Responsibilities
The International Account Director will be responsible (a) for IKA client retention & building a culture of fleet safety amongst IKA clients (b) and implementing insurance commercial DNA and best practices in the Ayvens countries including assessment commercial performance, roll-out key global value proposition and commercial training programme.
IKA client retention & building a culture of fleet safety amongst IKA clients:
· Responsible for IKA retention for insurance services and their profitability;
· Responsible for relationship management with the key client insurance decisions makers;
· Hold periodical review meetings with the key IKA accounts in order to evaluate the claim performance, loss statistics and the renewal terms;
· Execute renewals of international insurance programs, leverage and coordinate with Ayvens insurance company in Dublin, insurance managers in the countries, IKA account managers and the Insurance central function in Ayvens HQ (based in Amsterdam) in order to retain business;
· Identify new opportunities for development of products and services / value propositions in order to facilitate the growth of the insurance portfolio;
· Identify new opportunities to increase service levels amongst existing clients and work with Sales to harvest those opportunities
· Act as the main contact regarding existing international insurance programmes towards Ayvens International Account Managers;
· Business owner of fleet safety: provide fleet safety advice to international clients, maintain and develop content of the fleet safety toolbox and support countries in promoting fleet safety.
Implementing insurance commercial DNA and best practices in the Ayvens countries will be centred around the following sub-responsibilities:
· Develop, maintain and roll-out the Insurance Commercial Training programme to all Ayvens entities with an insurance penetration below 65%. Responsible for management of local implementation;
· Responsible for the development and implementation of Ayvens key global value proposition for fleet insurance (3d Coverage). Managing and overseeing implementation in IKA and local countries;
· Responsible to support countries in boosting their insurance penetration with an overall aim of increasing Ayvens group penetration from 50% to 65% in 2030. This includes roll-out and use of SalesForce functionality, local sales pipeline management, insurance win-rooms, client testimonials and country best practices;
· Detect country opportunities whereby we can upsell insurance to existing insured international clients (where their fleet might not be entirely insured in all countries);
Develop, spread and maintain a company DNA of upselling insurance services and maintain high service penetrations contributing to the company profit ambitions.
Profile required
Required level of education and technical abilities:
- Academic background;
- The candidate needs to be willing to study an insurance education program E.g. WFT
Required work experience:
- Approx. 10+ years industry experience (Insurance) and 5+ years in an international environment;
- Proven track record in client relationship management and strong consultative selling capabilities;
- Capability to open doors and build relationships;
- Strong communication skills;
- Presentation skills, capability to hold workshops / training;
- Capability to analyse and structure complex information and data into a comprehensive report including recommendations;
- Capability to interact at senior management level with conviction and diplomacy;
- Hold qualifications required to undertake insurance mediation.
Other requirements:
- English (fluent, verbally and written)
- Willingness to travel
Behavioural competencies:
The position of international insurance sales manager is clustered in the competency group Specialist with staff management. The competences linked to this competency group are:
- Coaching;
- Leadership;
- Delivering results;
- Analyse & problem solving;
- Social sensitivity;
- Influencing;
- Organisational commitment
Business insight
Subsidiary of the Société Générale group, specialized in the automobile financial services, Ayvens, born from the combination of ALD Automotive and LeasePlan, is the leader of the Operational car leasing. Its range of services allows international companies to concentrate on their business line by delegating the financing, the management, and the maintenance of their car fleet.
The holding company, ALD S.A, is responsible for the development of the group and of the supervision of its activities in 44 countries where it is implanted. It brings a technical support for subsidiaries thanks to its role of coordination and favours the creation of synergies between countries and regions.
Customers looking for partnership expect from their lessor to act as a trusted advisor to help them make the right fleet management and sustainable mobility choices. This need is booming in a context of stronger relationship commitments from our customers and car industry fast changes.
We are an equal opportunities employer and we are proud to make diversity a strength for our company. Societe Generale is committed to recognizing and promoting all talents, regardless of their beliefs, age, disability, parental status, ethnic origin, nationality, gender identity, sexual orientation, membership of a political, religious, trade union or minority organisation, or any other characteristic that could be subject to discrimination.