Head of New Business

Job title

Head of New Business, Partnerships Team

Location

HSB Engineering Insurance Ltd

Division

Engineering Insurance

Reporting to

Director of Strategic Partnerships

Job Purpose 

The Head of New Business is a senior leadership role,  responsible for accelerating the implementation of new clients,  driving sustainable revenue growth across the organisation. The role will focus on securing new partnerships with insurers and MGA's while also expanding into new affinity sectors such as banking retail utilities and telecoms.

Working closely with the Director of Strategic Partnerships, the Head of New Business will develop and execute a targeted growth plan, identifying aligned strategic opportunities building effective relationships and converting them into commercially successful partnerships. The role plays a critical part in expanding market presence, diversifying distribution channels and establishing scalable new revenue streams.

Key Responsibilities:

• Work closely with the Director of Strategic Partnerships to develop a new growth sales plan aligned with  wider commercial and organisational objectives, focused on acquiring new insurer MGA and affinity partners.
• Identify, build and maintain a strong pipeline of prospect partners ensuring consistent and sustainable growth opportunities across target sectors including insurance banking utilities  retail and telecoms.
• Work closely with the Head of Client Partnerships to leverage expertise and maximise opportunity across new and existing portfolio.
• Represent the organisation externally building brand awareness and credibility within key sectors.
• Establish strategic contact mapping leveraging all levels (decision makers, influencers, supporters etc) to create new opportunities and increase probability of success
• Champion a growth culture across HSB - proactive collaboration cross functionally with all internal functions including product, marketing and underwriting to develop compelling partnership communications and propositions
• Contribute to broader commercial strategy providing insight into market opportunity and evolving client needs. Highlight market trends and competitor activity to identify new opportunities for growth and differentiation
• Lead commercial value proposal, negotiations and structure partnership agreements that deliver long term value
• Lead the full new business sales cycle from opportunity identification and prospect engagement through to negotiation, contract close and onboarding.
• Accountable for planning/forecasting and profit/ loss activity specific to mew business, ensuring visibility of revenue results against business plan financial objectives and targets
• Attend relevant industry events and networking opportunities to maximise HSB exposure and raise profile within the insurance and affinity sector markets
• Ensure compliance with all industry and regulatory requirements and HSB business standards  ensuring that associated processes are procedures are implemented and adhered to at all times by all team members
• Undertake any relevant industry and role related development and learning opportunities, developing a keen knowledge exchange approach with peers and direct and indirect reports

Skills & Experience

• Significant experience of new business, business development or commercial leadership roles, with evidence of consistently exceeding sales target.
• Demonstrated success in acquiring new clients and delivering revenue growth and profitability including strong stakeholder management experience with senior decision makers.
• Experience with a variety of distribution models specific to insurance carriers, MGA's or the wider insurance ecosystem; and/ or
• Experience developing affinity partnerships or embedded distribution relationships across sectors such as banking, retail, utilities, telecoms or other large scale consumer platforms.
• Proven ability to lead complex sales cycles and negotiate high value commercial agreements.
• Experience building and managing robust sales pipelines and forecasting revenue opportunities. Strong commercial acumen and strategic sales planning capability.
• Ability to expertly work cross functionally with internal teams and external functions to develop and deliver compelling, viable propositions.
• Evidence of using analytical resources to drive best in class outcomes

Qualifications and Educational Requirements:

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

Personal Attributes

• Highly driven and results orientated with a strong focus on deliverable delivering measurable commercial outcomes
• Partner centric entrepreneurial mindset, strategic thinking, ability to innovate, identify and pursue new market opportunities beyond current activity. Commercially curious constantly seeking new sectors partners and routes to market
• Resilient and tenacious with the persistence required to navigate complex and long sales cycles.  Also confident at relationship building,  able to quickly establish trust and credibility with all level of stakeholders
• Influential communicator able to clearly articulate value propositions and build compelling commercial cases
• 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
• Problem solver, remaining calm under pressure, resolving complex issues and turning challenges into opportunities