AVP - Business Development - Insurance

To drive profitable sales via both direct and indirect channels.

- Area Business Plan - The role holder would be required to derive their area business from the annual business plans. This would involve:

- To have a high level understanding and working knowledge of the enterprise and to be able to articulate strategy and objectives. To have a working understanding of the offerings provided across the segment, collaborating with colleagues (particularly Sales and other colleagues in Corporate Solutions APAC but also globally) to design solutions and actively cross sell within the segment.

- To have a thorough understanding of all of Co's products and those of our third party partners. To have a high level understanding of Co's offerings and to be able to articulate the value proposition

- To achieve new business sales results equal to or in excess of the targets set prior to start of each financial year

- To manage relationship with a defined portfolio of intermediary partners (brokers) in a bid to maximise new business, cross sale and expansion sales. This should include working closely with the Account Management team to identify opportunities within the existing client portfolio and formulate and execute strategic engagement plans

- To have an up to date strategic plan in place for each key intermediary partner (broker), which is reviewed at least annually

- Gather and feedback market information in a bid to support strategic decision making, pricing, product development and the general market awareness of colleagues

- Responsibility for the delivery of prospective market tenders that meet the specifications and requirements as set out. Support is available via the Tender Response Executive, but overall responsibility for the delivery, quality and content of these responses belongs to the Sales Consultant

- To actively participate in the delivery of the wider sales and account management team's objectives as well as being a respected internal and external representative.

- Sales Management - Drive profitable sales in their respective regions. This would involve:

- ANP delivery in line with predefined targets

- Reporting to Business Head-Global Health Benefits.

- Creating, implementing and executing area based sales plans to deliver of results against target

- Close day to day working relationships with Underwriting, Marketing, Customer Service and Claims.

- To develop and maintain a strong internal profile so to enable influence and credibility with the SMT and other senior internal managers

- Manage and maintain close links with colleagues from wider enterprise in a bid to share opportunities, experiences and best practice where appropriate

Specific Skill Set:

- Relevant/ recent experience in an Overseas Travel & Group Health set up in General Insurance, Global Insurer or Insurance Broking Company, with proven track record.

- Sound understanding of the overseas travel insurance product and processes.

- Knowledge of local market in terms of clients and specific business potential.

- High on client relationship building, influencing and negotiations at CXO levels.

- Ability to lead complex negotiations through strategic thinking and effective communication.

- Proficiency in using spreadsheets & PPTs for business success.

- Project management capabilities.

- Account management and client service capability.

Behavior:

- Should be a team player.

- Consultative based approach to sales, ideally in the healthcare sector.

- Strong track record of success in previous roles or functions exceeding expectations.

- Strong Analytical skills.

- Tenacity.

- Networking and relationship skills.