Strategic Client Executive at Discovery Limited

Key Purpose

• The successful candidate will be responsible for developing strategic, lasting relationships with a defined and carefully selected number key clients; to unlock long term, sustained value through focused product integration, utilisation and retention efforts

Areas of responsibility may include but not limited to

• Develop strong connections with senior stakeholders and other key contacts at employer clients
• Develop a deep understanding of our employer clients’ business, strategic objectives and challenges in order to create opportunities for value creation
• Demonstrate expertise with respect to the Discovery Group offering suite
• Collaborate across the relevant sales and account teams to build impactful strategic account plans that deliver growth and ensure retention
• Own the delivery of revenue, growth and retention targets for key accounts & participate in forecasting activities
• Build strategic partnerships with key broker houses to maintain a transparent and mutually beneficial approach to client engagement
• Manages and coordinates the entire sales cycle for key clients from finding a potential opportunity to securing a deal, working closely with the Distribution and Key Account Management teams across the Business Units (Bus) to close and onboard new business.
• Using insights from data analytics and client needs, give input into bespoke value propositions, thought leadership and offerings for key employer clients
• Mobilise all areas of the business to expedite client delivery and speedy resolution of all queries, quotation or escalations
• Frequent client interactions through regular check in’s, organising and hosting events, and strategic networking
• Work with adhoc cross-functional teams across the business to deliver the best and relevant expertise to the client
• Retain and delight key clients through mobilising all areas of the business to expedite client delivery and speedy resolution of all queries, quotation or escalations
• Has oversight of all client interactions, queries, quotes and escalations for key clients through a fit-for-purpose CRM system
• Drive the creation of a rich client data repository through the use of a shared CRM solution
• Creates detailed business plans to achieve defined goals and targets.

Personal Attributes

Strategic sales

• Strategic account planning
• Development of marketing strategies
• Analysing market trends
• Ability to convert sales
• Business savvy – ability to see an opportunity and present it to the client

Overall Client Relationship

• Co-ordination of events and networking sessions
• Negotiation skills at all levels
• Facilitates the executive level Interfaces

Technical Expertise

• Knowledge of all product offerings, structures and benefits across the value chain
• High degree of business acumen and/or industry experience
• Ability to provide advisory support at all levels

Leadership / Management

• Ability to influence without authority
• Collaborate across all levels of an organization (internal and external)
• Systematically analysing and reporting of new business results, pipeline management together
• with actionable initiatives
• Accountable for all targets

Entrepreneurial

• Ability to creatively solve complex problems
• Contributes to the development of bespoke value propositions and new products/offerings

Education and Experience

Education/ Qualifications

• Clinical, Actuarial, Employee Benefits and/or Management Consulting background and relevant qualification/s

Experience

• At least 10 years’ experience in: Research and development; Actuarial risk; Technical Marketing; Strategic Account management; other relevant commercial experience
• Financial Services, Management consulting and big Pharma industry experience