![Liberty Specialty Markets](https://media.trabajo.org/img/noimg.jpg)
Sales and Distribution Manager
il y a 2 semaines
General information:
City:
Paris
Country:
France
Creation Date:14-Feb-2024
Employment Type:
Permanent
Employment Type:
Full time
Ref #:
Description & Requirements:
Role Title:
SALES AND
DISTRIBUTION MANAGER
Department:
LIBERTY SPECIALTY MARKETS EUROPE (LSME) FRANCE
Team:
DISTRIBUTION
Location:
PARIS
Type:
PERMANENT
About the Role:
- Critical leadership role leading a critical team to deliver LSME's ambitious profitable growth ambitions in France.
- Member of the LSME France Management Committee.
About the Department & Team:
The Sales & Distribution team of LSME France is a team of 5:
- 1 Manager
- 1 Business Development Manager (BDM) mostly dedicated to distribution
- 1 Business Development Manager (BDM) mostly dedicated to clients
- 1 Marketing & Communications Manager
- 1 Sales Assistant
Key Responsibilities:
- People management. Direct management of 4 individuals (see above)
- Broker management.
With BDM/Distribution, define and execute:
- Strengthen and expand the quality and depth of relationships with LSM France's most important strategic brokers by developing structured engagement, visibility and high standards of quote responsiveness and service. In doing so, better identifying intarget business opportunities for LSM aligned with UW risk appetites and UW authorities.
- Define/update broker segmentation and define strategy and allocation of resources accordingly, to drive more effective broker interaction leading to improved performance in business retention and new business:
- Tier 1 = top 4 brokers
- Tier 2 = next 10
- Tier 3 = other brokers
- Work with the Head of Europe Distribution, France Country Manager, UW teams, Management team, Claims teams and Operations to ensure effective implementation of centrally negotiated local broker agreements to leverage LSM France's interests and market position, and build stable longterm relationships.
- Organise, drive and manage strategic Quarterly Business Reviews between key brokers and LSM. Gather relevant preparatory materials and present to brokers, accurately correlating qualitative and quantitative data. Establish and drive tactical and strategic initiatives and ensure successful execution.
- Maintain high level broker contact at key brokers (CEO, CBO, Heads of Placement, Client Officers) and facilitate UW and senior management meetings as needed.
- Identify best practices in broker management through the EDT, and work with General Manager to implement locally.
- Understand out main Broker's Business Strategy to identify, modify, create and build strategic alignment with LSM France strategic plans and implement smart broker action plans which drive disciplined and organised broker development initiatives which can be regularly monitored.
- Client management.
With BDM/Client Executive, define and execute:
- Visitation plan
- Key account management plan.
- Prospects to target for NB (both new LOBs on existing clients and new clients)
- Marketing & Communications. With Marketing & Communications Manager, define and execute annual plan, with input and signoff by Country Manager and European Marketing Manage.
- Sales management and best practices:
- Manage broker visibility of the France team (both Sales and all LOBs)
- Ensure target/pipeline accounts are identified and prospecting plans are defined and executed
- MI:
- Monitor broker and client performance MI reports. Work with UW teams to agree corrective action when UW support from the broker is not at desired levels.
- Ensure broad use across France of Salesforce CRM system to capture all visits, contacts and relevant market information, and use of such information to prepare for meetings. Lead by example with own team.
- Develop a sound understanding of broker repository systems with a view to using the available analytical reports (and compiling new reports if appropriate) to better identify targeted business opportunities.
- Be a most trusted partner to all LOBs: understand fully UW risk appetites, capabilities and differentiators, to allow for efficient alignment of business flows with UW teams.
- Financial Performance Management:
- Through proactive and assertive management of key broker relationships, support the achievement of LSM France annual new business targets across all product lines including their desired retention ratios, premium growth and profitability targets.
- Scrutinise analytics around submission flow, quote efficiency, conversion and retention ratios to ensure broker remuneration and acquisition ratios are at targeted levels.
- Manage own expenses within budgeted levels.
- Manage LSM France broker and market events and appropriate marketing costs within budgeted levels and in close collaboration with LSM Europe marketing team.
- Manage internal European stakeholders: work effectively and collaborativ
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