Client Relationship Manager

Individually we are people, but together we are Aviva. Individually these are just words, but together they are our Values - Care, Commitment, Community, and Confidence.

The Client Relationship Manager’s (CRM) primary purpose is to drive and deploy all aspects of the Client Relationship Management function at Aviva Global Corporate & Specialty (GCS).

Come join our team

What you’ll do:
Client Relationship Management- Accountable for building, maintaining, and running valued relationships with key clients and their broker services team in two key areas: Corporate Risk clients and National Programs- The CRM will maintain relationships through frequent and valuable contact with clients and brokers to identify opportunities to grow Aviva GCS participation on the account and trouble-shoot potential risks to retention. The CRM will build a deep knowledge of the account across all lines of business and functions and act as an advocate to the client internally.

New Business Pipeline Management & Sales Execution- Responsible for sales execution according to agreed upon production goals by:
- Maintaining an active and reliable pipeline of Corporate Risk prospects aligned with target segments and underwriting appetite- Working with broker partners to strategically target clients for existing and new Program opportunities- Pipeline and market engagement will be managed in Salesforce.- CRM will keep updated the status of all pipeline items and position in the sales cycle.- CRM objective will be to build opportunities for engagement directly with the account buyer and key broker influencer.

Developing, implementing, and supervising market engagement cadence, sales effectiveness, product promotions, campaign marketing, etc.- Responsible for assessing the efficacy of market and sales tactics and engagement in order to modify future efforts to ensure business objectives are met.

Product Development, Competitive Intelligence- Identify, research and report product and service gaps in the Aviva GCS Corporate Risk & National Programs offer and insurance marketplace at-large. Collaborate with external partners and internal functional units to deliver compelling arguments for critical and innovative product and service development.- Deliver competitive intelligence of existing and emerging competitors.

General portfolio management:
- Monitoring broker performance on a quarterly basis.- Accountable for ensuring that quarterly reviews of broker performance against the pipeline are implemented and for resolving supporting actions to meet plan for GCS Corporate Risk and GCS Programs.- Accountable for using this input to make strategic decisions and remediation plans to ensure performance measures are met.- Responsible for using this data to follow up with clients & brokers on performance matters (advising on improvement initiatives, identifying remediation measures, identifying additional business opportunities, providing positive feedback on successes, etc.)

Market Segment Focus:
- Through research, pipeline management and experience, understands the client and broker’s underlying needs and satisfies them through not only consistent service and resourcefulness but also attention to detail. Craft opportunities to plan with the client and broker to establish goals, standards for service and continually improve performance.

Negotiation Skills, Influencing Without Authority:
- Presents alternative points of view. Develops a strategy to support mutually helpful outcomes for brokers, underwriters and clients. Influences desired outcomes in support of the GCS Corporate Risk and GCS Programs strategy by communicating compelling arguments that build consensus among all team members.

What you’ll bring:
- University degree or equivalent experience- CIP/CRM would be an asset- 10+ years commercial insurance experience, preferably in large commercial or risk-managed accounts in the property and casualty insurance industry- Background in or advanced knowledge of Programs would be an asset- Portfolio management, preferably in enterprise/large account sales or the property and casualty industry- Broad network of broker and client contacts- Sales and Business Development experience, with recognized sales execution methodologies, and demonstrated sales success- Excellent relationship management skills. Customer and results-focused- Strong networking capabilities- Very strong business management (business plans, marketing plans, metrics, understands business drivers) capabilities- Sophisticated negotiation skills- Unique, creative and Innovative Thinker- Strategic problem solver- Excellent oral and written communication skills- French language is a strong asset- Previous broker experience and/or underwriting experience would be an asset

What you’ll get:
- The salary band for this position ranges from $79,500 to $147,700. Please note that individual salary is determined by factors such as job-related knowledge, skills and experienc