Senior Vice President, National Business Development - Insurance Industry - HYBRID (Toronto)

Senior Vice President, (SVP) National Business Development

As the leader of the National Business Development team, the Senior Vice President, National Business Development will be responsible for driving net new business and account management functions ensuring highly productive relationships and client partnerships are maintained.   This role will be focused on ensuring we maintain and develop ClaimsPro’s market relationships with existing clients, and also to drive new business with new opportunities and accounts. Critically, the role requires an excellent knowledge of the insurance market in Canada, including Risk Managers, Brokers and Insurers. Additionally, the role requires the ability to design and deliver strategic development plans to ensure targeted market growth. This role requires hands-on financial service industry experience with a track record of client development, 10+ years of sales execution, strategic negotiations, and ability to provide continued enterprise growth and opportunity across the organization.

Organizational Alignment:

Reports to the President,  ClaimsPro

Key Performance Factors:

• Centralized focus on relationship management, profitable client growth, customer retention by executing consistent and effective client contact

• Leadership of National Business Development team

• Delivery of strategic plans to grow the business

• Collaboration for Operational teams to ensure successful delivery of client expectations and requests

• Delivery of revenue targets, new business and organic growth for ClaimsPro

Job Responsibilities:

Sales:

• Participation, development and execution of Corporate (Private and Public Sector), Broker and Insurer sales results and new business opportunities

• Participation, development and implementation of strategic sales initiatives for Corporate (Private and Public Sector) Canada, Risk Manager and Broker communities

• Manage growth initiatives, and drive innovation in account development, pricing approaches and market alternatives

• Relationship management and organic expansion, consistently broadening customer base and services provided for Client partners

• Maintain competitive market intelligence to leverage opportunities in the marketplace

• Drive corporate objectives with demonstrated creativity and client sensitivity through strategic business approaches and sales innovation

• Execute corporate positioning via appropriate distribution channels:  sales training, trade shows, conventions, RFP’s, negotiations, competitive analysis, SLA’s and contract renewals

• Develop and lead Client presentations, systems/technology demonstrations, process and workflow solutions

Account Management:

• Develop and achieve annual sales forecasts, budgets, and business plans

• Responsible for key account management, and expansion of organic growth opportunities

• Accountability for all sales initiatives relating to the service of National Accounts, overall strategic direction, price and process improvement of accounts

• Drive corporate retention objectives through the continued maintenance and monitoring of existing Client business strategies and business plans

Accountabilities:

• Implementation of sales revenue targets and performance objectives

• Work with all internal business intelligence to ensure client deliverables and growth for all accounts

• Ensure that highly productive Client partnerships are maintained with insurers, brokers and industry stakeholders

• Accountable for maintaining accurate updated client data: Contacts, all Client related documents (contracts, rate schedule, and proposals)

Additional Responsibilities:

• Participate in marketing events; seminars, trade shows, conferences and industry functions

• Occasional travel will be required

• Develop relationships and cross sell with the other SCM companies

Qualifications and Experience:

• Minimum of10+ years experience in the insurance industry, in a sales role and in account management

• 5+ years of leadership experience

• CIP, CRM, CSP beneficial

• Experience in all aspects of sales including growth strategies, account development, budgeting and forecasting

• Strong problem identification and resolution skills

• Demonstrates strong presentation skills and a solutions and service orientation

• Excellent oral and written communication skills

Environment & Working Conditions:

• Positive Team Dynamics

• Innovative

• Resourceful

• Self-Management – working remote and in office

• Analytical

• Negotiator

• Goal driven

• Downtown Office:  145 King Street West

SCM Insurance Services and affiliates welcome and encourage applications from people with disabilities. Accommodations are available on request for candidates throughout the recruitment and assessment process.