Business Development Manager - Caribbean

Vencora Business Unit:

Job Summary:

To promote the sale of SSP Group general insurance software solutions within the Caribbean region to new and existing clients, including insurers and MGAs. To develop and maintain effective working relationships across the territory to optimise income and profit by identifying and securing new business opportunities and retaining existing business

Job Description:

Main Area of Responsibility

• Takes responsibility for understanding client requirements, collecting data, delivering analysis and problem resolution. Identifies, evaluates and recommends options, implementing if required. Collaborates with, and facilitates stakeholder groups, as part of formal or informal consultancy agreements. Seeks to fully address client needs, enhancing the capabilities and effectiveness of client personnel, by ensuring that proposed solutions are properly understood and appropriately exploited
• Designs and implements sales strategies and works with senior management to implement sales plans. Plans, monitors and controls the work of sales teams. Develops and maintains effective customer relationships at executive levels and qualifies new sales leads. Leads the bid process within organisation, maintaining customer contact during and after the selling process to ensure customer satisfaction. Contributes to the development and training of sales teams and product/service development
• Oversees the organisation's promotional/selling activities to one or more clients, to ensure that such activities are aligned with corporate marketing objectives. Approves medium-scale proposals to clients. Negotiates with client representatives at senior levels on both technical and commercial issues. Ensures that organisational policy and strategy is adhered to. Provides informed feedback that contributes to promotional strategy and to product development
• Works closely with the sales team to ensure that customers are assisted and advised properly. Ensures that reliable cost, effort and risk estimates and project plans are produced. Manages all sales support activities, taking full responsibility for the technical content of bids and sales proposals. Establishes metrics to provide data on performance and help with the continuous improvement of sales support activities
• Carries out day-to-day management of the client services function. Defines service levels for client services employees and monitors performance. Takes responsibility for specification, agreement and application of client services standards and for the resolution of clients’ service problems

Accountability

• Act as the main sales contact for the allocated area and be responsible for the achievement or the area/regions financial targets
• To influence key stakeholders across the business to achieve profitable business growth
• To own and develop the new business pipeline within the Caribbean region and ensure that SSP has a high profile within the territory, including key markets such as Trinidad & Tobago, Jamaica, Barbados, the Eastern Caribbean and the Dutch Caribbean
• To develop a clear understanding of clients and prospects in your area, the nature of their business, their  market, their total GWP book, their extent and potential of all their relationships with the SSP Group
• Develop, maintain and monitor a business plan for the allocated area that ensures wide coverage for all of SSP products and services, ensuring activity and actions required to achieve profitable  growth are agreed and undertaken
• Work with Account Managers from other areas of the SSP Group where relevant to identify appropriate opportunities within the existing client base and harness reference sites to support the new business activity
• Ensure that all target accounts are kept fully informed of SSP's latest solutions, product developments and roadmap
• Generate appropriate documentation in line with SSP’s process
• Ensure all prospect and client information, territory and account plans are current and up to date
• Input to the Product Manager where relevant on product position, competitiveness and roadmap
• To present at road shows/user groups
• Work with the Propositions & Product team to define and create new propositions that resonate with the market and generate profitable revenue

Qualifications & Experience

• Degree-level qualification in a relevant subject (e.g. Business, IT, Finance or Insurance), or equivalent professional qualifications, plus considerable work experience in a relevant role. OR substantial work experience in a relevant role
• Significant and demonstrable client facing experience
• Demonstrable commercial and financial acumen and understanding of the sales process
• Experience of territory planning and new business sales activity
• Knowledge of the Caribbean general insurance market, including broking, insurer and MGA operating models, regulatory frameworks (e.g. FSRC, FSC, CBTT) and core insurance software systems
• Knowledge of the SSP solutions would be an advantage
• Proven track record of profitable business development
• Significant client facing new business sales experience
• Ability to identify, articulate, negotiate and close business opportunities
• Consistent achievement of business goals
• Understanding of commercial product pricing
• Understand how to co-ordinate the SSP team (including management) to engage across multiple levels in large client organisations to create interest in the SSP propositions and generate substantial (>USD $1m) profitable deals

Worker Type:

Regular

Number of Openings Available:

1