To deliver quality account management services to an assigned portfolio of experience rated (corporate) customers. To grow this portfolio profitably and to represent BI professionally both with Clients, Intermediaries and Agents.
To act as a conduit into all internal areas of the business and to develop strong internal and external working relationships.
Please note we are only considering UAE nationals.
To manage all aspects of the corporate accounts assigned to you, including retention, renewal, contribution, expansion, pricing discussion, risk and debt management.
Ensure all targets & objectives set and agreed with the Head of Corporate Account Management are met, both personal and business.
Develop and maintain Account Plans within the portfolio and to segment this portfolio to ensure appropriate focus on the key groups. To this end using appropriate tools/techniques e.g. Boston Boxes etc.
Provide proactive advice to Clients on their plans, spend analysis, market & legislative changes. To prepare and present appropriate account performance material often to the highest management levels using full graphic capabilities, marketing and sales aids.
Ensure tri-partite arrangements exist with Clients where there is a Broker involved.
Must fully understand the opportunity and potential for each intermediary through developing long term mutually beneficial relationships.
Ensure fully conversant with any changes within Bupa Global, including structural and organisational changes.
To represent Bupa Global as a thoroughly professional organisation by good preparation and planning prior to calls and ensuring appropriate after-sales service and support.
To prepare and present appropriate sales material often to the highest level of the company using full graphic capabilities, marketing and sales aids.
To be an integral part of the large RFP process and the subsequent implementation post win.
Play an active role in new business presentations/pitches representing the BGME account management team, including but not limited to presenting specific information relating to the account management function & how this supports the client requirement (Claims analysis, cost containment, office structure & service, wellness initiatives etc).
To comply with and take into account any requirements from the local regulations.
Ensure that all central sales documents are updated regularly & accurately, this includes but not limited to Global Corporate traffic light report, BGME corporate renewal document, and sales pipeline.
Support BGME corporate account management team at all times to ensure undisrupted service to clients.
Able to demonstrate that he/she pays due regard to customers and treat them fairly by:
able to explain the impact that your role and actions have on the fair treatment of customers;
able to explain the potential implications for customers who are not treated fairly by you or others;
make the fair treatment of customers central to all that you do;
always seeking to be competent to do your job e.g. by completing all compulsory regulatory training on time to ensure that you have all the necessary knowledge and skills;
always providing customers with clear information and suitable advice which takes account of their circumstances;
only selling customers products that they need;
discuss the risks/benefits of a product with customers in a clear, simple way ensuring it is not misleading and allowing them to positively confirm their understanding of the product that they are purchasing.
Provide support as and when needed to any regional initiatives to ensure the delivery of the overall BGME strategy.
As the subject matter expert in business-wide projects related to Corporate Account Management and/or growth.
The Ideal Candidate
Sales background in the global health insurance market, or relevant transferable skills and knowledge from other financial services industries such as Life Insurance, Retail, Commercial or Investment Banking and Wealth Management including selling at Senior/Board member level.
Demonstrated track record in growing corporate sales and have previous working relationships to exceed targeted business results/KPIs.
Have working knowledge of competitor products, business/commercial acumen on pricing/contract issues within the marketplace.
Experience in negotiating and managing high-value contracts with external and internal partners.
Experience of working overseas and dealing with foreign cultures is important, and capable to develop a strong international network of commercial contacts and effectively manage long term relationships.
An ability to speak a second language, is desirable.
Have exposure to relevant local legal and regulatory frameworks;
Able to work independently as well as to contribute to the team.
Skill and ability to adopt a “consultative
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