It is our vision to connect the insurance community through market-leading technology. Our people are placed at the heart of this, and diversity, equity and inclusion are central to everything we do.
We know the key to achieving success is to enable a positive, inclusive, and collaborative working culture, and, as part of our commitment, we have signed up for a number of pledges and programmes designed to support and nurture our people.
No matter where you sit or which team you are a part of, we want you to know that you contribute in helping us to shape where the company will be in the future. We would love for each employee to be able to talk with pride about our company and, most importantly, consider Open GI to be an inclusive, fun and fulfilling place to work.
Responsible for building the Open GI pipeline and acquiring new name customers, the New Business Sales Director will ensure Open GI extends its position as the InsurTech of choice. Delivering Financial, Customer, People and Process performance against agreed targets, the New Business Development Director will focus on making an active contribution to the New Business strategy.
Your key responsibilities
* Establish productive professional relationships with key contacts in identified non-client Enterprise Brokers.
* Identify opportunities and help win new name Enterprise Broker clients.
* Lead follow up and qualification of marketing provided leads.
* Generation of self-initiated leads using the Open GI prospect data with Salesforce and own market knowledge.
* Proactively assess, clarify, and validate prospect broker needs and requirements on an ongoing basis.
* Work closely with the Marketing team to build out and execute campaigns targeted at the identified Enterprise Brokers.
* Work closely with and enlist the support of specialists across the company including Product, Technical Support and other resources as needed.
* Meet assigned new business sales targets for profitable sales, volume, and strategic objectives in those Broker firms.
* Lead solution development to best address prospect and market needs and company financial targets and to ensure customer requirements can be met.
* Convert and close sales, with support where needed from other business areas within Open GI.
* Achievement of new business sales targets.
* Ensuring the Open GI Salesforce prospect, opportunity and activity details are kept up to date.
* Negotiate contract agreements with new name customers.
* Represent the Company in a fitting and appropriate manner.
* Understand and be able to articulate Open GI’s propositions whilst also building and maintaining market knowledge of Open GI’s competitors.
* Produce and deliver regular reports to senior management as required.
* Any other tasks as set by Director of New Business
Qualifications
* GCSE (or equivalent) English and Maths Grade C and above essential
* Degree level (preferred) or equivalent in experience
* Knowledge of Personal and Commercial Lines Insurance (professional qualification advantageous)
* Full valid driving licence
Experience
* Strong, relevant experience of the Insurance market from an Insurer/Broker/MGA/Software House/InsurTech perspective (essential)
* Proven new name Enterprise customer sales experience including specific sales and contract negotiation (essential)
* Successful sales experience in a software environment (essential)
* In depth understanding and experience of the general Insurance market including both Personal and Commercial lines
* IT consultative Sales experience (advantageous)
* Broking experience (advantageous)
* In-depth knowledge of the Insurance market and the role of software houses as a distribution channel
* Deep understanding of the benefits of electronic trading
* Broad understanding of relevant regulatory matters
Skills
* Excellent sales, communication, and interpersonal skills
* Consultative sales approach with the ability to manage complex sales opportunities across organisations with multiple stakeholders up to Board level
* Excellent networking and relationship management skills
* Ability to interpret and present statistics both to Customer and to Colleagues up to Board level
* Driven self-starter with ability to work independently
* Strong decision maker – disciplined; adaptable; focused
* Leads by example - Confident, professional, and approachable
* Ability to multi-task, and meet deadlines
* Strong understanding of Broker technology, current market, and emerging technologies digital/cloud/mobile
* Ability to work under pressure and to tight deadlines
* PC literate with good working knowledge of MS Office product set
* Proficient in use of Salesforce or similar CRM
Aptitudes
* Outstanding aptitude for communication and Influencing others
* Dynamic Sales Achiever and negotiator – Innovative and with demonstrable ability both strategic and tactical
* Practiced and effective listener
* Time Management – Organised, with attention to detail and accuracy embedded in working practice
* Problem Solving – Singly, or collaboratively using others’ abilities to best effect
* Able to communicate and operate effectively at strategic and operational levels both verbally and in writing with internal clients as well as external senior partners
* Proven and imaginative influencer
Mission and Values
Our mission is to be both the Technology Partner and Employer of choice for the UK General Insurance Market. Our values are central to this vision, as they represent how we collaborate to continually deliver for our customers:
* Accountability: We own our actions and shape our success on the results we deliver
* Innovation: We tackle challenges with fresh thinking and bold ideas
* Teamwork: We work together, recognising we can’t do this without each other
* Trust: We build trust on integrity, transparency and respect
We are looking for an individual who embraces our values in their actions, decisions, communications and processes to inspire positivity and, ultimately, exceptional performance.
Benefits package
* Competitive salary depending on skills and experience
* Company pension
* Bonus opportunity
* Life assurance and critical illness cover
* Cycle to work scheme
* Perkbox – an exclusive platform offering a wide range of discounts and benefits
* Holiday entitlement of 25 days per annum, increasing to 26 days per annum after three years of service & a holiday purchase scheme
* A hybrid approach to work
* Opportunity for a more flexible approach to start, finish, and lunchtimes to allow you to better manage events outside of work
* Social clubs - whether you’re into your cycling, crafts, or other hobbies, we have a number of groups at Open GI where individuals who enjoy the same pursuits can get together
* Wellbeing – wills at work scheme, employee assistance programme and mental health first aiders
Please be aware that this is a field-based role, with regular travel required across the UK, so a full driving licence is essential. Candidates must also be able to attend the Worcester office on a regular basis.
To apply for this role please click the apply button and send us your covering letter and CV.