Vice President, Client Services ( Account Management Division )

York Risk Services Group Inc.   •  

Parsippany, NJ

15+ years

Posted 234 days ago

This job is no longer available.

Job Description

The VP, Client Services is accountable for the overall strategy in creating, expanding, retaining, elevating and managing the clients and prospect relationships within a defined business vertical. The Client Services organization and this leadership position has accountability for revenue, sales, delivery and client satisfaction for York’s client relationships.


  • Functions as a consultative thought leader and strategic business partner with the client and provides leadership to the York Account Management organization and internal business partners
  • Leads a team of Account Executives in a manner that aligns with York’s values and overall service objectives.
  • Responsible for overseeing the orchestration of the deployment of corporate-wide resources to provide comprehensive solutions, thought leadership and services to support the company’s account management strategy and roadmap
  • Responsible for Account Executive management.  Understanding the client’s business drivers and strategies, competitive position in the marketplace, industry trends, key strategic partner relationships, as well as key executives and decision makers
  • Builds, enhances and executes long term client relationships and communications at the C-level, with other key executives, key decision makers and influencers and acts as a trusted advisor to senior executives within the client organization and internally to York
  • Analyzes and keeps abreast of significant market changes (trends, issues, M&A activity, and corporate developments) that would be valuable information to our company strategy regarding account management and that mitigates and manages risk to York and the client
  • Builds cooperation and collaboration with the York business segments to realize revenue growth, client value and satisfaction
  • Plays a key leadership role within the organization as well as assists in winning new business with high level relationships, sales and negotiation skills and client oriented communications
  • Manages, measures and accurately predicts financial forecasts
  • Drives delivery service excellence across the organization
  • Actively coach, lead and assess talent to build a high performing team to meet the company’s philosophy, mission and strategic goals
  • Will serve as a key member of  the Global Sales & Account Management Organization management team leading the support of the company’s overall sales strategies and objectives
  • Ensures that key departmental processes, proceddures and policies are documented , maintained and enforced.
  • Ensures account renewal processes are delivered on time and in adherence to defined standards for profitability.
  • Perform other duties as required

Key Performance Metrics:

  • Meet or exceed stated financial and growth targets
  • Client and revenue retention
  • Increase client wallet share by expanding York solution footprint
  • Client Survey / Net promoter score
  • Completion and maintenance of Territory and  Account Business Plans

Job Related Skills Knowledge:

  • Minimum 15years of insurance services expertise preferred
  • Minimum 15years of experience structuring and consulting on large bundled deals
  • Minimum 15years delivery, sales and account management experience
  • Strong presentation, written, and collaborative skills to build and maintain proactive involvement with all levels within the organization
  • Ability to plan, prioritize, adapt to change, and provide appropriate follow-through to effectively drive business results
  • Strong financial and business acumen required to quantify and communicate results
  • Ability to influence people, with particular expertise working with sales and business leaders in a matrix environment
  • Experience working for an insurance, technology, or services company
  • A history of meeting/exceeding financial commitments
  • Experience working in a diverse, matrix organization with a large products/services portfolio

Additional Skills/Knowledge:

  • Strategic business planning and execution
  • Building new/add-on pipeline
  • Deal structuring and negotiation
  • Sales performance management
  • Knowledge management
  • Financial management
  • Coaching, mentoring and developing growth organizations
  • Effective resource management

Education Required:

  • Bachelor’s degreerequired/Master’s degreepreferred