Sales and Distribution Manager

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

The department plays a critical role in promoting and selling LSME’s value proposition to the French market.

Key Responsibilities:

·People management. Direct management of 4 individuals (see above)

·Broker management. With BDM/Distribution, define and execute:

oStrengthen 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 in-target business opportunities for LSM aligned with UW risk appetites and UW authorities.

oDefine/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

oWork 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 long-term relationships.

oOrganise, 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.

oMaintain high level broker contact at key brokers (CEO, CBO, Heads of Placement, Client Officers) and facilitate UW and senior management meetings as needed.

oIdentify best practices in broker management through the EDT, and work with General Manager to implement locally.

oUnderstand 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:

oVisitation plan

oKey account management plan.

oProspects 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 sign-off by Country Manager and European Marketing Manage.

·Sales management and best practices:

oManage broker visibility of the France team (both Sales and all LOBs)

oEnsure target/pipeline accounts are identified and prospecting plans are defined and executed

·MI:

oMonitor 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.

oEnsure 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.

oDevelop 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:

oThrough 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.

oScrutinise analytics around submission flow, quote efficiency, conversion and retention ratios to ensure broker remuneration and acquisition ratios are at targeted levels.

oManage own expenses within budgeted levels.

oManage 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 collaboratively within the LSM Europe Distribution Team (EDT) and manage well internal relationships in and across LSM France as well as stakeholders in EMEA including European LOB heads, Luxembourg and London.

·Adherence to all relevant regulatory requirements forms part of your role, and the demonstration of behaviours as set out in the Conduct Risk Policy, as they relate to your role, is core to LSM's commitment to our Liberty Values, placing customers at the centre of our business and behaving with integrity.LSM expects you to understand your responsibilities relating to all regulatory and internal requirements, and to proactively demonstrate compliance with these requirements and behaviours at all times. These requirements include the Senior Managers and Certification Regime Conduct Rules, Solvency II, fair treatment of customers, Financial Crime, Data Protection, Conflicts of Interest, and Whistleblowing

Skills and Experience:

·Experience

oExtensive knowledge and expertise of the French insurance market

oDemonstrates business excellence

oMinimum ten years of experience in sales or underwriting in the French insurance market

oExtensive work experience and knowledge in one or more main lines of business

oSound understanding and use of targeting, analysis and strategic planning approaches

oStrong understanding and familiarity with local market, distribution channels and competitors

oGood understanding of underwriting processes knowledge of risk factors

oGood understanding of main brokers’ working models

·Sales and Distribution skills

oDemonstrates strong sales, distribution and marketing skills including presentation, development, communication and negotiation skills

oWell organised and disciplined, creating and building structure into key broker relationships and inspiring UW colleagues to improve their performance and take a collective interest in the most important broker relationships which fosters teamwork, collaboration and cross selling.

oOperate to support colleagues’ achievement of goals – recognises the importance of, and invests in building strong internal relationships

·Interpersonal skills

oSelf-starter and results driven

oThinks strategically, Innovates, responds actively, collaborates, promotes excellence, stays accessible, and fosters constructive debate

oManage internal stakeholders by influence. Skilful in promoting teams and achieving real results through collaboration across product lines

oDemonstrates an entrepreneurial mind-set

oDemonstrates business excellence

About Liberty Specialty Markets (LSM)

Liberty Specialty Markets is part of Global Risk Solutions and the broader Liberty Mutual Insurance Group, which is a leading global insurer. We offer a breadth of world-class insurance and reinsurance services to brokers and insureds in all major markets.

Our people are key to our success. That is why "Put People First" is one of the five Liberty values which unite us as a global organisation. We bring this to life for our colleagues through:

·Offering a vibrant and inclusive environment and committing to their career development.

·Promoting diversity, equity and inclusion (DEI). Our Inclusion Matters framework and employee-led networks strengthen the diversity of our workforce and our inclusive environment.

·Reinforcing that collaborating together to share our unique perspectives help us make better decisions, deliver innovative solutions and pursue our ambitious goals.

·A supportive culture, which includes promoting a healthy work-life balance and working flexibly.