Head of Sales- Verisk Canada

As a key member of the OPTA senior leadership team, the incumbent will be instrumental in contributing both passion and expert knowledge to achieve revenue and EBITDA targets by leading a team of execution and customer focused product and delivery specialists. Co leading the sales vision by acting as a technical expert and consultant to the sales team and customers, identifying how to leverage Opta’s assets capabilities and products with the goal of converting solutions to revenue as quickly as possible. 

Reporting to the Managing Director, this Head of Sales plays a key role in long-term strategic planning related to the organizations sustainability while fostering an environment of higher performance. 

Key responsibilities of the role include developing and leading product cycles, and roadmaps to meet corporate goals, creating and leading revenue generating consulting team, execute and track day -to day customer requests and sales support, help close sales, assist in and ensure deliver of agreed service or product, manager partner and supplier relationships, identify and support development of multi-line sales channels and build and mentor a winning execution team, direct reports or otherwise. 

You will work closely with OPTA R&D and Operations to ensure customer requests are satisfied and product quality and enhancements are aligned to the sales organization’s needs. 

• Sales Operations
  • Identify, plan, lead and fulfill professional services opportunities and wins.
  • Plan, lead, deliver and use OPTA products, assets, and capabilities to ensure successful customer implementations (internal and external).
  • Collaboratively identify product enhancements and changes (Product Roadmaps)
  • Translate strategic plan into a plan of execution for Sales team(s).
  • Create sales strategies, product playbook, pricing strategies, templates, presentations, and tools to mature and increase sales team win rates and efficiencies.
  • Track, implement, regularly groom, and report sales pipeline and associated metrics.
  • Build, lead and manager relationships with suppliers and partners. 
• Leadership
  • Lead sales strategies, planning and overall revenue attainment.
  • Lead and champion NPS through successful implementations of time and material-based initiatives. 
  • Mentor, inspire and challenge team and others to meet their full potential. 
  • Help individuals within customer companies to succeed by delivering all projects on time and on budget.
  • Maintain strong relationship with Opta Operations and R&D, working collaboratively for company’s success. 
  • Maintain strong relationship with all Verisk strategic business units, recognizing the differing market approaches. 
• Financial Management
  • Ensure business targets and financial success are tracked and targeted against the business plan.
  • Analyze and control expenditures within budget.
  • Create detailed annual revenue budgets by customer along with well understood growth assumptions and product strategies.
• Sales Execution and Client Interaction
  • Ensure customer relationship management by establishing ongoing communication, customer satisfaction and face to face interaction. 
  • Use consultative problem solving to create and customize solutions for clients. 
  • Create strategy to service, maintain and increase volume of business currently being received from existing clients. 
  • Negotiate, approve, and help close key customer accounts alongside assigned sales lead.
  • Participate in regular account reviews with sales team and continuous improvement mindset, identify trends initiating creative strategies to improve service to the customer. 
  • Proactively identify and sell new products and multi-line opportunities. 

  • Initiate both client meetings and prospect client meet as required. 

    
    

• Personal Impact
  • Possesses tactfulness and persistence with our customers while always acting with a sense of urgency. 
    • Provides accurate information and creative solutions for customers while taking ownership of decisions. 
    • Honors commitments and promises, maintain confidentiality and high standards of integrity. 
    • Has a solid understanding and ability to articulate the business value of our offerings, with a deep understanding of our target industries. 
    • Enjoys closing sales, enthusiastic and positive, influencing and energizing the team. 
    • Works collaboratively with others to achieve goals. 
  • Relationships
    • Communicates positively to customers, provides positive expectations. 
    • Bilingual in English and French is an asset. 
    • Works collaboratively and positively with all departments.
    • Ability to identify and remove obstacles to success through clear communication with customer. 
    • Is an advocate for the interest of both the company and customer. 
    • Ensures the team understands what is required and how to do it.
    • Ability to move team towards desired goals. 
  • Strategy
    • Actively participates in the development of corporate strategy.
    • Understands the business, sees the big picture, and implements plans to meet corporate strategy. 
    • Develops strategies for ensuring customer satisfaction and continued best-in-class services for our customers. 
• Results
  • Develops complex action plans and executes smoothly and efficiently. 
  • Breaks down complex issues into manageable components identifying root cause. 
  • Prioritizes activities to sustain and advance growth and profitability. 
  • Creatively generate effective business solutions to meet our customers needs. 

  • Establishes action plans to address customer needs and concerns. 

    
    

1. Accountabilities (and to whom)

• Operational effectiveness and efficiency – Managing Director
• Profit and Loss of Professional Services team – Managing Director
• Grow Professional Services by successfully deploying end to end business solutions.
• Customer Service: Focused on increasing positive NPS across client base.
• Quality: Providing timely and quality responses to customers. 
• Market: Understand competitive offerings.

• Build a personal relationship with clients and understand their needs. 

  
  

1. Education, knowledge, and experience required:

• University degree, related role. 
• Extensive leadership and technical sales experience.
• Insurance certifications are an asset. 
• 8+ years of related and successful sales experience. 
• Proven track record in creating, managing, and growing an account portfolio.
• Knowledge of underwriting, personal and commercial lines is an asset. 

• Strong presentation and communication skills. 

  
  

1. What are the key deliverables (short-term/long-term) of the position:
   • Build and lead Professional Services division in Opta.
     • Deliver end to End solutions for Opta customers.
     • Successful achievement of revenue targets for Opta Professional Services. 
     • Successful delivery and execution of the Business Plan and annual budget. 
     • Create a harmonious integrated strategy between Professional Services, Opta Stakeholders, and other Verisk divisions. 

#LI-EA1

For over 50 years, Verisk has been the leading data analytics and technology partner to the global insurance industry by delivering value to our clients through expertise and scale. We empower communities and businesses to make better decisions on risk, faster.

At Verisk, you'll have the chance to use your voice and build a rewarding career that's as unique as you are, with work flexibility and the support, coaching, and training you need to succeed. 

For the eighth consecutive year, Verisk is proudly recognized as a Great Place to Work® for outstanding workplace culture in the US, the fourth consecutive year in the UK, Spain, and India, and the second consecutive year in Poland. In addition, we’ve been recognized by The Wall Street Journal as one of the Best-Managed Companies and by Forbes as a World’s Best Employer, testaments to the value we place on workplace culture.

We’re 7,000 people strong.  We relentlessly and ethically pursue innovation. And we are looking for people like you to help us translate big data into big ideas. Join us and create an exceptional experience for yourself and a better tomorrow for future generations.

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Verisk Analytics is an equal opportunity employer.

Verisk invests in a benefits package for all employees that includes the following: Health Insurance, a Retirement Plan, Disability benefits, and a Paid Time Off program. We offer a competitive total rewards package that includes base salary determined based on role, experience, skill set, and location.

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