Infopro Digital group are recruiting for a Commercial Director on a permanent basis to join its UK Insurance division.
What we do
The best of both worlds: That is what a position with Infopro Digital offers you.
We are first a global company with 4,000+ employees and annual revenues of over half-a-billion euros, with a presence in 18 countries. Through our market-leading brands, we serve five professional communities – risk and insurance, automotive aftermarket, construction, retail, and industrials – enabling our clients to make informed business decisions and create new opportunities.
Secondly, our global brands focused on the financial services industry, known collectively as Risk Global, is a 300-person organization with offices in Hong Kong, London, Nashville, and New York. Working at Risk Global means being part of a company that has strong financial backing, while at the same time giving you the power to truly make a difference.
Risk Global’s portfolio of businesses include Central Banking, Chartis Research, Insurance Post, Insurance Age and Risk.net. Through our proprietary editorial platforms, we create unique market insight and technical content for senior risk, technology and trading professionals at banks, asset managers and insurers. In addition, we create high-value marketing services and research solutions to service providers who seek access to our engaged communities.
Our people are passionate about delivering the best possible outcome for the customers and markets we serve. We are an impact-driven and entrepreneurial business that provides support while at the same time trusting great people to do great things. We are collaborative and move fast, with our people developing new skills even faster. Thanks to our global reach and international locations, we celebrate and expect diverse perspectives and we believe these add to the richness of our business. We are committed to an inclusive workplace where everyone can be themselves. We also realize everyone has a life outside of work, and we offer flexible solutions to make sure everyone has a healthy work-life balance.
What you will do with us
The UK Insurance sector is one of the largest and most sophisticated in Europe with total gross premiums written valued at ~£100 billion with property and motor insurance representing the largest share. We operate the market-leading brands and preeminent information sources in this sector: Insurance Post and Insurance Age. Professionals rely on us for detailed insight on a wide range of topics that gives them a competitive advantage in a highly competitive industry. Because of our unique market position, we also partner with a diverse set of service providers and work with them to create and launch dynamic, multi-platform marketing campaigns that achieve outstanding outcomes.
As the Commercial Director, you will be the primary driver of revenue growth for the business. You will oversee all commercial activities and be responsible for setting and delivering a strategy to grow revenue across events and marketing services (aka Market Access Solutions or “MAS”). You will play an integral part in ensuring the ongoing success of the British Insurance Awards and UK Broker Week by setting growth strategies and delivering strong commercial results.
Leading a high-performing sales team, you will provide guidance, motivation, and support to achieve and exceed revenue targets. Your expertise in sales and exceptional organizational skills will be pivotal in identifying new business opportunities, managing client relationships, and implementing effective sales processes. Moreover, you will lead by example and manage a key account base alongside managing individual contributors.
What are your primary objectives
Set the UK Insurance Market Access Solutions (“MAS”) sales and business development strategy
Developing and implementing a market development strategy and annual sales plan for each market and product (incl. market mapping, competitor analysis, plans for growing existing client base and sourcing new business)
Working with the Brand Director to agree annual budget figures and targets for each product, and direct responsibility for then setting targets for the individuals within the team
Structuring the sales team to ensure highest levels of productivity and revenue targets are achieved with a good balance of hunters and gathers
Providing strategic feedback on the performance of our products and ensure that market / client feedback is captured and shared to guide product strategy and development
Working closely in cooperation with the head of commercial marketing to ensure sales and marketing are in alignment and working off a shared strategy to drive SQL into the business
Meet or exceed sales targets
Owning full responsibility for delivering the established UK Insurance MAS sales target
Reviewing, implementing and managing scalable sales processes across the team
Ensuring full coverage of clients across markets and territories and the promotion of our entire product portfolio to optimize cross-selling opportunities and business growth, utilizing appropriate sales methods and relevant internal liaison
Delivering a sales function focused on proactively servicing customers and developing strong relationships
Providing an entrepreneurial approach to identifying and achieving additional revenue opportunities
Working with the key stakeholders to ensure high-quality, solution-led proposals are presented to clients
Making decisions using data and key metrics: revenues, salesperson ROI, event sponsorship yield, number of clients, and other KPI’s that may be identified and developed
Attending industry events, client meetings and occasional UK based travel
Team Leadership
Leading, motivating and managing a team of high achieving sales professionals
Allocating resources, responsibilities, and workloads within your team
Identifying areas of best practice and ensuring these are rolled out across the team
Ensuring effective use of Salesforce.com to deliver accurate reporting on client activity and provide regular reports on pipeline/ revenue projections
Ensuring “rules of the road” for effective, ethical selling are followed across the organization
Ensuring the team builds close and effective relationships with the wider Infopro Digital teams
Structure and Size of Team
You will manage approximately 3 – 5 full time sales resources directly in the UK
Requirements
Benefits
Our global employee benefits include:
