Business Development Manager - Health & Life, EMEA

Verisk Life, Health & Travel (LHT), part of Underwriting Solutions and a Verisk Analytics company, has more than 20 years’ experience of providing risk rating tools to the insurance market. LHT provides medical underwriting software to insurance providers that enables the rating of pre-existing medical conditions to allow informed underwriting decisions to be made on Life, Critical Illness, and other health related insurance products. Clients range from multinational and specialist insurers and reinsurers, to insurance brokers and platform providers. Verisk Life, Health & Travel (LHT), part of Underwriting Solutions and a Verisk Analytics company, has more than 20 years’ experience of providing risk rating tools to the insurance market. LHT provides medical underwriting software to insurance providers that enables the rating of pre-existing medical conditions to allow informed underwriting decisions to be made on Life, Critical Illness, and other health related insurance products. Clients range from multinational and specialist insurers and reinsurers, to insurance brokers and platform providers.

Main purpose of the job including responsibilities:

The Business Development Manager is a pivotal role that will facilitate, pursue and close new Life & Health business opportunities within the EMEA region, and support international sales opportunities where needed.

The Business Development Manager will play a key role, with direction from the Commercial Director, in continuing to build and develop the LHT delivery capability and income, in addition to maintaining relationships with the international sales and marketing teams to provide a world-class service delivery capability.

The Business Development Manager will deliver against the business plan and targets and implement measures to ensure an appropriate communication flow with colleagues based within EMEA and Asia Pacific to ensure cohesive global strategy and collaboration. The Business Development Manager will deliver a professional and high standard of customer service at all times ensuring all contractual obligations are met and adhered to. 

Key activities/main duties:         

Commercial/Business Development

The role of the Business Development Manager will be twofold; the primary function of winning new business opportunities and secondly, account management of existing clients where required.

• Research and build relationships with new clients, identify key stakeholders and decision makers, set up and host meetings/events and/or networking opportunities.
• Work with potential new leads to develop and cultivate relationships and build a strong pipeline of new opportunities.
• Utilise internal expertise and specialists to attend meetings and meet with prospective business leads.
• Work with existing clients and senior stakeholders to manage relationships and nurture further business opportunities, in particular looking at cross-selling/inter-global capabilities within LH&T.
• Liaise on a regular basis with both local and international colleagues to create a coordinated approach to selling and promoting LH&T’s multi-product and international capability.
• Remain abreast of the market demands and competitor capabilities in order to predict future requirements, business needs and to identify areas for internal research and development opportunities.
• Identify new markets, clients and business sectors with direction from the Commercial Director and in collaboration with the international sales and marketing team.
• Plan and deliver a bespoke approach to meetings and pitches, adapted to client requirements to ensure their objectives are met.
• With sign-off from the Global Managing Director and Commercial Director, ensure that commercial negotiations sit fairly with existing business and internal requirements.
• Assist LH&T sales colleagues with sales/negotiation meetings and where possible work in tandem on pitches and client requirements.
• With guidance from the Commercial Director and Operations Director, ensure that all contractual obligations are met, (with guidance from our lawyers where appropriate).

Marketing/Promotional Opportunities

• Network and attend relevant insurance related events, seminars, conferences, forums, and special interest groups.  Look for opportunities to offer specialist knowledge and expertise (case studies), for example as a guest speaker.  Become a thought leader in the Life & Health insurance space.
• Keep up to date with marketing initiatives, in particular web enabled methods, and look for opportunities to remain ahead of the market by using forward-thinking approaches to promote LHT capabilities.
• Where appropriate feedback industry findings and developments to internal colleagues/stakeholders e.g. product development team.

Reporting Data

• Ensure that all key reporting data; client opportunities, pipeline and sales progress/targets and financial forecasts are recorded in SalesForce and are available to the Commercial Director as required. 

Requirements

We are looking for a personable, confident, credible sales individual with some, or all, of the following skills / qualities or expertise:

• Commercially aware with proven success in the life and/or health insurance sector.
• Proven track record in sales and / or account management.
• Familiar with working to targets, as well as results driven and goal oriented.
• Well networked and connected in the life and/or health insurance space, with contacts in decision-making roles to help deliver the goals of this role.
• Passionate about their work and contribution to the Company.
• Good business and financial knowledge – experience in contract negotiations and the setting of commercial terms.
• The ability to work well independently (remotely), whilst retaining active communication with colleagues on progress, status and plans.
• An agile approach to work and adaptable to change.
• Ability to take a holistic view of the LH&T business and to recognise opportunities across the entire product suite.
• Experience of working in a growing and developing business.
• Excellent persuasion and negotiation skills, with the ability to ‘close’ deals.
• Calm, diplomatic and self-aware.
• Excellent verbal and written communication skills.
• Excellent PC skills with good knowledge of Microsoft packages.
• Knowledge of SalesForce desirable.
• Self-sufficient with a high level of organisational ability.
• A high degree of accuracy and attention to detail.
• Confident and capable of presenting factual data to a wide audience, with the ability to tailor presentation data and style to suit different audiences.
• Ability to translate technical information into tangible business benefits.

Travel / Availability

The job holder will be expected to travel on a regular basis to meet with clients and prospective business leads; this will include travel outside of the UK where required.

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For over 50 years, Verisk has been the leading data analytics and technology partner to the global insurance industry by delivering value to our clients through expertise and scale. We empower communities and businesses to make better decisions on risk, faster.

At Verisk, you'll have the chance to use your voice and build a rewarding career that's as unique as you are, with work flexibility and the support, coaching, and training you need to succeed. 

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