Senior Partnerships And Development Manager

Whatever their stage of life, we provide over 108 million customers with the products and services they need to progress. From insurance to personal protection, and savings to wealth management, no matter the need we're always there for them. And we're always there for our employees. In 50 countries, we work hard to inspire pride and a sense of belonging in our people. To provide opportunities that challenge them, inspire them, and reward them. And to create a culture that's open, supportive, and empowering. Because we know that's the real secret to success - and the best way for us to keep building a better world for both our customers and the talented people who put them first.

Your work environment

The headquarters of the AXA Group (GIE AXA) brings together our corporate activities. IT provides guidance and support to subsidiaries around the world, to ensure the coordination and monitoring of the Group's global strategy, the application of its standards, the consistency of commercial approaches and the sharing of best practices. The headquarters gathers approximately 1000 employees and is distinguished by its strong international culture (45 nationalities), which makes IT a rich and stimulating place to work.

Launched in 2016, AXA Emerging Customers started with a focus on inclusive insurance for the emerging middle class across Asia, Africa and Latin America. The specific protection needs of these customers led us to reinvent insurance by simplifying products, adapting our technology stack, and building innovative partnerships to better serve our clients. Since 2020, we expanded our mission to better protect lower-middle class customers in France and Europe.

AXA Emerging Customers combines a dozen global experts with dedicated local teams in each markets where we do business. At end-2023, this initiative protected over 14 million clients in 14 countries (IN, ID, TH, PH, CN, EG, MO, SN, NI, TK, MX, CO, BR, FR) contributing to financial inclusion and sustainable development through a profitable business approach. These efforts are being expanded to AXA's European strongholds (7 markets) in AXA's new strategic cycle.

The team is part of AXA's head office, GIE AXA, which drives the Group's strategy and manages international projects. The headquarters comprises over 880 employees and is distinguished by its strong international culture (50 nationalities).

Job purpose and key responsibilities

By leading the extension of inclusive insurance from AXA's emerging markets to its European mature markets and developing new partnership models to reach under/ill-served segments, the job is responsible for increasing the depth and breadth of insurance solutions for low-to-middle income customers. As such, IT is an essential pillar of AXA Emerging Customers' social business contribution to the Group's 2024-26 strategic plan.

Structure and lead the inclusive insurance strategy in one of AXA's European Markets as Entity Relationship Manager (ERM) to deliver the 2024-26 GWP and customer targets

AXA Emerging Customers is a global team of subject matter experts whose aim is to deploy, in partnership with local AXA entities, inclusive insurance programs. IT is the voice of Inclusive Insurance for the Group. The entity relationship manager (ERM) role acts as the point of contact for one or two specific AXA entities to co-define and co-drive the strategy and day-to-day collaboration with the local in-country AXA team, bringing in other AXA EC team members based on project needs and enable their entities to reach their targets.

All this would BE done in close coordination with 1) local AXA entity inclusive insurance teams and leadership, 2) the International Markets team 3) AXA's European Markets team and 4) the AXA Emerging Customers business unit notably the European Markets Lead and the Strategy lead.
- Co-defining the local strategy with the local AXA teams (CEO, CMO Excom sponsor, business units)
- Helping identify and vet the right talents to create / reinforce local inclusive insurance teams
- Determining priority segments and researching their needs, with a focus on micro-entrepreneurs
- Developing/redesigning products to match customers' needs through inclusive criteria, e.g. adapted levels of coverage, simplified terms and conditions, lower exclusions, monthly payments with no fees, lower deductibles
- Ensuring operations, IT and other enablers are in place with the support of the central team's IT/Ops/data team
- Identifying business opportunities and driving commercial development, both via B2B2C partnerships and more traditional channels where relevant, to take the new offers to market
- Organizing quarterly calls with the CEOs & Excom members to track strategy delivery and business performance
- Steering thought leadership projects and impact studies as well as positioning AXA in the policy debates around financial inclusion in the country e.g. to address regulatory hurdles, in collaboration with the Public Affairs teams
- Ensuring replication of successes and sharing learnings from failures with other AXA entities

Testing and scaling new distribution models and manage strategic partnerships for AXA EC

The silver bullet of inclusive insurance, meaning a model which combines scalability, sustainable profitability, and client impact, is still in the making. In this regard, the role uses design sprint methodologies to try out new protection solutions and new distribution models which, if successful, can then BE replicated at scale across our focus markets :
- Neobanks for professionnals (e.g. Qonto, Shine, Blank) and other channels enabling to reach micro-entrepreneurs in Europe such as legal techs (e.g. Legalstart) or payment specialists (e.g. PayPal, SumUp)
- Financial inclusion fintechs such as salary advance platforms or digital nano-credit actors (e.g. Finfrog)
- Temporary work agencies, such as Manpower or Adecco, to design adapted social protection for their workers
- Post offices that are looking to reinvent themselves
- Agents and other traditional insurance channels to test higher value products in emerging markets (e.g inclusive agent network in Thailand) and mature markets (e.g. working with AXA General Agents in France)

Explore new markets entry and lead reinsurance strategy in emerging markets

AXA EC works hand in hand with local AXA entities in Asia, EMEA and Latin America, as their balance sheet and insurance license(s) are needed to underwrite inclusive insurance. This started with four entities in 2016 to reach fourteen today with one/two markets added per year. Against this background, this job will BE tasked with :
- Exploring potential to expand AXA's inclusive insurance footprint to new emerging markets where the company is present, such as Algeria, Ivory Coast or Lebanon. This is to BE done when the time is right for the entity at local CEO initiative. IT will involve competitive and regulatory analyses, internal capabilities assessment, initial commercial discussions in order to present an action plan (with local recruitment if relevant) to management.
- Driving synergies / business opportunities with AXA's specialized global entities, such as AXA XL, AXA Partners or AXA Global Health. This can involve specific product lines, e.g. credit-linked insurance for AXA Partners, for which the entity has particular expertise. IT can also BE an entry point for markets with no direct AXA insurance entity presence, notably for strategic partnership opportunities, through reinsurance.

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