Client Relationship Management - Senior Specialist

CLIENT SERVICING1)

Relationship Building: Maintain Clients engagement to a strategic level while delivering operational excellence through a systematic approach:

• Customer Journey: map key moments of Cyber policy life cycle and ensure consistent delivery & Visibility of Marsh servicing output at these moments

• Regular catch up with Client C-suite , advise on their Risk & Business requirements, circulate Country/Sector Risk updates, invite to Events & Socializing

• Performance: Monitoring of Key Metrics, regular workshops & training, Appeals

2) Renewal Activity:

Planning & execution as per SLA, drive Consistent Analysis & Proposals on cover & commercials metrics,

Action early renewals when possible + Flag accounts at risk.

3) Revenue Generation:

Deliver Retention Revenue target, minimize accounts wastage (below 10% YoY), generate & refer opportunities (Advisory , Cyber, cross sell)

4) Advisory:

Ensure clients are aware of the full breadth of Marsh’s cyber offerings including our Cyber Incident Management and Cyber Risks Consulting

Key Metrics:

• Retention: Revenue achieved vs. Budget, % of accounts renewed

• Renewal process: % of accounts renewed before expiry, Tracker accuracy.

SALES STRATEGY (In Collaboration with IMEA Cyber Leader)

• Contributes to building the KSA sales strategy, leveraging on KSA market and Cyber solutions experience, to drive sustainable double digit growth

• Develop a “Go to Market”(GTM) strategy that is data led & industry based ; maintain a clear prospect/client list corresponding to this GTM and Define associated Sales KPIs ( # of Opportunities, Value, Closing Timeline, etc)

• Support Market Management & Marsh Cyber Solutions Visibility with IMEA Leader & marketing team through participation to events & conferences, production of brochures, social media campaigns and other marketing assets.

Key Metrics:

• Sales strategy visibility

• New business revenue

• GTM articulation , Target list relevance

• Events participation & Media coverage

BUSINESS DEVELOPMENT GOALS

• Contribute to KSA new sales related activities to new & existing Cyber clients

• Act as Subject matter expert & go to person for Marsh KSA for Cyber sales Cyber solutions sales efforts, product pitch, solution insights, and negotiation tactics. Collaborate with all internal and external stakeholders, secure best practices & knowledge sharing with the various teams at Marsh

• Coordinate sales campaigns & GTM with all Marsh teams and wider MMC (RMP, Corporate, Tier 1, Advisory etc.) .

• Collaboration with Cyber Placement team: Ensuring KSA specific client needs are met by the placement team

Key Metrics:

• Sales Performance vs Target

• Marsh CE & BD team engagement / activity level

• Marsh Segment leaders & Peers feedback

SALES ACTIVITY MONITORING & REPORTING

• Maintain Accurate Sales funnel in Marshforce ( Opportunity value, closing date etc.)

• Present Monthly / Quarterly performance forecast (weighted funnel, win rate)

• Contribute to market insights by Identifying and addressing underperforming areas.

• Ensures timely compliance with Marsh Force protocols and KPI’s

Key Metrics:

• Marshforce Funnel accuracy & discipline

What you need to have:

• 4-5 years of relevant experience

• An academic background in IT or Cybersecurity, or background and/or from industry (insurance or cyber security)

• Able to relocate or already be in Riyadh

• Fluent in Arabic and English

• Excellent interpersonal skills

What makes you stand out:

• Solid analytical skills

• “Thinking outside the box” mindset