Yannick Van Eynde on creating solutions, building relationships, and driving growth

Although I’m technically Sales and Account manager for Allianz Trade, I prefer to think of myself as a solutions pioneer. I’m the central point of contact for my portfolio of clients, which means both keeping up to date with my current customers and growing our book by hunting for new business. To do this successfully, I work closely with our customers, consider companies’ surety needs and assess whether our existing contract framework is sufficient – and figure out a workable solution if it isn’t.

Previously, I was an account manager at a corporate bank. It was a very broad role that encompassed insurance, credit, trade finance, and more. At the time, I knew a little bit about a lot of different products, but I didn’t know much about any individual one in great detail. Now, while I focus exclusively on surety, I do leverage my banking experience. As such, I’m able to provide customers with real added value because I understand both the product and the market so deeply. With that knowledge, I’m able to confidently advise our customers – and that can spell the difference between them closing a major deal or not.

I recently worked on an extremely challenging—but extremely rewarding—project involving issuing a standard performance bond for a client in Mexico. The timeframe? Just one week. I was spinning a lot of plates that week, coordinating between different departments and colleagues to ensure that everyone was aligned. It was an amazing feeling when we managed to deliver in the nick of time and confirmation came through that our client had won the project. Had there been a delay of just one hour, the project would have gone to a different company.

This is the kind of work that’s unique to surety. Because our structure is fairly flat, we don’t need to pass through as many levels of approval and decisions can be made quickly. It’s exciting and you can make a real difference.

Surety is first and foremost about building relationships and trust. I regularly work with C-level executives on multi-million-euro deals – these are seasoned professionals who know what they’re talking about. And while they’re a customer with Allianz Trade, they’re also a customer with me so it’s essential that I create that rapport and provide a tailored, high-quality service. Luckily for me, I love to talk! The best part of my job is getting to know people and learning what they need to grow their business.

My role is also about staying organized. I like structure, which I’ve heard is strange for a sales guy! But when I get an unexpected request from a client, I may have to put everything else aside to work on it. My top tip to avoid getting overwhelmed? Don’t overload your calendar with meetings – ensure you have the possibility to manage unforeseen projects.

The most important thing is to stay in control, understand the project and its risks, and have an overview of what needs to be done at all times.  

Surety is growing – our team has doubled in the two years I’ve been with Allianz Trade. Our team dynamic is extremely positive across the region and around the world—we’re on a first-name basis throughout the company—and Allianz Trade is a place that truly values its employees. For anyone thinking of joining us, don’t hesitate. Take the leap!