Your Responsibilities
Purpose
The purpose of this role is to:
- Set, lead, and execute a wholesale production strategy to yield profitable revenue from new clients and expanded services from existing clients
- Maintain and expand existing Lockton client relationships in terms of quality and value
Industry/Product Expertise and Focus
War, Terrorism & Political Violence with an understanding of other Crisis Management lines
Key Tasks & Duties
- Provide deep rooted product expertise to Lockton associates, producers, clients & prospects
- Plan and set strategic direction for winning new and retaining existing client accounts
- Manages the relationship on prospects and existing clients demonstrating strategic leadership to maintain and develop prospect and client relationships and inform servicing requirements.
- Maintain and demonstrate an active pipeline
- Sponsors, leads & supports specific Crisis Management knowledge and revenue growth
- Implement an appropriate communication plan on targeted prospects
- Interacts with business leadership, as appropriate, to ensure the client experience meets Lockton standards
- Develops Lockton Crisis Management IP to identify and innovate in new and existing industry sectors
Qualifications
Skills & Knowledge
- Broad knowledge of all insurance classes with expert understanding of Crisis Management
- Broad understanding of general business commercial challenges, opportunities, and financial reporting
- Understanding of insurance requirements of commercial organisations in different industries
- Ability to prepare an execute strategic direction by demonstrating a deep understanding of a client’s business, sector, possible challenges and opportunities.
- Ability to identify opportunities for business development and pursue with success
- Strong leadership skills and ability to delegate as appropriate
- Ability to demonstrate thought leadership.
- Highly professional and tactful negotiation and persuasion skills to achieve production objectives and maximise on value added services
Characteristics
- Highly goal-oriented and willing to monitor progress throughout the year
- Obsessed with prospecting and disciplined to do it every day
- Have a balanced personality: assertive and competitive but not aggressive or passive. They have a desire to win but always put clients’ interests first
- Curious and have amassed extensive knowledge of their territory and industry marketplaces. They have deep product knowledge. They have most key things memorized, but if they’re asked something they don’t know, they can find the answer
- Can build and maintain relationships with a large, diverse group of people to whom they go for business opportunities, referrals, and information
- Organised in both their personal and professional lives. They have a system of good habits. They treat their time like it’s a precious resource
- Quickly accept responsibility for their mistakes and graciously accept credit for their successes. They tend to be more optimistic than pessimistic
Success Themes
- Behaviours – driven, entrepreneur mindset, intellectually curious, seek continuous feedback to succeed, consultative, resourceful.
- Ability – competitive differentiation, strong business and insurance acumen, innovative solutions to deliver and develop.
- Support – mentor teams, coach others, strong personal support, willing to invest time in their business unit.
- Other – strong centres of influence.
Benefits:
Lockton is committed to advancing diversity and inclusion. We have a dynamic entrepreneurial culture in which our people are empowered to make a difference to better serve client needs. We are committed to giving back to our communities and we are invested in your success.
We offer a competitive total rewards package, continuing education & training, and tremendous potential with a growing organization.
The salary of the finalist selected for this role will be set based on a variety of factors, including but not limited to departmental budgets, qualifications, experience, education, licenses, specialty, and training. The above hiring range represents Lockton’s good faith and reasonable estimate of the range of possible compensation at the time of posting.
