London Market Director, P&C

Summary of Expectations 

We expect the London Market Director to be or become a senior seller and market figurehead for the London Market, bringing propositions to market and setting an example for sales performance. 

Detailed Objectives

Clients

• London Market Profile: you will spend the majority of time out in the London Market, facing off against competitors and originating leads – generating sales pipeline for colleagues and validating propositions we’re looking to take to market. A key priority for the role will be in building your own profile as a seller in the market, acting as a figurehead and evangelist for our business across a diverse proposition base.
• Set the direction and lead the engagement with the market and open up C-suite conversations
• Lead market events and other client/ industry engagement – be a known recognisable market figure.
• Ensure a regular cadence of meetings with carriers is in place where we can ‘listen’ to market developments and share our propositions.
• Metrics
  • Client engagement survey / ClientFirst feedback
  • Revenue and pipeline
  • Market penetration assessment
  • D365 activity metrics

Financials

• Profitably Grow ICT's London Market Division while supporting ICT's other Divisions and Regions and WTW's wider London Market interests. 
• Financial expectations will be to deliver £5-10m sales credits / revenues to UKIP&C.
• Metrics
  • Overall revenue and % change - to support main objective
  • Margin - to support main objective
  • Margin per FTE - to track efficiency
  • Individual Sales Credits
  • Consultancy / Technology revenue split - for info
  • Annuity vs One-time split for Consultancy revenue- for info 

People

• Sales Coach for the London Market LRM team: You will lead, orchestrate and energise London Market LRMs (and SMEs across all proposition groups) to present the best and most effective face of ICT to our clients and potential clients. This will include:
  • Developing and empowering our talent pipeline of future sellers, whether juniors or colleagues new to consulting
  • Working appropriately and proportionately with the Sales Effectiveness function to ensure that London Market-related MSA, RFP and bid processes are being supported as required and there is an appropriate program of sales training and development within the division – request, filter and deploy as appropriate any SET expertise and support
  • Lead on London Market involvement in ICF, NPS and similar activities, ensuring effective approach, prioritisation and deployment of learnings
• Attract and retain key individuals
• Ensure challenging and interesting opportunities
• Ensure development and training opportunities available 
• Aim for fun, enjoyable & rewarding experiences for our team
• Metrics
  • Turnover rate
  • Colleague surveys
  • Ease of closing vacancies and graduate recruitment targets
  • Closing skill requirement gaps

Proposition, Innovation & Excellence

• Develop solutions to meet client needs and validate proposition group proposals for the London Market 
• Tailor ICT and WTW Propositions and Technology to meet London Market Client needs
• Keep Propositions and Technology fresh and ahead of competitor offerings
• Meet excellence requirements
• Metrics
  • ICT Technology adoption and lapse rates
  • Proposition maturity map
  • Near-miss log
  • Excellence audit score

Applicant Requirements

• Proven P&C insurance consulting sales experience and expertise
• Excellent understanding of the London Market and proposition groups, and good understanding of UKIPC’s other markets and wider WTW/ICT capabilities and offerings.
• Leadership skills including influencing teams and colleagues outside of a direct reporting line.
• Ability to develop, communicate and deploy a clear sales vision, strategy, and approach, relevant to the London Market and our growth agenda 
• Ability to work effectively across Consulting and Technology teams and with wider WTW for the best client and ICT outcomes.
• Experience and understanding of WTW operational systems, programs, processes and controls, and management information, around sales.
• Continuous improvement mindset and proven ability to drive change initiatives and get things done.
• Ability to influence and "win hearts and minds" to effect change. 
• Experience with financial planning and budgeting.
• Ability to provide constructive challenge across the ICT organization.
• Experienced in ensuring compliance with policies and procedures.
• Exemplary in demonstrating WTW values.
• Strong English-language communications skills required (written and spoken). 
• WTW Values & Behaviours underpin all roles and guide performance criteria. This includes a commitment to inclusion and diversity.