Description

The Account Executive is responsible for developing, managing, and growing a portfolio of clients by delivering high-quality insurance and risk advisory services while actively generating new business opportunities. A key focus of the role is to identify, pursue, and secure new clients, expanding the company's market presence and revenue base. The role combines client relationship management, strategic business development, and insurance advisory expertise to ensure clients receive tailored solutions while contributing to sustainable growth. Success in this role requires strong sales capability, commercial acumen, market knowledge, and the ability to build trusted relationships with prospects, clients, insurers, and key stakeholders.

The Role

• Actively identify, develop, and secure new client opportunities within target industries and markets to achieve individual and team new business growth targets.

• Build and maintain a robust pipeline of prospects through networking, referrals, market intelligence, professional relationships, and business development activities.

• Lead prospect meetings, presentations, proposal development, and negotiations to successfully convert opportunities into new client relationships.

• Manage and grow a portfolio of clients, ensuring their insurance and risk management needs are understood and addressed through tailored solutions.

• Build, maintain, and strengthen long-term client relationships, acting as a trusted adviser and delivering exceptional service throughout the client lifecycle.

• Develop and execute strategic business development plans to expand market share, increase revenue, and support the achievement of profitable growth objectives.

• Identify cross-selling and upselling opportunities across the broader insurance and risk advisory offering to maximise revenue, client value, and retention.

• Lead insurance renewals, programme design, negotiations, and placements, working closely with insurers to achieve optimal outcomes for clients.

• Build and maintain strong relationships with insurers, referral partners, industry associations, and key stakeholders to support both client retention and new business acquisition.

• Collaborate with local and international colleagues and teams to enhance WTW's value proposition and support business growth opportunities, including oversight of customer support service brokers.

• Represent and promote the WTW brand within the insurance industry, professional networks, and the broader business community to enhance visibility and generate new client opportunities.

• Contribute to a high-performing team culture by maintaining compliance standards, sharing market insights, supporting colleagues, and achieving individual and team revenue targets.

Key Responsibilities

• Generate new business revenue through proactive prospecting, networking, and relationship-building activities.

• Meet or exceed agreed new business, retention, and revenue growth targets.

• Develop and maintain strong market intelligence on industry sectors, competitors, and emerging client needs.

• Prepare and deliver compelling client proposals, tenders, presentations, and thought leadership initiatives.

• Act as a trusted advisor to clients while maintaining a strong focus on commercial growth and business development outcomes.

Qualifications

The Requirements

• Proven experience (between 5 and 12 years) in insurance broking, account management, business development, or a similar client-facing role.

• Demonstrated success in winning new clients, generating revenue growth, and developing long-term business relationships.

• Proven understanding of claims management processes.

• Outstanding oral and written communication skills, with the ability to influence, present, and build credibility with senior stakeholders.

• Strong report-writing skills and the ability to prepare thought leadership publications.

• Skilled in policy coverage and wording review.

• Strong negotiation, prospecting, business development, and relationship management skills.

• Ability to develop strategic sales opportunities and convert leads into profitable business outcomes.

• High levels of drive, ambition, resilience, and a strong focus on achieving growth and excellence.

Preference will be given to applicants from designated groups, in line with the South African Employment Equity Act. WTW is committed to finding opportunities to promote workplace flexibility when possible based on the needs of our customers and the company.

This role offers a hybrid work schedule, allowing for a combination of remote and in-office work to support flexibility.

We’re committed to equal employment opportunity and provide application, interview and workplace adjustments and accommodations to all applicants. If you foresee any barriers, from the application process through to joining WTW, please email candidate.helpdesk@willistowerswatson.com.