Nicolas Kouchnir

Experienced multilingual insurance manager with 20 years international exposure. Excellent knowledge of Sales team and Key Account Management, bancassurance, international programs & Profit Center management (P&L), Emerging Markets and operations / UX streamlining. Result and customer oriented, hands on, pragmatical and professional with high degree of integrity, accountability and business acumen.

Managing Director Global Key Clients, Insurance at Iron Mountain (2021-01 – Present)

Partnership management and development of global strategic key clients

• Partnership management and development - global strategic planification and execution (5 leading insures/brokers)
• Support local and regional Sales Team efforts (remote)
• Account Planning definition and execution to optimize resources allocation and client engagement
• Transition Sales approach from 'Product' to 'Solution Oriented' (regulatory changes, IRM new products availability etc.)
• Clients Data Management (consolidation, digitization, GDPR conformity...), launch of Digital solutions and expertise (claims management, 360° client view...)

Commercial Director, Africa and Middle East at AXA Partners (2016-01 – 2020-12)

Responsible for business development in Africa and Middle East regions

• Define and execute Sales strategy, recruit and train five local and remote BDM
• Redesign internal processes to improve UX (IT developments, Salesforce Implementation...)
• Doubled yearly GWP (to €24m) through geographical (Middle East) and product (Terrorism, Credit Life, GAP) expansion

Senior VP Key Accounts at Oman Insurance Company (2013-01 – 2015-12)

Department creation and Key Accounts portfolio management

• Department creation (recruitment/mentoring of 6 Key Account Managers, KPI definition, strategy and objectives)
• Management of existing portfolio ($43m in 2013) - renewals, relationships, dispute resolution...
• UX optimization and improvement through redesigning internal processes, network (medical providers) and SLA
• Active commercial development – new products/ cross selling ($62m in 2015)

SVP Bancassurance & Affinity at Oman Insurance Company (2011-01 – 2013-12)

Commercial development and team management for bancassurance and affinity products

• Commercial development and Team Management (10 BDM)
• New products (ILOE) and Sales channels (Direct Marketing) launch
• Restructuring original department – reintegration of Technical (UW) and Operations (Finance, IT) to HQ
• Technical review of several product lines to improve P&L bottom line and reinsurance

Vice President, Sales (B2B/B2B2C) at Al Rajhi Takaful (2009-01 – 2010-12)

Department setup and sales strategy by distribution channel

• Set up of the department structure and strategy by distribution channel (brokers, Agency, Key Accounts Mgrs. – KAM)
• Recruitment of N-1 and N-2 lines of report (20 in total), define KPI and commission structure for Agency & KAM
• Active establishment of two regional offices and 8 agencies
• Management of existing portfolio ($45m) – Auto, Marine, Medical, Construction etc.

Profit Centre Manager Credit Life and Affinity, MEASA at ALICO AIG Life (2006-01 – 2009-12)

P&L Management for 13 countries across Middle East, Africa, and South Asia

• P&L Management and accountability for 13 countries (Middle East, Africa, South Asia)
• Key Accounts development and management (HSBC, Citibank), new sales (GWP x 6 to $66m)
• Active development and launch of new products (Takaful Insurance capability, micro-insurance)
• Recruitment and mentoring of 5 direct reports in Key countries

Divisional Director, Bancassurance at Willis (2003-01 – 2006-12)

Cross-selling bancassurance solutions alongside Financial Institution Department

• In charge of cross-selling Bancassurance solution alongside the Financial Institution Department
• Product development: first broker to offer Unemployment (ILOE) insurance in Malaysia, Turkey, Mexico
• Client diversification – Mobile, Motor lenders, supermarkets (Motor GAP, Income Protection, Mobile Insurance)

Key Account Manager at AON (2000-01 – 2003-12)

Key client management for insurance and reinsurance

• Management of Key clients (COFIDIS) with regards to insurance and reinsurance
• Support client with geographical (Argentina, Spain, Portugal) and product (direct marketing, Accidental Death, Assistance) expansion (France, Greece, Italy, Belgium, UK)

Account Manager at CIGNA (1998-01 – 2000-12)

Client relationship management for credit life and affinity insurance

• Client Relationship management, focusing on Credit Life and Affinity Insurance
• Experience extended outside the UK – Spain, Italy, Argentina

Business School Diploma in Business – KEDGE Business School (1994-01 – 1994-12)