Account Manager

The Role

The Account Executive is responsible for driving growth by identifying and developing new business opportunities for ClaimPilot. This role focuses on building strategic relationships with prospective clients, deeply understanding their claims management challenges, and positioning ClaimPilot's solutions to meet their needs. The Account Executive will take a proactive approach to business development, leveraging market insights and collaboration with internal teams to deliver tailored value propositions that resonate with target clients.

Key to success in this role will be the ability to uncover opportunities, establish trust with senior stakeholders, and generate meaningful partnerships that drive revenue and expand the reach of ClaimPilot. The Account Executive will be instrumental in shaping the future of the business by opening new avenues for growth, ensuring our solutions remain relevant and impactful across diverse markets.

Key Responsibilities

Market Research and Opportunity Identification

• Conduct in-depth market research to identify trends, challenges, and opportunities in the claims management sector.
• Develop and maintain a thorough understanding of target industries, including key players, regulatory frameworks, and market dynamics.
• Build and manage a pipeline of prospective clients, focusing on opportunities aligned with ClaimPilot’s strategic goals.

Business Development and Strategic Outreach

• Proactively identify and engage with potential clients, establishing initial connections and building credibility in the sector.
• Develop tailored outreach strategies and value propositions to align with the unique needs of each target client.
• Represent ClaimPilot at industry events, conferences, and forums to expand the organisation’s presence and build relationships.

Client Relationship Management

• Build and nurture strong relationships with senior stakeholders, acting as a trusted advisor to prospective clients.
• Lead discussions to understand client business objectives and identify how ClaimPilot's capabilities can address their needs.
• Maintain regular communication with prospects, ensuring consistent follow-ups and relationship building throughout the sales cycle.

Collaboration and Solution Development

• Work closely with internal teams, including product, marketing, and delivery, to develop customised solutions for clients.
• Translate client needs into actionable briefs for technical teams, ensuring solutions are feasible and aligned with client expectations.
• Facilitate smooth handovers to delivery teams once contracts are secured, ensuring a seamless client experience.

Revenue Growth and Strategic Planning

• Develop and execute strategies to achieve revenue growth targets for ClaimPilot.
• Contribute to long-term business development plans, identifying new markets or sectors for future expansion.
• Monitor progress against targets, adjusting strategies as needed to meet organisational goals.

Performance Monitoring and Reporting

• Track and analyse sales metrics, including pipeline health, conversion rates, and performance within the company CRM.
• Prepare regular updates and reports for senior leadership, highlighting successes, challenges, and growth opportunities.
• Use insights from performance data to refine strategies and improve effectiveness.

Advocacy and Problem Resolution

• Act as an advocate for prospective clients, ensuring their feedback and challenges are understood internally.
• Work with internal teams to address any obstacles or concerns raised during the sales process, ensuring client needs are met.
• Ensure a positive experience throughout the engagement journey to build trust and lay the groundwork for long-term partnerships.

Key Skills and Experience Required

Technical Skills:

• Proficient in CRM platforms (e.g., Dynamics, HubSpot) and sales management tools.
• Strong understanding of claims management solutions and their applications in various industries.
• Ability to create and deliver data-driven presentations and proposals tailored to client needs.
• Competence in using market research tools and analysing industry trends to inform strategy.

Soft Skills:

• Exceptional communication and interpersonal skills, with the ability to influence and engage senior stakeholders.
• Strong negotiation skills, with a focus on achieving win-win outcomes.
• Strategic thinker with excellent problem-solving abilities and a customer-centric mindset.
• Self-motivated, proactive, and results-oriented, with a collaborative approach to working across teams.
• Resilient and adaptable, capable of managing competing priorities in a fast-paced environment.

Experience:

• 3+ years in business development, sales, or account management, preferably in claims management or technology-driven sectors. A sector-specific network will also be beneficial.
• Proven track record of identifying and securing new business opportunities, particularly in sector-specific markets.
• Demonstrated ability to navigate complex sales cycles and build long-term client relationships.
• Experience in collaborating with cross-functional teams to develop and implement tailored solutions.

Certifications (desirable but not required):

• Relevant sales or business development certifications, preferably Sandler.
• Industry-specific certifications that enhance understanding of target sectors.