Head of SME Commercial Team

ocation Date Reporting to: Department:

Job Description – Head of Enterprise (SME & Scheme) (generally client income <£2,000)

Manchester
March 2023 Commercial Director SME & Scheme

Overall objective:
To contribute and lead the implementation of the long-term strategy of the SME & scheme business

To achieve the SME & Scheme income targets, while positively contributing to the overall profit & loss

To be responsible for the SME & Scheme financial performance on renewals, new business, and quality recommendation generation. This includes Insurer relationships, performance, and our placement strategy

To manage and lead the SME & Scheme team within the business

To personally proactively manage, retain and grow a select book of existing clients. To educate clients on the covers they need to protect themselves and their business

To personally deliver, and work closely with the wider team, to ensure a superior service is provided to all clients, colleagues, and suppliers in accordance with our service standards, values, and behaviours

To positively and regularly train and develop the technical and operational skills, knowledge, and experience of the team

To challenge, develop, implement, and improve the SME and Scheme client service proposition

Key Performance Indicators:

• The delivery of the overall long-term strategy for the SME and Scheme team

• Successfully manage, lead, and motivate staff. Communicating clear expectations, goals, targets and key

  performance indicators to each manager and employee

• Ensure all business and personal key performance indicators are achieved (renewal commission & fee

  income, new policies to existing clients commission & fee income, premium finance income, administration fee income, volume of quality recommendations) and are attained compliantly within the regulatory framework

• To ensure the overall business consistently meets its client service standards

• To always operate within the guidelines of the regulator, company policies, procedures, conduct policies

  and guides to best practice

• To always proactively support and demonstrate the values of the business to clients, staff and suppliers

• To regularly train and develop the technical and operational skills of the wider team within the business

• To own and manage the external development and promotion of the SME & Scheme team

  SME & Scheme business:

• To design and implement strategies to develop and grow our SME & Scheme business

• In collaboration with the stakeholders and fellow directors of the business play a leading role in the

  company’s leadership and management teams

• Communicate brilliantly, ensuring positivity, integrity, accuracy, efficiency, and professionalism when

  dealing with clients, prospects, colleagues, suppliers, and insurers

• Act as a strategic and technical point of reference for the SME & Scheme team. To deliver regular learning

  experiences across the business to grow technical & operational capability

• To build and develop positive, responsive, and beneficial relationships with Insurers, ensuring the SME &

  Scheme team follows the placement strategy

• To own and manage Insurer delegated authorities for SME & Scheme business

• Design, plan, maintain and implement insurance programmes for clients including market presentations,

  reports, and meeting minutes. Ensuring these are appropriate, timely, fit for purpose, accurate and up to

  date

• To own the overall financial performance of your own activity and that that of the SME & Scheme team

• Manage and achieve the SME & Scheme generation of quality recommendations from existing clients, associations, and other additional sources

• Assist with claims when required to do so

• Handle any complaints in accordance with regulation, the company’s conduct policy and guide to best

  practice

• Achieve and maintain a high level of customer, colleague and insurer service and promote exceptional

  customer care standards at all times

• To be actively involved in the recruitment of additional members of the team

• Manage client and company debt in-line with the company policy and procedures

• Undertake any other reasonable duties as directed by your line manager, Director, or other stakeholder of

  the business

  The successful candidate is likely to have the following skills, attitude, and experience

• ▪  A proven leader and experienced manager of an existing SME / Scheme team

• ▪  A superior technical knowledge with a hunger and desire to pass knowledge, skill, and experience to the

  wider team

• ▪  The necessary attention to detail that befits the role

• ▪  A proven track record of engaging leadership skills

• ▪  A proven track record of retaining and managing an existing book of clients across multiple classes of

  business. Using skill, knowledge, and expertise as the rationale

• ▪  Achieving revenue growth (over indexation and rate strength) through the renewal cycle, including the

  education of clients on covers required but not already purchased, and attaining quality recommendations

• ▪  Extensive working knowledge and a proven track record of adherence to the regulatory regime

• ▪  Experience using Acturis is preferable

• ▪  Established relationships and positive reputation with insurer decision makers

• ▪  To play an active role in living the behaviours of the business. Willing to regularly train and support the

  wider team

• ▪  CII qualifications preferred or working towards CII qualifications

• ▪  A hunger and drive to help a young and relatively new entrant to the Insurance marketplace to realise its

  ambition and potential

  Values and behaviours

  • Professionalism- Having a professional demeanour in all interactions with clients and colleagues.

  • Integrity- demonstrating ethical behaviour, being honest and transparent in all dealings

  • Attention to detail- ensuring accuracy in all documentation and when inputting details in to Acturis

    and general record keeping such as, meeting minutes, file notes, telephone notes etc

  • Customer Focussed- being attentive and responsive to clients’ needs.

  • Teamwork- Collaborating effectively with colleagues and cross functional teams.

  • Problem solving- Demonstrating creativity and resourcefulness in finding solutions to problems.

  • Communication- Being clear, concise and effective in both written and verbal communication

  • Adaptability- being open to change and able to adapt to new circumstances and challenges.

  • Initiative- take initiative to improve processes and procedures, and to drive results.

  • Continual learning- staying current with industry trends and developments and continuously

    improving skills and knowledge.

  • Leadership- Leading by example, delegating based on individual strengths whilst inspiring and

    motivating the wider team to achieve their objectives.