Head of Middle Market

2 weeks ago

Stockholm, Sweden CHUBB Full time

Key responsibilities :

Distribution strategy and tactics Develop, take responsibility and execute on the distribution strategy for Sweden with a primary focus on the Middle Market segment. Drive and develop strong relationships with relevant broker firms and brokers. Have a clear targeting and defined broker visitation plan which is coordinated with the Trading Desk and other underwriting teams.
Market visibility and broker/client/partner focus Be a visible, well-known and respected primary interface to/for the broker market for upper middle market opportunities. Drive and build increased Chubb visibility in the market according to the market visibility plan in the Middle market. Be a role model for and drive the development of a deal making culture and best in class broker/client focus and service.
Pipeline & Distribution Management: Drive and develop strong relationships with relevant broker firms and brokers. Have a clear targeting and defined broker visitation plan – primary focus on Middle Market. Take responsibility for the pre submission process and follow up for the Middle Market opportunities together with the underwriters/line managers. Build and manage an adequate cross-line new business pipeline (Middle market) – support and inspire underwriters in the underwriting teams to have the same. Structure and drive cross-line initiatives for Cross Sell and Account Targeting (upper Middle Market). Initiate, plan and execute market activities such a broker visitation plans, broker and/or client events etc. Engage on business development to ensure the Line strategies are well known internally & externally.
Financial Goals: To deliver growth to meet financial targets as defined in business plan with a primary focus on Cross sell, targeting and pipeline related to new business. 
Interface to the Nordic Line Managers and Country Manager: Assist the Nordic Line Managers with input and support in relation to the distribution strategies, tactics and reporting. 
Trading desk: Be responsible for driving the Trading desk together with the relevant underwriters and the Country Manager. Set up a clear internal and external strategy and process on how to work with the Trading desk.
Team leadership Be responsible for, lead and coach the Trading desk and potentially other underwriters working in the Middle Market segment.
Training and development: Support, educate and develop underwriters in the UW teams in relation to sale, cross sale and broker management using the relevant IT-systems such as Dynamics or databases
Data and data quality Secure that the necessary data is captured to ensure that relevant analyses can be conducted and strategies/tactics can be adjusted on an ongoing basis. 
Cross Line / Cross Sell: Structure and drive the ongoing processes/projects for Cross Sell (both for new and existing opportunities) and up-sell on renewals within the Middle Market segment. To take active part in the continued development of the ability to work cross line within the Market Team. Educate and support underwriters from other lines in their aim to write Cross Sell business. Build and manage a Cross Sell pipeline within the Middle Market segment.
Compliance and procedures: Comply with all policies, controls, authorities and reporting requirements. Work within the framework of Chubb’s ethical and service standards - meeting company standards. 

Experience :

Solid experience of dealing with brokers and clients Solid experience from discussions with broker placement leads (CBO´s) and clients within the relevant segment across all product lines Proven track record of result achievements based on own decision making and own initiatives  Experience in leading people and teams in a result driven organization “Can do attitude” and a deal making mindset An experienced professional with a strong external reputation for good service and execution  Good understanding and working knowledge of the product lines, the insurance market and competitors Very good knowledge of and network in the Swedish insurance market

Qualifications :

Relevant academic education  Demonstrated achievements within distribution and broker/client management in the relevant segment of the insurance sector Knowledge and experience from several lines of business, preferably property and casualty Solid experience with market sales communications, sales and broker management within several lines of business Experience in leading and coaching people and teams 

Languages :

Swedish and English on a high level – both written and spoken. Understand and able to communicate with Danish and Norwegian native speakers. 

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