An opportunity has become available for a skilled new business developer to join this leading London based insurer. This role will have a predominant focus on developing new business directly with major UK Corporates, rather than with brokers or intermediaries.
As New Business Manager / Business Development Manager you will be responsible for winning business from major UK & Multinational clients typically via contact through the CFO / Group Treasurer / Group Credit Officer. This process will involve pro-active management of key target clients whom you wish to develop a meaningful relationship with.
Key responsibilities
- Identify and corroborate a Top Client Target List – this will be validated based upon chosen market segments as well as any prior experience / knowledge of those clients
- Creating and executing a client development plan, identifying key stakeholders in the process, mapping timelines and strategy for each client
- Building relationships with prospective clients through telephone, email, face to face meeting, corporate entertainment and all other methods available
- Presenting solutions and concepts to the key decision makers, these could be new to market or insured via competitors, thus the ability to translate complex financial solutions to a wide audience is essential.
- Understanding why business wasn’t won in the past and reviewing any track record with these clients to try and re-engage
- Identification of any value added products / facilities that can be created to better the chances of a client win based upon client feedback
- Handholding the client through the “on-boarding” process ensuring a strong relationship is built between them and the retention team.
- Project managing the new business process which will include the co-ordination and process management of internal stakeholders such as Compliance, Legal, Risk, Accounting, etc. The ability to work in a structured environment is essential.
Desired Skills and Experience
Although this role is within an insurer, they are willing to be flexible on the background of the individual who can demonstrate certain traits:
- Experience is the winning of key client relationships with typically FTSE 500 clients, ideally this would be from an insurer or broker perspective, however could be other financial orientated industries. E.g. Asset Based Lending, Invoice Discounting, Corporate / Investment Banking, Corporate Healthcare, Credit Facilities, Financial Solutions, Employee Benefits, etc.
- The willingness to be based from London primarily but with a national remit and potentially some international travel
- The charisma and drive to be able to quickly form strong client relationships and understand the root of client requirements
- The ability to understand not only your own, but your competitor’s offerings to ensure you are able to sell in a consultative fashion.
- The ability to learn new products and integrate these into your overall sales pitches.
In return you will receive a highly competitive basic salary, car/allowance, bonuses (on target 30% of base, opportunity to earn 45% of base for overachievement), healthcare, pension and various other benefits. It is worth noting, all current BDM’s exceeded their target last year.
Please note: this is NOT an account management, or an existing client development role, this is pure new business responsible for the conversion of target clients.
For further information and a confidential discussion, please contact kerren.leach@eamesconsulting.com or call 0207 092 3283.
