“Head of Distribution & SME Segment Leader, Italy”

About the role

This role will generate revenue/profit margin selling AIG insurance, services, or products directly to consumers, organizations, or third parties including brokers, agents, or other distribution channels.

It’s expected that the execution of the above activities will be managed mainly on the field, by visiting partners and meeting clients. This in order to manage and increase the assigned portfolio and/or perform training activities on the products.

The responsibilities for this role include:

The Head of Distribution & SME Segment Leader will be responsible for Implement a distribution strategy on transactional and alternative channels. Then marketing the new SME combined modular product in the various geographical locations to maximize uptake and ensure digital channel adoption. The role will require the management and coordination of country product leads and an ability to understand local market distribution requirements within each country

Distribution Management

Implement, monitor and execute Aig distribution strategy including:

•     direct, guide and manage Sales Managers to prioritize their initiatives and meet production targets

•     coordinate Profit Centre strategies in line with the channel strategies driven processes and product

•     validate Country Broker Business plans and assist in developing others as required, share best practice, monitor and manage Retention / NB Hit Ratios, and the Submission Activity for all the channels and address areas of weakness

•     drive initiatives in NPD and Innovation in Product, Service, Operations and sales in line with regional sponsorship. That includes IT platforms strategies, digital.

•     generate program growth ideas to ensure sales opportunities are being maximized while results meet target loss ratio.

•     manage and expands MGA, agents and bancassurance distribution model with dedicated sales plan.

Then develop and oversee the implementation of channel specific strategies for the new SME combined product

•     Drive the AIG value proposition and enhance exposure ensuring that clients are aware of the new SME-specific product offering, services and solutions

•     Collaborate with the underwriting function to identify how to best develop and leverage local distribution opportunities in specific countries

•     Work to develop and build up the profitability and long-term sustainability of distribution channels and partnerships

•     Responsible for setting and achieving sales targets, both overall and by line of business.

•     Leverage current sales and marketing practices across the different geographies throughout the transition/launch phase where necessary

•     Provide hands-on sales expertise to establish, expand and develop distribution channels through quality selection and retention of various producer types and introduce new models of producer partnership.

Business Planning

•     Develop plans to improve portfolio & account performance, enhance service and strengthen relationships with key brokers and partners

•     Engage country leads across the region to agree on GWP growth strategies and align these to distribution channels and producers

•     Take charge of the business case development of new digital partners and key distribution initiatives in collaboration with other business heads.

Marketing

•     Lead the development of a comprehensive product marketing strategy and execution plan that will deliver substantial business growth over time

•     Develop propositions for prioritized customer segments, such as the SME sector

•     Adjust the marketing of the new digital platform to specific geographical areas

•     Establish regular monitoring of key marketing materials: website, sales tools etc.

Staff Development

•     Work with local distribution team staff to build technical capacity to support the Distribution strategy and the SME production growth in country and across the region and continuously review digital channel capabilities

•     Support continuous training & development of Distribution team and Sme sales to support the organization’s EMEA SME Strategy

Audit and Compliance

•     Ensure that Distribution & Marketing operations are all compliant with existing local regulations, company standards and direction.

•     Conduct self-Audits on various identified compliance issues and report any anomalies. Implement all Compliance and Audit recommendations

What we’re looking for:

Optimising Work Processes

Is committed to working efficiently and continuous enhancement of work processes

Customer Focus

Is dedicated to meeting the expectations and requirements of the AIG customer

Peer Relationships

Is seen as a team player and will be able to work within the SME central product function team to coordinate this transformation  Can solve problems with peers with a minimum of noise and be seen as a leader

Drives for Results

Can be counted on to exceed goals successfully

Workload Management

Follows processes and workflows for standard service requests

Business and Product Knowledge

In depth knowledge of the current business and marketing trends across the EMEA regionUnderstands product features and how they impact service response and transactionsAble to adhere to applicable service procedures and guidelines as determined by business

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 candidatecare@aig.com.  

Functional Area:

SM - Sales & Marketing

AIG Europe S.A.- General Representative for Italy