Skills & Experiences

Foundation

Foundation

Learning and applying business development / account management fundamentals in the insurance context

Core Skills

Time management; communication; sales and service; interpersonal; resourcefulness; active listening; relationship building

Key Experiences

Building awareness of core products / services available; fostering understanding of clients’ needs and aligning to what your organization can offer; securing business and proposing ‘upsells’ where possible; ensuring completion of required forms to regulatory standards; maintaining sound business to business relationships / network

Building

Building

Building on your insurance fundamentals and experiences to date

Core Skills

Negotiation; maintaining strong relationships (e.g. underwriters, risk management, brokers, claims); initiative; multitasking; building a strong personal / organizational brand; business communication; presentation

Key Experiences

Cultivating strong b2b relationships to secure new business or make enhancements to existing business; growing comfort in proposal presentations and providing advice to clients; managing larger or more complex accounts; adapting general insurance principles to more specialized needs; developing a sound understanding of regulatory / legal framework; honing capacity to negotiate and influence decisions to achieve best solutions for client

Enhancing

Enhancing

Enhancing your knowledge and account management expertise

Core Skills

Problem solving; creativity; managing relationships to foster success; providing support / advice to team members; critical thinking

Key Experiences

Oversight of key accounts in a focused product area; developing prospects / managing key relationships with increased independence / authority; providing direction to other professionals to help meet the needs of your accounts; enhancing knowledge of regulatory / legal framework; facilitating in-house information sessions for accounts / prospects; leveraging expertise to better understand and compete in the marketplace

Mastery

Mastery

Transitioning to technical consultant / operational leader with increased autonomy and decision making power

Core Skills

Strategic thinking; operational leadership; change management; teaching / coaching; conflict management; influencing

Key Experiences

Lead relationship management on key accounts and the prospecting / sales within a particular product steam; serving as a technical consultant to a team; providing expert advice to other business development team members and other professionals (eg. underwriters, risk managers, claims); developing capacity to transfer knowledge / oversee teams; honing expertise in shaping business process improvement / policy; ensuring internal /external risks are mitigated; influencing decision makers and regulators to help foster success