• Achieve the allocated new business objectives, selling directly to prospective clients and in conjunction with brokers.
• Lead all client service team activity on prospects – coordinating activities, establishing deadlines, confirming results and resolving disagreements
• Achieve new business objectives as established by the Division Sales Manager/Assistant Division Sales Manager to include: New business premium and the percent direct quota The stated quote/success ratio The number of face-to-face prospect calls per month
• Call Plans, Strategy Development and Client Service Plans Establish call plans and complete call reports in the CRM/CSS. Review all strategic calls with the DSM. Initiate Sales and Client Service Strategy documents in CRM/CSS for all prospects under development and keep up to date. Lead the client service team to develop a draft Client Service Plan in conjunction with the client for Best Few prospects. The Client Service Plan should include agreed risk improvement action items with associated time frames. File all proposals, meeting presentations and other pertinent documents in CRM/CSS.
• Develop and deliver a high quality new business proposal for each prospect quoted. Each proposal should: Affirm the value Confirm the details Include a focus on People/Process/Plan Articulate the value of a risk improvement plan and the agreed risk improvement action items All proposals should be filed in CRM/CSS.
• Keep prospect information in CRM/CSS current, accurate and updated as new information is developed during the sales process. Identify and qualify the stated number of new prospects established by the DSM. Move a sufficient number of prospects through the sales process to adequately fill the In Funnel and Best Few categories.
• Develop an Annual Sales Business Plan each year that details the prospects targeted to deliver the upcoming year’s objective and outlines activities, such as cold calls, mailing campaigns and face to face meetings, to qualify prospects and move Above Funnel, In Funnel and Best Few prospects down through the sales funnel to secure the relationship. Assist the Division Sales Manager/Assistant Division Sales Manager in developing the Sales Forecast as part of the annual Finance Budget Process. 0%
• Maintain an active involvement in the local insurance community (RIMS, CPCU, CII, SFPE, AMRAE etc.) by participating in meetings, conferences and appearing at industry related functions.

Position Requirements

• A bachelor’s degree in any discipline;
• At least 5 years’ working experience in risk management, loss prevention engineering, claims or underwriting.
• Experience in the broader insurance industry is desired but not essential.
• Knowledge of sales processes (prospecting, nurturing, follow-up, follow-through, negotiating, closing) and proven sales experience is a plus.
• Ability to develop strong relationships with clients.
• Excellent written and verbal communication skills in English
• Good verbal and written skills in Mandarin/Cantonese would be an advantage but not compulsory
• Excellent interpersonal skills, including facilitating and presentation.
• Excellent planning, organizational and time management skills.
• Technology and social media savvy, including proficiency in Microsoft office software