VP – Account Management, P&C Insurance

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Overview:

Work collaboratively with delivery teams and client to enhance customer satisfaction while scouting for expansion opportunities within the existing account resulting in increased revenues and maintaining client relationship at appropriate level. Manage teams to deliver revenue and profitability for the firm while ensuring high levels customer satisfaction and contributing to effective employee engagement programs.

 

Responsibilities:

Create and execute strategic account plans to maximize revenue and profitability by driving cross-sell, pace of volume ramps, time to proficiency and client satisfaction

Develop C-level and cross-functional contacts and touch-points in the client organization through regular objective based interaction forums and review governance cadence

Continuously keep track of client needs, gauge client satisfaction and expand client contacts through high frequency 1:1 meetings and follow through action logs

Scout and scope new opportunities within the account by participating in client’s review meetings – identify problem statements and map services and products to develop customized solutions

Mentor offshore cross-functional teams to optimize employee, infrastructure, IT,T&E other support costs through bi-monthly MIS and P&L reviews, drive the creation of action plans, review and modify action plans as required.

Mentor offshore teams for seamless project and service delivery

Qualifications:

·      Makes client the compelling focus of the business

·      Ability to establish and nurture C suite relationship

·      Possess and continuously display strategic focus and business acumen

·      Relentlessly pursue excellence

·      Foster a spirit of collaboration and teamwork

·      Attract and retain talent through effective people management

·      Have a bias for action, superior implementation

·      Be a Brand Ambassador for the organization

·      Negotiation skills

·      Intellectually agile and analytical.

·      Consistent ability to mine relationships

·      Capability to prepare budgets, review MIS.

·      Self-starter with the ability to work with minimal supervision

·      Ability to understand technology changes and identify opportunities

·      Ability to elicit cooperation from a wide variety of sources including team members and other departments

·      Possess the ability to be flexible to a changing environment, acknowledging urgency when necessary

·      Ability to effectively prioritize and execute tasks in a high-pressure environment

·      React to project adjustments and alterations promptly and efficiently

·      Flexible during times of change

·      Should be able to understand and document business Requirements wherever necessary.

·      Ability to lead, motivate and direct a work group

·      Conformance with policies at all times

·      Understanding of Insurance domain and market place to effectively manage strategic programs.

·      Knowledge of Lean principles and six sigma to manage group Black Belts.

·      Strong background in the management of insurance client relationships and large teams (people and clients)

·      Minimum 10 – 12 years of working experience, including at least last 6 years in managing teams and client relationships

If you are interested or know someone who might be:

Please let me know! Thanks in advance

Larry Janis, Managing Partner, janis@issg.net

Vice President/Partner Insurance Consulting

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The Vice President/Partner Insurance Consulting (L&A Insurance), will be responsible for developing and executing strategies for existing client portfolios to ensure growth and profitability, effectively manage client relationships, facilitate delivery and drive client and employee satisfaction. The Vice President-Life Insurance will play the role as a subject matter expert across our life insurance business and work with the Executive Team on new service offerings, go-to-market strategies and the overall top-line revenue growth of the practice.

The VP Partner is responsible for managing existing and new client relationships and achieving the assigned annual revenue quota. This includes:

• Engagement leader on strategic accounts and builds the storyboard for client deliverables

• Orchestrate across solutions, operations and consulting

• Translate clients’ strategic requirements into enabled solutions. Work with others to achieve better results and forge close working relationships and alliances in order to get things done (for the client)

• Will be responsible for business revenue growth with existing clients based on discovery meeting with our existing clients

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Vice President, Media and Entertainment

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The Vice President is responsible for maintaining the large profitable business segments and achieving additional sales growth. It is expected that the successful candidate will bring significant experience and has established relationships in the Media and Entertainment sectors North American markets

Develop Key Relationships:  Develops strong relationships with key client buyers: the Divisional head/C-Suite level; client decision making spanning multiple layers of organization.

Services offered: Our client offers strategic Business Process as a Service (BPaaS) solutions, BPO/BPS business and overall Media and IT Services that are tailored to help their customers across industries to run, change, and grow their businesses, while enhancing the end-user experience across channels.

Experience:

  • 10- 15 years’ experience in Media and Entertainment
  • Bring an understanding of the marketplace and competitor offerings to drive growth strategy and investments
  • Proven ability to develop new business
  • Work closely with Industry Business Heads to target named accounts, new business strategies, and high value / high clients
  • Excellent communication skills and high level of maturity
  • Superior relationship management and networking skills for both internal and external customer/s
  • Excellent client handling skills, with ability to present and articulate various points of view
  • Ability to forge relationships across and throughout the internal organization

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Vice President Media and Entertainment

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The Senior BPS Sales Executive is responsible for achieving profitable sales growth by managing/closing multiple sales campaigns using deep sales process and offering or product expertise within a complex market or emerging market/white space.

Responsibilities: Grow the Business:  Drives sales opportunities to closure – increasingly selling a mix of defined solutions/extensions and new offerings or products into white space; wide range of service group offerings and deal structures

Develop Key Relationships:  Develops strong relationships with key client buyers: the Divisional head/C-Suite level; client decision making spanning multiple layers of organization.

Services offered: Our client offers strategic Business Process as a Service (BPaaS) solutions that are tailored to help our customers across industries to run, change, and grow their businesses, while enhancing the end-user experience across channels.

Experience:

  • 10- 15 years’ experience in BPS business development in Media and Entertainment
  • Proven ability to develop new BPS business and meet quotas ($2-$5 million)
  • Excellent communication skills and high level of maturity
  • Superior relationship management and networking skills for both internal and external customer/s
  • Excellent client handling skills, with ability to present and articulate various points of view
  • Ability to forge relationships across and throughout the internal organization

Personal Characteristics:

  • The ideal candidate is able to operate successfully in a fast-paced, ever-changing environment.  Energy, drive and an entrepreneurial spirit are necessary characteristics for success.
  • Strong and capable leader, able to win the confidence and trust of his/her team, shape the culture, and exert influence both internally and externally
  • Ability to establish immediate credibility among his/her peers, a professional who is respected for his/her leadership, intelligence and expertise
  • Superb negotiator and communicator

 

If you are interested or know someone who might be…..

Please let me know,

Larry Janis, Managing Partner

Email: janis@issg.net

VP BPO Sales – Life Sciences

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Responsibilities

This role is responsible for ensuring growth and profitability of the new logo accounts that they win, effectively handhold and manage client relationships at the appropriate level, and facilitate delivery in the account set up stage.

The Sales Executive (hunter) is also responsible for achieving the assigned annual revenue quota from new client’s they win by actively managing the won accounts and managing revenue targets assigned.

Additional responsibilities include:

  • Develop specific sales plans for each won account so they can maintain business and where possible increase the sales volume
  • Target Life Science based client industries to sell full set of BPO and Transformational Services
  • Work to increase revenue by identifying additional products to complement what is currently sold to the existing customer base of won accounts
  • Drive to generate growth through new account penetration and referral and direct efforts towards building sales
  • Translate clients’ strategic requirements into enabled solutions to improve their business results
  • Work with others to achieve better results and forge close working relationships and alliances in order to get things done internally for the client
  • Need to have experience of handling multiple accounts
  • Be required to work with the Prospective/New Client Team to achieve revenue growth and profitability targets
  • Position as a strategic partner, trusted advisor and value-creator to clients
  • Stay on top of information needed by prospective customers in an effort to serve as a resource
  • Demonstrate patience and a willingness to repeat or reinforce ideas and information until the customer understands
  • Seek to provide an appropriate solution by understanding what the customer is trying to accomplish
  • Change the sales approach or solution to accommodate the customer versus force fit the customer to an existing model
  • Understand the financial impact of developments on the industry and company
  • Orchestrate services into solutions that meet client’s business objectives, while delivering measurable results
  • Drive the creation and execution of new account plans
  • Work closely with Delivery teams to meet and exceed client expectations, and resolve relationship and/or operations issues in a timely manner for new clients
  • Collaborate with other CEs, Delivery Leaders and Leaders to grow the overall portfolio
  • Participate in client visits, industry events, trade shows, conferences and/or other marketing events as necessary

Qualifications

  • Effectively and proactively managed client’s expectations, built deep client partnerships, and developed excellent communication and executive presence to connect at all levels in the organization.
  • Experience in mining long term complex multi-million dollar accounts, services or solutions and adding new accounts.
  • Ability to communicate confidently at the C-level to build meaningful internal and external relationships.
  • Broad functional knowledge within the sector and able to connect with a variety of executive level stakeholders
  • Strong BPO sales process and operations skills (pipeline management, forecasting, budgeting, etc.)
  • Strategically minded and able to create a consultative and solution-minded sales environment.
  • A forward & innovative thinker constantly focused on shaping the organization to meet and anticipate both near and long-term business issues
  • Demonstrated ability to work in a multicultural global environment.

Key elements for the role:

  • Ability to multi-task
  • Cross Sell ability
  • Ability to work with multiple stakeholders
  • Persuasive skills
  • People management and leadership skills
  • Industry focus approach
  • Relationship management
  • Dedicated to achieving business results
  • Be a thought-leader

Location: Northeast US

If you would like to explore this opportunity or know someone who might, please let me know.

Larry Janis, Managing Partner I Integrated Search Solutions Group

P-516-767-3030 I Email: janis@issg.net

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