Digital & Direct Marketing

Key account manager

Who we are

American International Group, Inc. (AIG) is a leading global insurance organization. AIG member companies provide a wide range of property casualty insurance in approximately 70 countries and jurisdictions. These diverse offerings include products and services that help businesses and individuals protect their assets and manage risks.

We’re also committed to making a positive difference for our colleagues and in the communities where we work and live. We encourage colleagues to give back to the causes they care most about, supporting these efforts through our Volunteer Time Off and Matching Grants Programs.

Get to know the business

General Insurance is a leading provider of insurance products and services for commercial and personal insurance customers. It includes one of the world’s most far-reaching property casualty networks. General Insurance offers a broad range of products to customers through a diversified, multichannel distribution network.

The KAM - Key Account Manager function is part of DDM - Digital & Direct Marketing direction, one of the AIG Distribution segments specialized in developing through intermediaries, insurance programs for individuals. DDM supports business growth through its expertise in marketing and distribution and establishing strong commercial relationships with intermediaries. The existing diversity of the business portfolio and new business opportunities, demands from the KAM specialized expertise in the different business areas to develop a strong value proposition for intermediaries and customers. KAM has the responsibility of delivering and materializing the product offer and promise.

About the role

What you need to know:

The primary purpose of the job is to develop business with intermediaries, through delivering a robust value proposition based on insurance products and other benefits such assistances, marketing and distribution expertise, and establishing strong commercial relationships.

Your contribution at AIG

The employee is:

• Responsible for business development and relationship with intermediaries

• Responsible for the P&L of its A&H assigned accounts (products and partnerships), and the Top Line (GPW, TARP, MC) of the rest of LOBs (Auto, Home, Plus)

 Duties and Responsibilities

1. Functional Responsibilities:

Lead the development of DDM's businesses in the assigned accounts:

•Define the prospecting list and agenda of intermediaries (brokers or agents, sponsors, partners, etc.).

•Participate in defining the Value Proposition for intermediaries and customers.

•Lead the onboarding of intermediaries: negotiate commissions, acquisition costs, internal policies (vendor, PCC...), contractual framework, business KPI, ...

•Define the best strategy to implement the value proposition with each intermediary, and develop the business: campaign, product, channel, customer, pricing, promotion, etc.

•Define, search and implement the necessary internal or external resources to develop business with intermediaries (functional areas of the company, suppliers, etc.)

•Supervise the businesses in charge: define together with the Portfolio Manager of the Area / Digital Head / Other areas of the company the different reports to pilot the activity.

•Follow up with intermediaries to identify campaign improvements in terms of products, additional benefits, communication to customers, marketing investments etc.

•Support the Head Digital in digital/cross-sell/retention/other CX strategies for the existing portfolio of clients (direct and co-clients with partners or brokers).

•Be in constant search of business improvement to increase the penetration of policies/insured customers: new products, new channels, pricing strategies, retention, etc.

•Monitoring assigned business from Top Line / Bottom Line perspective.

Establish and follow up on governance with Intermediaries.

•Define the governance of a business with partners: roles (who does what?), implementation plan, operational book guide, reporting, meetings & business board’s agenda, etc.

•Follow-up agenda: committees, reports, presentations, etc.

Be the point of contact between the Intermediary and the other areas of the company for all matters related to business:

•Coordinate with AIG functional areas any need / request from Intermediaries concerning assigned accounts: issuing matters, collection, claims, reporting, actuarial, processes etc.

2. Accountabilities:

Proactive, hands-on, timely, accurate and customer focused in developing profitable and long-term business with intermediaries, according to AIG conduct code and policies.

Be a trusted advisor for AIG stakeholders and leaders regarding partnerships and business strategic drivers.

 3. Leadership Skills

•Ability to influence stakeholders and leaders to effectively direct business development strategy.

•Excellent communication skills, both written & verbal

•Excellent presentation skills and file knowledge

•Time management – ability to manage & prioritize workload and diary management.

•Ability to contribute effectively within a team environment and with internal/external stakeholders at all levels.

 4. Technical Skills and Expertise

•Expertise in product development process: idea, conception, segmentation, pricing, channel, resources, pub & comm, investments.

•Expertise to perform existing customers portfolio growth through cross-sell, upsell, retention campaigns, distribution support.

•Expertise in defining trade marketing actions (i.e. support to distribution channels) like training to sales force, incentives program set-up, UX, etc.

•Ability to monitor assigned business KPI and P&L´s to define remediation action if needed.

What we’re looking for:

• Experience:
  • At least 5 years of proven business development experience in B2B2C insurance sector.
  • Advanced communication and presentation skills.
  • Medium negotiation skills.
  • Medium to advanced spreadsheets use.
  • People management experience is not required but is a plus.
• Along with technical skills required for the job, soft skills like effective intermediary engagement, teamwork, proactive management, effective time management/prioritization, calendar organization.
• Effective analytical and attention to detail.

#LI-MF1

#LI-AIG

Reimagining insurance to make a bigger difference to the world

American International Group, Inc. (AIG) is a global leader in commercial and personal insurance solutions; we are one of the world’s most far-reaching property casualty networks. It is an exciting time to join us — across our operations, we are thinking in new and innovative ways to deliver ever-better solutions to our customers. At AIG, you can go further to support individuals, businesses, and communities, helping them to manage risk, respond to times of uncertainty and discover new potential. We invest in our largest asset, our people, through continuous learning and development, in a culture that celebrates everyone for who they are and what they want to become.

Welcome to a culture of belonging

We’re committed to creating a culture that truly respects and celebrates each other’s talents, backgrounds, cultures, opinions and goals. We foster a culture of inclusion and belonging through our flexible work arrangements, diversity and inclusion learning, cultural awareness activities and Employee Resource Groups (ERGs). With global chapters, ERGs are a cornerstone for our culture of inclusion. The diversity of our people is one of AIG’s greatest assets, and we are honored that our drive for positive change has been recognized by numerous recent awards and accreditations.

AIG provides equal opportunity to all qualified individuals regardless of race, color, religion, age, gender, gender expression, national origin, veteran status, disability or any other legally protected categories.

AIG is committed to working with and providing reasonable accommodations to job applicants and employees with disabilities.  If you believe you need a reasonable accommodation, please send an email to [email protected].  

Functional Area:

SM - Sales & Marketing

Estimated Travel Percentage (%): No Travel

Relocation Provided: No

AIG SEGUROS MEXICO S.A. DE C.V.