Digital & Direct Marketing
Key account manager
Who we are
American International Group, Inc. (AIG) is a leading global insurance organization. AIG member companies provide a wide range of property casualty insurance in approximately 70 countries and jurisdictions. These diverse offerings include products and services that help businesses and individuals protect their assets and manage risks.
We're also committed to making a positive difference for our colleagues and in the communities where we work and live. We encourage colleagues to give back to the causes they care most about, supporting these efforts through our Volunteer Time Off and Matching Grants Programs.
Get to know the business
General Insurance is a leading provider of insurance products and services for commercial and personal insurance customers. It includes one of the world's most far-reaching property casualty networks. General Insurance offers a broad range of products to customers through a diversified, multichannel distribution network.
The KAM - Key Account Manager function is part of DDM - Digital & Direct Marketing direction, one of the AIG Distribution segments specialized in developing through intermediaries, insurance programs for individuals. DDM supports business growth through its expertise in marketing and distribution and establishing strong commercial relationships with intermediaries. The existing diversity of the business portfolio and new business opportunities, demands from the KAM specialized expertise in the different business areas to develop a strong value proposition for intermediaries and customers. KAM has the responsibility of delivering and materializing the product offer and promise.
About the role
**What you need to know**:
The primary purpose of the job is to develop business with intermediaries, through delivering a robust value proposition based on insurance products and other benefits such assistances, marketing and distribution expertise, and establishing strong commercial relationships.
Your contribution at AIG
**The employee is**:
Responsible for business development and relationship with intermediaries
Responsible for the P&L of its A&H assigned accounts (products and partnerships), and the Top Line (GPW, TARP, MC) of the rest of LOBs (Auto, Home, Plus)
**Responsibilities**:
**1. Functional Responsibilities**:
Lead the development of DDM's businesses in the assigned accounts:
- Define the prospecting list and agenda of intermediaries (brokers or agents, sponsors, partners, etc.).
- Participate in defining the Value Proposition for intermediaries and customers.
- Lead the onboarding of intermediaries: negotiate commissions, acquisition costs, internal policies (vendor, PCC...), contractual framework, business KPI,...
- Define the best strategy to implement the value proposition with each intermediary, and develop the business: campaign, product, channel, customer, pricing, promotion, etc.
- Define, search and implement the necessary internal or external resources to develop business with intermediaries (functional areas of the company, suppliers, etc.)
- Supervise the businesses in charge: define together with the Portfolio Manager of the Area / Digital Head / Other areas of the company the different reports to pilot the activity.
- Follow up with intermediaries to identify campaign improvements in terms of products, additional benefits, communication to customers, marketing investments etc.
- Support the Head Digital in digital/cross-sell/retention/other CX strategies for the existing portfolio of clients (direct and co-clients with partners or brokers).
- Be in constant search of business improvement to increase the penetration of policies/insured customers: new products, new channels, pricing strategies, retention, etc.
- Monitoring assigned business from Top Line / Bottom Line perspective.
Establish and follow up on governance with Intermediaries.
- Define the governance of a business with partners: roles (who does what?), implementation plan, operational book guide, reporting, meetings & business board's agenda, etc.
- Follow-up agenda: committees, reports, presentations, etc.
Be the point of contact between the Intermediary and the other areas of the company for all matters related to business:
- Coordinate with AIG functional areas any need / request from Intermediaries concerning assigned accounts: issuing matters, collection, claims, reporting, actuarial, processes etc.
**2. Accountabilities**:
Proactive, hands-on, timely, accurate and customer focused in developing profitable and long-term business with intermediaries, according to AIG conduct code and policies.
Be a trusted advisor for AIG stakeholders and leaders regarding partnerships and business strategic drivers.
3. Leadership Skills
- Ability to influence stakeholders and leaders to effectively direct business development strategy.
- Excellent communication skills, both written & verbal
- Excellent presentation skills and