Svp Client Partner, Personal Lines

SVP Client Partner, Personal Lines

Xceedance, a Global Insurance Technology company, is seeking a highly motivated and experienced leader with a deep understanding of the Florida insurance market to lead and manage our Personal Lines clients in the Americas region.

Role and Responsibilities

The VP/SVP, Personal Lines, Americas is a highly visible position with overall responsibility for all personal clients, including account engagement, delivery, and margin.

The role includes management of existing and new client growth, client management, contract negotiations, solutioning, consulting, P&L management; all focused on achieving Xceedance Americas annual targets for client base growth, revenue, profitability, quality of delivery and customer satisfaction. In addition, the leader must have a deep understanding and connections with the Florida insurance market.

The individual should have strong leadership skills, leading the team by example and be able to inspire, and motivate the team to work towards the company's goals and objectives. The Client Partner will become the face for all personal clients and must possess excellent communication/presentation skills to enable his or her team for mutual success. In addition, the individual must be able to effectively represent the company to clients, partners, and other stakeholders.

ESSENTIAL FUNCTIONS AND RESPONSIBILITIES:

Client and Financials Management

• Proactively flag any potential delays in invoicing and follow up with client finance for any issues.
• Use knowledge of the market and competitors to identify, amplify and position Xceedance differentiators to drive positive expansion outcomes.
• Identifying new business opportunities and developing strategies to pursue them with portfolio accounts/market segment; work with delivery to build desired service capabilities at scale.
• Accountable for any billing and invoice payment issues between client and Xceedance.
• Working with the President to prepare the organization’s annual budgets, analyze the risk of its operations, performance, corrective actions.
• Working with business development/solutioning group to transitioning new clients, client expansion and investment opportunities for all personal lines.
• Strategize and grow Xceedance’s business by pitching its offerings to existing and prospect clients in the assigned market segment(s).
• Strong connect with clients to understand their needs and evangelize Xceedance.
• Adhere to the strategic business development framework — as set by the President and which is part of an integrated processes, including use of the company’s sales tools and templates to manage prospects through various sales stages — from initial engagement to ongoing planning, execution, control and close of opportunities, as required including the use of Salesforce.
• Build relationships with clients based on trust and respect.
• Champion internal teams in keeping client contracts (SOW and MSA) .
• Function as a client advocate within Xceedance.
• Manage account’s budgets and profitability.
• Participate at Insurance events and spread the word for Xceedance.

Service Delivery

• Coordinate Voice of customer / NPS surveys and action plans.
• Accountable for profit, pricing, growth and quality delivered to clients across the portfolio by setting goals for each department in collaboration with the Business Leaders and President.
• Establish and coordinate engagement governance sessions with client and Xceedance delivery teams.
• Be single point of contact for client escalation.

KNOWLEDGE & SKILLS:

• Strong written and verbal communication skills with abilities and experience to close deals.
• Excellent problem-solving skills.
• Detailed, practical understanding of insurance functions and how can Xceedance offerings alleviate their pains/challenges.
• The ability to use their judgment to make decisions.
• Should have managed large budget engagements and revenue responsibility.
• Deep knowledge of the P&C insurance industry, operations, and technology .
• Embraces change as opportunity to improve.
• Individuals must possess an entrepreneurial and agile mindset. Should possess excellent articulation and storytelling skills.
• High energy, organized, and willing and able to get into the weeds across all areas of reasonability.
• Insightful/ great instinctive feel: Capable of sizing up people and their agendas.
• 20+ years of experience in personal insurance and client relationship management.
• Ability to travel at least 50 % of the time with occasional international trips.
• Strong operational experience of at least one Insurance market segment with proven transformative leadership impact.
• Able to work collaboratively and independently.
• Ability to innovate and implement creative business solutions for growth and development.
• Knowledge of market research, sales and negotiating principles.
• Reliable professional with the ability to develop high-trust relationships with colleagues, customers, prospects, and partners from diverse cultural backgrounds (across multiple countries).
• Deep understanding and connection with the Florida insurance market is a must.
• Great listener, team builder and able to lead by example, including an ability to make tough decisions and deliver difficult messages.
• Established connections within personal lines specifically with insurer/reinsurer/underwriting agency markets, and at decision making levels of insurance organizations.

EDUCATION/EXPERIENCE:

• 15+ years of progressive increase responsibly including consultative sales experience with insurance services or technology industry-related company.
• Proven track record for running business, company or divisions within insurance related companies or vendor partners.
• Bachelor’s/MBA degree or a combination of education and equivalent experience.
• Insurance Acumen across all functions and technology is necessary.

LOCATION

The position is based in United States.