Strategic Client Executive

Discovery Corporate & Employee Benefits

Strategic Client Executive 

About Discovery

Discovery’s core purpose is to make people healthier and to enhance and protect their lives. We seek out and invest in exceptional individuals who understand and support our core purpose, and whose own values align with those of Discovery. Our fast-paced and dynamic environment enables smart, self-driven people to be their best. As global thought leaders, Discovery is passionate about innovating in order to not only achieve financial success, but to ignite positive and meaningful change within our society.

About Discovery Corporate & Employee Benefits

Discovery Corporate and Employee Benefits is the first and only employee benefits provider to shape employee behaviour, creating healthier and wealthier workforces. It is an exciting business to be in as we reimagine the way retirement savings and life insurance are brought to companies and employees.

About the Strategic Client Solutions Hub

The Strategic Client Solutions Hub is a world-class strategic partner, to a segment of key clients. The Hub focuses on understanding client challenges and opportunities, leverages all our innovation, products, data assets and insights across the Discovery group to provide comprehensive solutions that unlock long term, sustained value for the client. Leveraging the relationship, trust and strategic understanding of the client, the Strategic Business Development Hub will identify new opportunities for bespoke value propositions that are unique and valuable to the client supported by our best in class Distribution, Key Account Management and Servicing teams, tools, systems and processes.

Key Purpose

The successful candidate will be responsible for developing strategic, lasting relationships with a defined and carefully selected number key clients; to unlock long term, sustained value through focused product integration, utilisation and retention efforts

Areas of responsibility may include but not limited to

• • • Develop strong connections with senior stakeholders and other key contacts at employer clients
    • Develop a deep understanding of our employer clients’ business, strategic objectives and challenges in order to create opportunities for value creation
    • Demonstrate expertise with respect to the Discovery Group offering suite
    • Collaborate across the relevant sales and account teams to build impactful strategic account plans that deliver growth and ensure retention
    • Own the delivery of revenue, growth and retention targets for key accounts & participate in forecasting activities
    • Build strategic partnerships with key broker houses to maintain a transparent and mutually beneficial approach to client engagement
    • Manages and coordinates the entire sales cycle for key clients from finding a potential opportunity to securing a deal, working closely with the Distribution and Key Account Management teams across the Business Units (Bus) to close and onboard new business.
    • Using insights from data analytics and client needs, give input into bespoke value propositions, thought leadership and offerings for key employer clients
    • Mobilise all areas of the business to expedite client delivery and speedy resolution of all queries, quotation or escalations
    • Frequent client interactions through regular check in’s, organising and hosting events, and strategic networking
    • Work with adhoc cross-functional teams across the business to deliver the best and relevant expertise to the client
    • Retain and delight key clients through mobilising all areas of the business to expedite client delivery and speedy resolution of all queries, quotation or escalations
    • Has oversight of all client interactions, queries, quotes and escalations for key clients through a fit-for-purpose CRM system
    • Drive the creation of a rich client data repository through the use of a shared CRM solution
    • Creates detailed business plans to achieve defined goals and targets.

Personal Attributes

Strategic sales

• • • Strategic account planning
    • Development of marketing strategies
    • Analysing market trends
    • Ability to convert sales
    • Business savvy – ability to see an opportunity and present it to the client

Overall Client Relationship

• • • Co-ordination of events and networking sessions
    • Negotiation skills at all levels
    • Facilitates the executive level Interfaces

Technical Expertise

• • • Knowledge of all product offerings, structures and benefits across the value chain
    • High degree of business acumen and/or industry experience
    • Ability to provide advisory support at all levels

Leadership / Management

• • • Ability to influence without authority
    • Collaborate across all levels of an organization (internal and external)
    • Systematically analysing and reporting of new business results, pipeline management together
    • with actionable initiatives
    • Accountable for all targets

Entrepreneurial

• • • Ability to creatively solve complex problems
    • Contributes to the development of bespoke value propositions and new products/offerings

Education and Experience

Education/ Qualifications

• • • Clinical, Actuarial, Employee Benefits and/or Management Consulting background and relevant qualification/s

Experience

• • • At least 10 years’ experience in: Research and development; Actuarial risk; Technical Marketing; Strategic Account management; other relevant commercial experience

• • • Financial Services, Management consulting and big Pharma industry experience

EMPLOYMENT EQUITY   
                             
The Company’s approved Employment Equity Plan and Targets will be considered as part of the recruitment process. As an Equal Opportunities employer, we actively encourage and welcome people with various disabilities to apply.