DIRECTOR, WILLIS CARGO (FREIGHT & LOGISTICS)

A key business development role in WTW’s global Marine business, one of the most long-established and respected Marine teams in the market.  Offering significant personal growth and promotion opportunity alongside the expansion of the global business.            

The Role

Joining a Marine team of 650 globally, this will be a rewarding role leading the development of Willis’s Cargo, Freight & Logistics offer and client base.  Focused on Europe – with the delivery of wider global support as required.  Working with key stakeholders in London and regionally, you will evolve the current strategy and operation, focusing on high levels of client and colleague retention whilst executing a robust growth pipeline for both client and people.

With the investment focus targeted on high margin specialty areas, and with the Trade Flow system and supporting global facility now live for Shippers’ Interest, you will accelerate the development of WTW’s proposition and market share in this line of business - delivering exceptional solutions, advisory & service to clients and establishing the team as the team of choice for clients, markets and brokers.  The ability to expand discussions into Freight Liability and Commercial Package opportunities, as well as P&C and other classes of business, will be important in rounding out the client value our teams can deliver.

Ability to integrate Willis’s Risk Analytics and data capabilities within our client / market offer – critical.

Values of Client Focus, Excellence, Integrity, Teamwork and Respect – critical.

Client Portfolio Management and Retention

• Establish a strong understanding of our global Marine / Cargo team and capabilities, to maximise client value and deliver the advantages of our proposition
• Develop strong relationships with clients, understanding their insurance needs and ensuring that these are fulfilled
• Understand changes in client circumstances to ensure that the cover provided continues to match their needs
• Where a client’s needs cross over into other specialties, liaise with other WTW divisions to ensure a consistent approach and experience
• Draw on expertise within specialist technical teams within the BU and across the Group for clients as required
• Provide technical, industry and subject matter expertise where required
• Identify primary budget holders and decision makers within client organisations, establish and maintain active relationships 
• Determine appropriate solutions, structure, price and placement strategies that meet clients’ needs and deliver profitable business growt

Growth

• Ensure we’re maximising our value to clients, based on a close understanding of client need and best interest
• Develop and drive an active pipeline of prospects, in conjunction with team
• Grow existing portfolio by identifying new from existing opportunities; actively identify opportunities to work with colleagues across the business to capitalise on account penetration and cross selling opportunities
• Encourage new business referrals and recommendations from existing clients
• Actively drive the sales process and business area practice activity in relation to winning and developing profitable new business

Placement Management

• Work closely and maintain working relationships with the market 
• Ensure transparency of agency and other commitments made to carriers and clients
• Ensure compliant processing of contracts 
• Check policies, market presentations and client documentation as appropriate
• Design programme and pricing structures to best meet the client’s needs based on knowledge of the client, the insurance market and industry sector proposition
• Deliver optimisation of revenue from new and existing clients through the use of the full range of appropriate placement channels, facilities and markets for the specific client segment of the business

Operational

• Always operate within the business procedures and requirements and within Portuguese licensing restrictions
• Communicate effectively with clients, associates, markets and others where necessary to maximise service delivery level

The Requirements

• Good knowledge and understanding of the Marine insurance markets
• Preferably educated to degree level or relevant industry experience
• Strong skills in management and leadership
• Strong communication, negotiation and influencing skills
• Strong skills in problem solving, planning and budgeting