Head of Sales

Job title

Head of LABC Warranty Sales

Location

Home-based

Division

Commercial

Reporting to

Commercial Director

Job Purpose

Reporting directly to the Commercial Director, this role will be responsible for formulating, developing and implementing the agreed plans for the Local Authority Building Control Warranty (LABCW) relationship, in order to grow the LABCW  portfolio, generate sustainable and profitable growth. Responsible for leading the LABCW Sales team, they will deliver new business acquisition whilst maintaining the required high standards of the business to deliver our proposition. This role will be central to developing the relationship with the LABC membership body as well as LABC organizations at a regional level.

This role will be required to work with stakeholders (internal and external) up to and including Board Level and will therefore require an extremely knowledgeable, commercially astute, experienced and dynamic individual with outstanding written and verbal skills together with the ability to adapt communication styles to enable collaborative and successful working relationships at all levels.

In addition to leading on the strategic development of the LABC account ensuring their needs are met, the role will also be responsible for managing and coordinating the involvement of all key MD Group functional colleagues to ensure LABC are supported and their requirements met.

Key Responsibilities:

Client Relationship Management:

• Accountable for the strategic development of LABC relationships working at senior and Board level to ensure alignment with key business objectives and that LABC needs are met
• Develop and maintain strong, trusted relationships with key decision-makers across the LABC matrix, ensuring high levels of customer satisfaction and loyalty.
• Accountable for the development and implementation of the LABC strategy that will enable the successful achievement of business and financial objectives and targets, and attain the desired financial growth in the identified target sectors

Account Planning and Management:

• Develop strategic account plans, and execute sales strategies to drive revenue growth and expand the company's footprint within LABC
• Conduct regular business reviews, analyse client needs, and develop tailored solutions to meet LABC needs, ensuring alignment with the company's offerings and strategic objectives.

Sales and Revenue Growth:

• Lead and develop the LABC Sales Team, so that productive and mutually beneficial relationships are engendered and strategically developed to maximise future business opportunities and maximise return on HSB Building Warranty’s investment.
• Undertake regular performance appraisals with all reporting team members, identifying individual development needs of team members to ensure performance is addressed effectively and promptly 
• Effectively coach and mentor the LABC sales team to a highly resourceful and experienced team that can deliver a high standard of service to LABC clients and customers. 
• Ensure the CRM/Pipeline, commercial collateral is fully utilised and updated to accurately document profiles and contacts, detail potential future business opportunities and monitor progress and completion of business opportunities  
• Ensure the team are always compliant with HSB Building Warranty business standards, processes and procedures and that revised procedures to meeting changing compliance requirements are effectively implemented 

Stakeholder Management:

• Build and maintain strong relationships with internal stakeholders, to ensure seamless delivery of our proposition to LABC. 
• Ensure key business functions have clear understanding and objectives around the agreed delivery promises for LABC clients/customers. 
• Head of LABCW Sales will conduct regular internal review meetings where our internal performance across all business functions is discussed against our commitments to LABC. Actions taken and monitored to improve our service delivery/proposition. 
• Ensuring a team approach Is taken to the management of key LABC stakeholders. Engaging appropriate stakeholders directly with LABC and its clients to widen and deepen our relationship.

Proposition Development and Market Insight:

• Working with Marketing, lead the development and ongoing refresh of a value proposition for LABC Delivering a proposition that makes it “Easy to do business with us”   
• Strategically and continually review market trends and competitor activity to identify: 
• opportunities which will maximize our market presence and provide sustainable financial profit 
• monitor any threats within the market and interpret the potential impact on MD Groups service delivery and the LABC offering.  

Skills & Experience

• Strong sales and relationship management experience gained in relevant insurance environment.
• Strong strategic account management development capability
• Strong commercial awareness with demonstrable negotiation and influencing skills
• Ability to build and maintain strong client relationships Comprehensive understanding of insurance business processes
• Exceptional internal stakeholder management, Demonstrable coaching and mentoring experience
• Strategic and business planning experience
• Experience of high-level decision making
• Demonstrable management and leadership experience with ability to inspire and motivate team members to achieve exceptional results
• Excellent interpersonal and communication skills

Qualifications and Educational Requirements:

• CII Level 3 Certificate in Insurance desirable 
  

Personal Attributes

• Confident and assertive, with a strong sense of self-awareness and emotional intelligence
• Demonstrated integrity and trustworthiness, with a proven track record of acting with transparency, honesty, ownership, and accountability
• Self-motivated with a proactive approach to problem-solving and decision-making
• Collaborative approach to business goals and team targets
• Pragmatic decision-maker with analytical and reasoning skills
• Resilience and adaptability, with the ability to navigate complex and ambiguous situations