Senior Client Relationship Manager
Location Sheikh Zayed Road, Trade Centre First, Burj Al Salam, Dubai, United Arab Emirates Category Customer Services Job Id R\_264740 JOB DESCRIPTION
What can you expect:
As Senior Client Relationship Manager, reporting to the UAE Trade Credit Practice Leader, you will be responsible for managing Marsh Trade Credit Key clients (end-to-end cycle), leading some strategic initiatives (Industry Focus, Country & Product), as well as develop and manage junior team member(s).
As an experienced executive, you will also actively contribute to scaling up the Marsh MENA Credit Specialty team, by leading team members, coaching, training, and continuous process improvements.
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 and 1 to 2 days working remotely.
Competitive Benefits Package including 27 days annual leave, private medical cover, life insurance, employee assistance program, plus a range of flexible benefits including carry-over up to 5 days of holiday per year, share scheme and optional rental advance.
We will rely on you to:
Client Servicing
Relationship Building: Grow the Clients' partnerships to a strategic level while delivering operational excellence through a systematic approach:
Decision Maker Relation Building: regular catch up with CFO / CEO, advise on their Credit/Risk/Liquidity requirements, circulate Country/Sector Risk updates,
invite to Events & Socializing Performance: Monitoring of Key Metrics, regular Risk workshops & training, Appeals
Renewal Activity: Planning & execution as per SLA, driving Consistent Analysis & Proposals on cover & commercials metrics, Action early renewals when possible + Flag accounts at risk.
Revenue Generation: Deliver your Retention and New Business Revenue target, minimize accounts wastage (below 10% YoY), and refer opportunities to other Marsh practices.
Key Metrics:
Relationship: Feedback from C-Suite, # of Opportunities referred, # Meetings, Articles shared
Retention: Revenue achieved vs. Budget, % of accounts renewed
Renewal process: % of accounts renewed before expiry, Tracker accuracy.
Business Development
Expanded Business – generate new business from existing clients by Identifying new requirements (new entities, top-up cover, bank-factoring program).
New Business: Lead an industry-specific initiative & Generate interest from clients of other Marsh practices, Secure Referrals from own existing clients.
Cross Selling: Map your customers' risk exposure and introduce other risk & insurance solutions to them (Political Risk & Structured Credit, Medical, Cyber risk, Marine & Transportation, D&O).
Key Metrics: Revenue generated, Activity volume / # of opportunities
Leadership
Team Member Onboarding: Design a comprehensive onboarding plan, Coordinate the full TC team's effective participation, and
Plan Field visits, and technical training of new joiners.
On the Job Coaching: Continuous Peer Review of Junior CE (Emails, Proposals, Meetings/ Pitch), Field support (Joint Client meetings) & feedback, Weekly Catch Ups
Individual Team Development: Map Team member Skillset and design a 1-year plan for skills acquisition with Online learning, Field training and feedback sessions, as well as participation in the Mentoring Program within the wider Credit Specialty Practice
Key Metrics:
Onboarding Plan, Technical Tests, Trainees feedback
Manager & Team Member Feedback
Client & Peer Feedback on Junior CE performance
What you need to have:
Over 5 years of experience in Credit Insurance or Credit Risk Management Role
Strong communication & Negotiation skills, both verbal and written
Comfortable in a fast-paced environment (Managing effectively Client & Internal Meetings, Multiple Zoom & Phone Calls, and a Large Volume of emails)
Team Leader or managerial experience
Arabic language is a plus (regular travel to KSA to be expected)
Marsh McLennan (NYSE: MMC) is the world’s leading professional services firm in risk, strategy and people. The Company’s 85,000 colleagues advise clients in 130 countries. With an annual revenue of over $20 billion, Marsh McLennan helps clients navigate an increasingly dynamic and complex environment through four market-leading businesses. Marsh provides data-driven risk advisory services and insurance solutions to commercial and consumer clients. Guy Carpenter develops advanced risk, reinsurance and capital strategies that help clients grow profitably and pursue emerging opportunities. Mercer delivers advice and technology-driven solutions that help organizations redefine the world of work, reshape retirement and investment outcomes, and unlock health and well being for a changing workforce. Oliver Wyman serves as a critical strategic, economic and brand advisor to private sector and governmental clients. For more information, visit marshmclennan.com, or follow us on LinkedIn and Twitter.
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, civil partnership status, disability, ethnic origin, family duties, gender orientation or expression, gender reassignment, marital status, nationality, parental status, personal or social status, political affiliation, race, religion and beliefs, sex/gender, sexual orientation or expression, skin color, or any other characteristic protected by applicable law. We are an equal opportunities employer. We are committed to providing reasonable adjustments in accordance with applicable law to any candidate with a disability to allow them to fully participate in the recruitment process. If you have a disability that may require reasonable adjustments, please contact us at TAUK@mmc.com.
Marsh McLennan is committed to hybrid work, which includes the flexibility of working remotely and the collaboration, connections and professional development benefits of working together in the office. All Marsh McLennan colleagues are expected to be in their local based teams will identify at least one “anchor day” per week on which their full team will be together in person. office or working onsite with clients at least three days per week. Office-based teams will identify at least one “anchor day” per week on which their full team will be together in person.
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.
