Head of Client Partnerships

Job title

Head of Client Partnerships, Partnerships Team

Location

HSB Engineering Insurance Ltd

Division

Engineering Insurance

Reporting to

Director of Strategic Partnerships

Job Purpose 

The Head of Client Partnerships is a senior leadership role, responsible for driving the strategic management and financial growth of HSBs existing partnership portfolio. Working closely with the Director of Strategic Partnerships, the role delivers a best in class relationship management lifecycle that’s maximises the value and longevity of our client relationships.

The focus of the role is to expand the breadth of existing contracts, identifying new opportunities for collaboration; to accelerate innovative, scalable and profitable growth across the portfolio.

Through strong leadership and commercial insight the role will ensure that partnerships are expertly nurtured, optimised and developed to deliver sustainable mutual success built on trust and long term value creation.

Key Responsibilities:

• Work closely with the Director of Strategic Partnerships to align the partnership strategy with wider commercial and organisational objectives
• Accountable for planning/forecasting and profit/ loss activity specific to portfolio, ensuring visibility of revenue results against business plan financial objectives and targets
• Lead the strategic management of the client portfolio, ensuring relationships are effectively governed, monitored, nurtured and developed to maximise long term value. Creation and oversight of individual account development plans.
• Deliver a best in class management life cycle from onboarding and performance management through to renewal expansion optimising long term strategic collaboration. Establish robust implementation of the HSB Partnership target operating model.
• Build and maintain strong relationships with senior client stakeholders acting as a trusted partner ensuring high levels of engagement and satisfaction
• Identify and address partnership risks or challenges proactively resolving issues and strengthening relationships
• Accelerate the growth of existing partnerships identifying opportunities to expand the breadth and depth of contracts and unlock additional revenue streams

Skills & Experience

• Significant senior experience in managing and growing partnerships across multiple product lines, distribution models and contractual structures
• Proven track record of scaling revenue and profitability to deliverable measurable commercial outcomes
• Experience negotiating and managing complex, long term commercial agreements
• Experience on effective cross functional collaboration with all internal and external functions to deliver partnership objectives

Qualifications and Educational Requirements:

• A quantitative track record of successful account management delivery and / or sales target achievement

Personal Attributes

• Partner centric mindset, strategic thinking, ability to innovate beyond current activity
• Aptitude to spot opportunity gaps and enable ideas
• Commercial acumen, data driven decision making, strong understanding of revenue drivers and how to influence to drive outcomes
• Exceptional collaboration, strong listening and empathy skill set with the ability to influence across all levels
• Self-motivated with a positive proactive approach to problem solving and decision making
• Strong Leadership and Team Development approach, defining and implementing clear standards to drive a high performing, happy and motivated team
• Problem solver, remaining calm under pressure, resolving complex issues and turning challenges into opportunities