Gustavo Pocai

Researcher
DISC Type : Cs

Head of Broker & Client Engagement at AIG

São Paulo, São Paulo, Brazil

Overview

Gustavo Pocai is an insurance executive with over 25 years of experience at major firms like AIG and Chubb. As Head of Broker & Client Engagement at AIG, he focuses on large corporate risks and strategic business development. He is described by colleagues as ethical, innovative, and a dedicated professional.

He is deeply engaged in the professional insurance community, valuing events that foster relationships, knowledge, and new business opportunities. He recently highlighted the importance of industry conferences for networking and staying current on market trends.

Peers have described him as a "vanguard professional" and one of the best executives in the Brazilian insurance market.

Personality Overview

ROI Seeker

Self-Disciplined

Detail Oriented

They are heavily focused on quality and prefer doing things the right way, even if it takes time.  Being observant comes to them naturally. They are thorough and always follow a systematic approach.

Topics They Care About

Corporate Risk Management
His current role at AIG and extensive background at Chubb are focused on developing business and managing relationships in the large corporate risks segment.
Broker Channel Development
His title, "Head of Broker & Client Engagement, " underscores his focus on leading and strengthening the company's relationships with key insurance brokers.
Strategic Commercial Planning
He has deep expertise in creating and executing strategic plans for business growth, market expansion, and the segmentation of broker and client bases.

Media Appearances

Gustavo has no verified media appearances

Work History

2-2021
Head of Broker & Client Engagement at AIG
1-2020 - 2-2021
Superintendente Comercial Regional SP at Finlândia Corretora de Seguros
2-2016 - 9-2019
Diretor Comercial na Chubb Brasil at Chubb
4-2007 - 2-2016
Superintendente Comercial Regional na Chubb Brasil at Chubb
4-2005 - 4-2007
Diretor Comercial at Net Risk - Wardon Corretora de Seguros

Education

2018 - 2018
Leadership from FGV - Fundação Getulio Vargas
1999 - 1999
Especialização em Seguros from Centro Universitário UNA

More Information

Social Presence :

Prographics :

Exp : 25 Location : São Paulo, São Paulo, Brazil Job Level : Mid-senior Designation : Head of Broker & Client Engagement at AIG
URL has been copied!

Insights For Selling To Gustavo

During A Call Or A Meeting

DO's

  • Share whitepapers or case studies that showcase measurable results instead of just telling customer stories
  • Actively address their concerns around change, risk, and acceptance by users
  • Use phrases like 'results based on data', 'measurable proof', 'X% growth' etc.

DONT's

  • Give it some time before you try to build rapport and a relationship, it doesn't come to them naturally
  • Don't ask them to move fast, let them take their time and digest all the information
  • Do not sound overly eager, modulate your energy levels especially if you are generally enthusiastic

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Gustavo is

  • Low-risk, adoption by others are very important to them, followed by confidence in ROI.
  • Will you ever get a clear answer from Gustavo

  • They are unlikely to say no, it's better to stop yourself once you have exhausted all the options.

Insights For Deal Planning

    How fast (or slow) will Gustavo move?

  • They do not like to rush and therefore can be quite slow in their decision-making.
  • Can Gustavo take some risk or not?

  • They have little risk-appetite and prefer to take measured decisions.

You And Gustavo

Personality Compatibility


Other AIG Employees

Explore more public profiles from related professionals at the same organization.

More Profiles

Discover additional public profiles from our index.

Search more profiles

Looking for someone else? Search here for anyone.

Or visit Humantic AI to know more.