UK- Business Development Director - TPA

As a senior member of the UK Sales Team, you will be responsible for leading the new business sales and business development activity for our TPA proposition. Key focus on developing a robust pipeline of new business opportunities and managing through the sales cycle, delivering increased revenue and added value for all parties as well as enhancing the profile of Crawford in the market place.,

• Market & client facing role with the requirement to identify, develop and manage strategic relationships and new opportunities through the business.
• Creating and working to a development plan, identifying and locating new potential clients by pursuing leads to bring work to Crawford.
• Keep client database and materials up to date and monitored against budgeted revenue targets and activity targets
• Understanding the Client / target business, strategy and key issues and facilitating this into a sales proposition and operational delivery.
• Establish close working relationships with Operational Business Heads and colleagues throughout the business.
• Acting as the interface between the client and Crawford.
• Liaise with the wider Sales and Marketing team in responding to new business opportunities and preparing tender documentation.
• Identify new trends, ideas, claim solutions in the TPA market and work with Crawford businesses to develop and implement.
• Lead tender and presentation process for new client opportunities including, pricing, operational design and contract
• Forge a close relationship with appropriate professional and industry bodies in order to facilitate growth
• Keeping up to date with industry knowledge and market developments
Behaviours Job holder must ensure that his / her behaviours actively demonstrate the Company's RESTORE values of : R espect, E mpowerment, S ustainability, T raining, O ne Crawford, R ecognition and E ntrepreneurial spirit
• To promote the Company ethics and values, focus on what matters to the customer and promote client's insurance brands.
• Absolute market-leading standards of behaviour are required from all staff.
• Builds and maintains positive working relationships within own team and with colleagues across the business.
• Demonstrates an action orientated approach to understand and fix problems within the work.
• Is open and adaptive to continual change and facilitates change within the team.
• Displays Crawford's values in all dealings with clients and competitors, specifically respect.
  
  Strong knowledge of the UK general insurance market & TPA essential.
• European or global TPA programme knowledge / experience an advantage
• Detailed understanding of building and responding to Client requirements.
• Good knowledge of strategic sales process & client management
• Good presentation and negotiation skills
• Stakeholder management skills, Extensive Insurance and / or Loss Adjusting qualifications and commitment to continued development essential.
• Technical background / understanding of the general insurance market.
• Recognised profile within the market - ideal
• Professional sales experience or capability
• Strong operational understanding desirable
• ACII / ACILA or progression toward, Strong business development and client management skills
• Strong financial literacy skills to analyse and interpret numerical data.
• Strong computer literacy skills to make effective use of a variety of ICT platforms and applications.
• Substantial market contacts and product knowledge
• Attention to detail, planning and organisational skills
• Self-starter & high energy levels
• Credible leadership skills to motivate team members,
• Excellent problem solving ability to recognise difficulties and take proactive measures to overcome problems.
• Well developed and effective written and verbal communication skills, to articulate complex issues.
• Strong organisation / time management skills to deliver on a variety of actions within budget and to tight timescales.
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