Client Relationship Leader

San Francisco, CA I Walnut Creek, CA I USA

Client Relationship Leaders (CRLs) nurture and cultivate long term client relationships with strategic accounts, building on their deep understanding of the market and robust internal networks to support clients holistically across their end-to-end experiences. CRLs serve as the main driver and point of contact to deliver AXA XL’s value proposition, making AXA XL seem big and feel small to the client and the account team. Robust business, technical, and people acumen are essential for success in this key role.

DISCOVER your opportunity

What will your essential responsibilities include?

Know Your Client Holistically:

• Understand client’s business, strategic priorities, industry trends and risks they face.
• Develop proactive client insights and themes to take to clients.
• Understand the underwriting appetite and how it could support client needs.
• Assess and manage business growth and development opportunities.
• Set and track growth and profitability targets at the account level.
• Design strategy and action plan to achieve business goals and drive account plan execution.
• Coordinate account team effectively to ensure high productivity and lead effective meetings.

Deliver What We Promise:

• Identify client service needs and customize service arrangements that manage client needs vs. AXA XL cost to serve.
• Identify and navigate appropriate resources and teams within AXA XL and across regions on behalf of clients.
• Partner with the brokers to address service-related topics.

Bring Relevant Products & Solutions to Clients:

• Proactively identify growth opportunities.
• Support the cross-sell process to increase product density.
• Engage clients in risk dialogues to identify their needs and translate them into the right product and service propositions.
• Co-innovate with clients, brokers, and account teams to bring unique services beyond the policy to clients.
• Influence deal terms to balance profitability with client needs and position AXA XL to win Lines of Business (LoBs).
• Deepen broker relationships to understand where business is placed.

Foster Long Term Relationships:

• Manage client relationships and map and manage engagement with key stakeholders
• Lead AXA XL client account teams (no formal reporting line), establish deep relationships with key functions at AXA XL to meet client expectations
• Gather and act on client feedback and pursue continuous learning opportunities.
• Conduct stewardship meetings.
• Establish internal relationships with key stakeholders for the benefit of the client

SHARE your talent

We’re looking for someone who has the following abilities and skills:

Business

• Commercial Acumen / Relationship Building: Engages with c-suite executives and brokers, manages stakeholders and conflict, and negotiates for client interests.
• Business & Insurance Acumen: Demonstrates a comprehensive knowledge, and expertise in the core principles, practices, and dynamics of the insurance industry within the broader context of business.
• Marketing & Communication: Understands the audience and tailors positioning of communication based on analysis of audience.
• Financial Acumen: Understands and applies insurance financial principles, assessing impacts on bottom-line and P&L.
• Data-Driven Decision Making / Strategic Solutioning: Simplifies complex issues, creates solutions, and uses data to support decision-making.

People

• Customer Centricity: Places customers first; understands and addresses customer needs, while also considering the interests of other stakeholders; ensures customer needs are met to drive business success.
• Leadership People Skills: Empowers others, influences change, inspires with vision, and leads teams to ambitious, collaborative goals.
• Cross-Functional Collaboration: Leads teams; fosters teamwork; creates opportunities. Build trusted relationships with internal team members.
• Emotional Intelligence /Cultural Awareness: Reads the room and adjusts approach based on people dynamics and cultural differences.

Technical

• Business Planning: Set targets, objectives, action plans and manages / monitors action items.
• Industry and Market Knowledge: Understands the inner workings of their client’s businesses and the industries they operate in.
• Technical Product Expertise: Knowledge of global insurance functions and growth trends, using technical expertise to advocate for client needs in solution design.

FIND your future

AXA XL, the P&C and specialty risk division of AXA, is known for solving complex risks. For mid-sized companies, multinationals and even some inspirational individuals we don’t just provide re/insurance, we reinvent it.

How? By combining a comprehensive and efficient capital platform, data-driven insights, leading technology, and the best talent in an agile and inclusive workspace, empowered to deliver top client service across all our lines of business − property, casualty, professional, financial lines and specialty.

With an innovative and flexible approach to risk solutions, we partner with those who move the world forward.

Learn more at axaxl.com

Inclusion & Diversity

AXA XL is committed to equal employment opportunity and will consider applicants regardless of gender, sexual orientation, age, ethnicity and origins, marital status, religion, disability, or any other protected characteristic.

At AXA XL, we know that an inclusive culture and a diverse workforce enable business growth and are critical to our success. That’s why we have made a strategic commitment to attract, develop, advance and retain the most diverse workforce possible, and create an inclusive culture where everyone can bring their full selves to work and can reach their highest potential. It’s about helping one another — and our business — to move forward and succeed.

• Five Business Resource Groups focused on gender, LGBTQ+, ethnicity and origins, disability and inclusion with 20 Chapters around the globe
• Robust support for Flexible Working Arrangements
• Enhanced family friendly leave benefits
• Named to the Diversity Best Practices Index
• Signatory to the UK Women in Finance Charter

Learn more at axaxl.com/about-us/inclusion-and-diversity. AXA XL is an Equal Opportunity Employer.

Sustainability

At AXA XL, Sustainability is integral to our business strategy. In an ever-changing world, AXA XL protects what matters most for our clients and communities. We know that sustainability is at the root of a more resilient future. Our 2023-26 Sustainability strategy, called “Roots of resilience,” focuses on protecting natural ecosystems, addressing climate change, and embedding sustainable practices across our operations.

Our Pillars:

• Valuing nature: How we impact nature affects how nature impacts us. Resilient ecosystems - the foundation of a sustainable planet and society – are essential to our future. We’re committed to protecting and restoring nature – from mangrove forests to the bees in our backyard – by increasing biodiversity awareness and inspiring clients and colleagues to put nature at the heart of their plans.
• Addressing climate change: The effects of a changing climate are far reaching and significant. Unpredictable weather, increasing temperatures, and rising sea levels cause both social inequalities and environmental disruption. We're building a net zero strategy, developing insurance products and services, and mobilizing to advance thought leadership and investment in societal-led solutions.
• Integrating ESG: All companies have a role to play in building a more resilient future. Incorporating ESG considerations into our internal processes and practices builds resilience from the roots of our business. We’re training our colleagues, engaging our external partners, and evolving our sustainability governance and reporting.
• AXA Hearts in Action: We have established volunteering and charitable giving programs to help colleagues support causes that matter most to them, known as AXA XL’s “Hearts in Action” programs. These include our Matching Gifts program, Volunteering Leave, and our annual volunteering day – the Global Day of Giving.

For more information, please see Sustainability at AXA XL.

The U.S. pay range for this position is USD 190,000 – 233,000. Actual pay will be determined based upon the individual’s skills, experience, and location. We strive for market alignment and internal equity with our colleagues’ pay.

At AXA XL, we know how important physical, mental, and financial health are to our employees, which is why we are proud to offer benefits such as a competitive retirement savings plan, health and wellness programs, and many other benefits. We also believe in fostering our colleagues' development and offer a wide range of learning opportunities for colleagues to hone their professional skills and to position themselves for the next step of their careers. For more details about AXA XL’s benefits offerings, please visit US-Benefits-at-a-Glance_2023_US.pdf (myaxaxlbenefits.com).