family duties, nationality, parental status, personal or social status, political affiliation, race, religion and beliefs, sex/gender, skin color, or any other characteristic protected by applicable law.