Luis Ignacio Lujano Esquivel

Critic
DISC Type : C

Head of Customer, Distribution & Market Management Mexico (Head of CDM Mexico) at Zurich Insurance

Mexico City, Mexico

Overview

Luis Ignacio Lujano Esquivel is the Head of Customer, Distribution & Market Management for Zurich Insurance in Mexico. He leads sales and distribution for international brokers, corporate clients, and insurance captives. His background includes studies at IPADE Business School and Tecnológico de Monterrey, with certifications in international programs.

He has a clear focus on building dynamic commercial teams, frequently posting opportunities to attract top talent with strong commercial skills to elevate Zurich Mexicos value proposition.

Unique fact: He has dedicated a significant part of his career to specializing in international insurance programs and captive solutions for large corporate accounts.

Personality Overview

Negotiator

Precise

Critic

They enjoy working alone and do not rely on others very often.  They don’t appreciate bells and whistles unless backed by data. They are quite likely to negotiate on pricing or other key terms.

Topics They Care About

International Programs
His entire career progression at Zurich, from leading international business to his current role, centers on sales and distribution for international brokers and programs.
Captive Insurance
He is directly responsible for insurance captives and actively promotes Zurich's 35-year commitment to providing innovative captive solutions for corporate customers.
Developing Sales Talent
Actively recruits for his commercial teams in Mexico City and Monterrey, seeking individuals with strong commercial skills to enhance Zurich's market value proposition.

Media Appearances

Luis has no verified media appearances

Work History

12-2022
Head of Customer, Distribution & Market Management Mexico (Head of CDM Mexico) at Zurich Insurance
7-2021 - 1-2023
Subdirector Comercial Brokers MTY, GDL y Negocios Internacionales at Zurich Insurance
4-2020 - 7-2021
Subdirector Comercial de Negocios Internacionales at Zurich Insurance
6-2011 - 8-2012
Financial Planner at Skandia Investment Group

Education

10-2023 - 2-2024
CataliZador In-Company Program from IPADE Business School
1-2022 - 8-2022
Diplomado from Tecnológico de Monterrey

More Information

Social Presence :

Prographics :

Exp : 6 Location : Mexico City, Mexico Job Level : Mid-senior Designation : Head of Customer, Distribution & Market Management Mexico (Head of CDM Mexico) at Zurich Insurance
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Insights For Selling To Luis Ignacio

During A Call Or A Meeting

DO's

  • Tell them what ROI they can expect
  • Be ready to answer many clarity-seeking questions and requests for information
  • Keep some extra margin while sharing pricing, they are likely to negotiate later

DONT's

  • Don’t try to give too many examples of other users, they like to make their own decisions
  • Avoid phrases like ‘trust me’, ‘others just love’ etc.
  • Don’t try too hard to build a relationship with them

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Luis Ignacio is

  • Strong evidence of ROI, effective pricing, and proven data points matter the most to them.
  • Will you ever get a clear answer from Luis Ignacio

  • It is not very hard for them to say no if they are not convinced about the decision.

Insights For Deal Planning

    How fast (or slow) will Luis Ignacio move?

  • They are neither the fastest nor the slowest decision makers, they are somewhere in the middle.
  • Can Luis Ignacio take some risk or not?

  • They can bear some risk if their analysis backs the decision.

You And Luis Ignacio

Personality Compatibility


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