Elie Nasrallah
Dubai
Summary
Accomplished Head of Sales with extensive experience in the insurance industry, specializing in sales, broker relations, and portfolio management. Proven track record of driving growth, developing strategic partnerships, and managing high-performing teams.
Overview
20
20
years of professional experience
Work History
Head of Sales
Nextcare - Allianz Company
01.2019 - Current
- Developed and executed effective sales strategies for company's operations in UAE, while also managing budget presentations to EXCO members.
- Overseeing and managing a diverse portfolio valued at USD 1.2 billion, leading a team of 12 members.
- Demonstrated a track record of sustaining a strong pipeline, resulting in annual growth of at least 7%.
- Drove significant increase in the company's clientele, resulting in a steady expansion of insured lives
- Recovered and retained mega accounts that were previously lost to the organization
Head of Broker Relations - UAE
Arabia Insurance Company
Dubai
02.2016 - 12.2018
- Leading a team of broker relationship managers
- Successfully introduced Arabia to Tier 1 brokers in UAE
- Achieved AED 60m of gross written premium in 2017 (60% growth over 2016)
- Initiated and executed strategic partnerships with preferred brokers
- Successfully launched newly developed products (medical, motor, travel)
- Developed a pipeline in line with Arabia's proposition with key focus on conversion ratio improvement
Branch Manager / Senior Relationship Manager, GC
Zurich Insurance Middle East
Dubai
03.2014 - 01.2016
- Full responsibility of the branch's top line
- Execution of the hub & spoke model
- Successfully driven the GC Retail Proposition for allocated set of brokers (including 3 Global and 2 Strategic brokers) and contributed to the overall UAE GC top line and growth plan
- Developed and executed broker engagement plan for Global and Strategic brokers
- Engagement and corporation with various functions like underwriting, finance, claims, ops in order to enhance the One Zurich approach and deliver the broker proposition
- Execute Top Market Customer Strategy in line with Market Customer Leader's Objectives (handling 1 TMC out of 12 in the middle east)
- Executed the cross selling initiative with focus on Reverse flows, GC/CLP, Product Density and Whole Account View
- Successfully achieved 42% growth in Product Density
- Grew the book of my allocated brokers to USD 10m in 2015 from USD 6m in 2014
- Managed to increase renewal retention ratio to 95%
Relationship Manager, Commercial & Personal Lines - Abu Dhabi
Zurich Insurance Middle East
Abu Dhabi
07.2009 - 02.2014
- Played a key role in the acquisition phase of Zurich & CLA, mainly in introducing the brand in Abu Dhabi market and the portfolio transfer
- Successful launch of Zurich propositions, products, risk appetite & B2B tools (motor, home, travel & marine) to the market
- Successful implementation of broker proposition and segmentation in Abu Dhabi market (segmentation based on personal line / commercial lines, global, strategic & Mid-tier)
- Pipeline management: Developed a pipeline over the period of 4 years in line with Zurich proposition and broker segmentation with key focus on conversion ratio improvement from less than 5% in the first year up to 20% in the last year
- Portfolio management: Heavily involved in cleaning up Abu Dhabi book with key focus on the mix of business and profitability, in line with the company's strategy
- Successfully executed the exit of certain lines of business and portfolios resulting in dropping down the book from USD 5m to USD 3m
- This was driven by exiting PL & medical business & growing commercial lines by 50% year on year.
Underwriter, Non Medical - Dubai
RAK Insurance
Dubai
11.2007 - 05.2009
- Reporting directly to the Underwriting Manager in Dubai office
- Underwriting authority on Casualty, Property & Engineering lines
- Support sales team to bind preferred risks.
Underwriting Department
Union Franco Arabe D'Assurances et de Reassurances
12.2004 - 10.2007
- Intern for 3 month starting Dec, 2004
- Junior underwriter (was offered the role after successfully completing my intern program)
- Supporting underwriting team & managers on various underwriting issues for various classes.
Education
B.S in Management -
American University Of Science And Technology
01.2007
Skills
- Pipeline Management
- Profit and revenue-generating strategies
- Sales Planning
- Territory Management
- Key account development
- Client Relationship Management
- Strategic Planning
- Rapport and relationship building
- Continuous improvements
- Sales engagement techniques
Languages
- Arabic
- English
Timeline
Head of Sales
Nextcare - Allianz Company
01.2019 - Current
Head of Broker Relations - UAE
Arabia Insurance Company
02.2016 - 12.2018
Branch Manager / Senior Relationship Manager, GC
Zurich Insurance Middle East
03.2014 - 01.2016
Relationship Manager, Commercial & Personal Lines - Abu Dhabi
Zurich Insurance Middle East
07.2009 - 02.2014
Underwriter, Non Medical - Dubai
RAK Insurance
11.2007 - 05.2009
Underwriting Department
Union Franco Arabe D'Assurances et de Reassurances
12.2004 - 10.2007
B.S in Management -
American University Of Science And Technology
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