Protecting cashflows can be a daunting prospect for any business, especially when the outlook for global trade is so uncertain. More than ever, you need a trusted ally who understands your business and can advise how best to protect your liquidity, enabling you to trade and grow with confidence.

Whether you are a mid-sized business or multinational, all of Allianz Trade’s clients are assigned an expert account manager who acts as an advisor and advocate. Their sole objective is to support you throughout your journey, helping you overcome external challenges and advocating on your behalf within Allianz Trade, ensuring you receive the best service possible.

To explain the full level of support provided by our account managers, we asked Georgi Enchev, Global Head of Brokers & Partnerships, Group Distribution, and Sarah Gillingham, Strategic Account Manager, at Allianz Trade in the UK to discuss the different roles they play in supporting our clients, and how their actions contribute towards our customers’ growth.

Georgi Enchev,
Global Head of Brokers & Partnerships,
Group Distribution,
Allianz Trade 
Sarah Gillingham,
Strategic Account Manager, 
Allianz Trade in UK

“As the account manager, I am the primary customer-facing member of the Allianz Trade team. The buck stops with me. If the client has an issue – no matter what it may be – they expect me to find a solution,” explains Sarah.

Customer questions can arise at any point during a policy’s lifecycle. You may want to know the right period to apply for credit limits, or you might need a more detailed explanation of your policy terms. Alternatively, you may require advice on the right time to submit a claim, or you may need reassurance that you are covered for a particular shipment or for the provision of a certain service.

If the account manager is unable to answer any of these questions themselves, they act as a facilitator, liaising with colleagues in claims, risk management, underwriting or any other team, to get the information you need, as swiftly and efficiently as possible.

All in all, Allianz Trade account managers represent, more than anybody else, an extension of your own teams and act in their best capacity to advise and support you.

“Our account managers are usually the first go-to person for our customers on most of their queries. They are truly the voice of the client within Allianz Trade, whose ultimate goal is to help enable them to grow with confidence.” explains Georgi.

Allianz is one of the world’s biggest financial services companies, with a rich ecosystem of global resources at its disposal. The account manager’s role is to guide the client and advocate on their behalf within the organization, ensuring their policy works for them every step of the way.

“The most important interactions for the client are probably around risk decisions and credit limits,” says Sarah. “If for example, the risk team sets a credit limit below my client’s expectations, the client is likely to ask me to make representations on their behalf, appeal and ask the risk team to reconsider. I’m the go-between, relaying additional financial data from the client to the risk team, if they have any, to strengthen their case,” says Sarah.

If the account manager thinks their client has a strong case they may decide to escalate their request through the risk management team. It is important that the client is heard and their appeal is pushed as far as possible.

“If the appeal is successful, great,” says Sarah. “If it’s not, it’s my responsibility to discuss the decision with the client and give them a detailed explanation why.”

Unlike many other forms of insurance, effective trade credit insurance cover often requires frequent conversations between underwriters, customers and your broker (if you have one).

Our trade credit insurance policies evolve as these customer conversations develop and your business grows. For us, a policy isn’t a static agreement, it is a living entity which reflects your constantly changing needs. Our account managers are responsible for nurturing this living entity, helping you manage your policy, providing support on cover requests and, if necessary, assisting with claims and collections. Every step of your journey, our account managers ensure your policy is aligned with your best interests.

Our account managers are highly experienced professionals from commercial or financial backgrounds. Sarah, for example, has been a member of the Allianz Trade team for 20 years, starting her career as an SME account manager and working her way up through the organization. Today, she manages some of the company’s biggest UK accounts. Georgi meanwhile has a strategic responsibility for all business Allianz Trade conducts through its broker channels. In common with all our commercial teams Georgi and Sarah have been chosen by Allianz Trade because of their expertise, experience, dedication and passion. Georgi, Sarah and the rest of our commercial and account management teams are at the very heart of the market-leading service we deliver to our clients.

“The account management role plays such a big part in the success of our customers, that you can’t help but become emotionally invested in what you do,” Georgi explains. “And I’m sure it’s the same for the rest of my colleagues. I think it’s the probably the best role in Allianz Trade and it’s such an incredible privilege to be part of the customer journey, working with our clients and sharing their hopes and ambitions.”