Client Relationship Leader

2 days ago

Hong Kong, Central and Western District, Hong Kong SAR China XL CATLIN Full time

Job Description - Client Relationship Leader (13005249D20250221)

Job Number:

13005249D20250221

Client Relationship Leader

Global

Client Relationship Leaders (CRLs) nurture and cultivate long-term client relationships with strategic accounts, building on their deep understanding of the market and strong internal networks to support clients holistically across their end-to-end experiences. CRLs serve as the main driver and point of contact to deliver AXA XL's value proposition, making AXA XL seem big and feel small to the client and the account team. Strong business, technical, and people acumen are essential for success in this key role.

Essential Responsibilities:

  • Know Your Client Holistically:
    • Understand client's business, strategic priorities, industry trends, and risks they face.
    • Develop proactive client insights and themes to take to clients.
    • Understand the underwriting appetite and how it could support client needs.
    • Assess and manage business growth and development opportunities.
    • Set and track growth and profitability targets at the account level.
    • Design strategy and action plan to achieve business goals and drive account plan execution.
    • Coordinate account team effectively to ensure high productivity and lead effective meetings.
  • Deliver What We Promise:
    • Identify client service needs and customize service arrangements that manage client needs vs. AXA XL cost to serve.
    • Identify and navigate appropriate resources and teams within AXA XL and across regions on behalf of clients.
    • Remove roadblocks for account team and clients.
    • Set resolution plan to address "at risk" client issues and escalate as required.
    • Partner with the brokers to address service-related topics.
  • Bring Relevant Products & Solutions to Clients:
    • Proactively identify growth opportunities.
    • Support the cross-sell process to increase product density.
    • Engage clients in risk dialogues to identify their needs and translate them into the right product and service propositions.
    • Craft proposals, network internally, and collaborate with account teams to shape pitches.
    • Co-innovate with clients, brokers, and account teams to bring unique services beyond the policy to clients.
    • Influence deal terms to balance profitability with client needs and position AXA XL to win Lines of Business (LoBs).
    • Deepen broker relationships to understand where business is placed.
  • Foster Long Term Relationships:
    • Manage client relationships and map and manage engagement with key stakeholders.
    • Lead AXA XL client account teams (no formal reporting line), establish deep relationships with key functions at AXA XL to meet client expectations.
    • Gather and act on client feedback and pursue continuous learning opportunities.
    • Establish internal relationships with key stakeholders for the benefit of the client.

Qualifications:

We're looking for someone who has the following abilities and skills:

  • Business:
    • Commercial Acumen / Relationship Building: Engages with c-suite executives and brokers, manages stakeholders and conflict, and negotiates for client interests.
    • Business & Insurance Acumen: Demonstrates a comprehensive knowledge and expertise in the core principles, practices, and dynamics of the insurance industry within the broader context of business.
    • Marketing & Communication: Understands the audience and tailors positioning of communication based on analysis of audience.
    • Financial Acumen: Understands and applies insurance financial principles, assessing impacts on bottom-line and P&L.
    • Data-Driven Decision Making / Strategic Solutioning: Simplifies complex issues, creates solutions, and uses data to support decision-making.
  • People:
    • Customer Centricity: Places customers first; understands and addresses customer needs, while also considering the interests of other stakeholders; ensures customer needs are met to drive business success.
    • Leadership People Skills: Empowers others, influences change, inspires with vision, and leads teams to ambitious, collaborative goals.
    • Cross-Functional Collaboration: Leads teams; fosters teamwork; creates opportunities. Build trusted relationships with internal team members.
    • Emotional Intelligence / Cultural Awareness: Reads the room and adjusts approach based on people dynamics and cultural differences.
  • Technical:
    • Business Planning: Set targets, objectives, action plans and manages/monitors action items.
    • Industry and Market Knowledge: Understands the inner workings of their client's businesses and the industries they operate in.
    • Technical Product Expertise: Knowledge of global insurance functions and growth trends, using technical expertise to advocate for client needs in solution design.

Location: HK-HK-Hong Kong

Work Locations: HK Dorset House Taikoo Place Hong Kong 979 King's Road Suites 2401 & 08-11 Hong Kong

Job Field: Client, Marketing & Communications

Schedule: Full-time

Job Type: Standard

AXA XL is an Equal Opportunity Employer and does not discriminate against any colleague or applicant for employment on the basis of race, color, national origin, religion, sex, gender identity and/or expression, sexual orientation, age, disability, genetic information, veteran status, military status or any other category protected by local law.

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