Lockton
New Business Produer
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The Lockton People Solutions team supports clients across all facets of insured and non-insured employee benefits including - health, risk and wellbeing, global benefits management, workplace savings, M&A, actuarial, employee engagement and strategic consulting.
Our multi-disciplinary teams based around London, Bristol, Manchester and Scotland support clients from 250 to 100,000 employees, including major global brands and exciting start-ups.
About the Role
Your overall purpose in the role will be to generate profitable new business opportunities by cultivating professional relationships with major UK domestic and global organisations (FTSE 250/Fortune 500), in sectors such as legal and professional services, financial institutions, telecommunications, media and tech. The successful candidate will also have scope to use their knowledge and expertise to open new sectors and distribution channels.
With a great deal of autonomy, you will be encouraged to explore and identify new opportunities to develop and broaden our proposition to better meet client demand and differentiate Lockton in the market to fuel further growth.
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Key Tasks and Responsibilities
- Generate profitable new business opportunities and lead conversion to the Lockton Benefits practice to meet business targets by:
- Active prospecting and managed pipeline of new business opportunities with supporting records and tracking
- Working with Lockton colleagues, Global Partners and Introducing Partners to broaden distribution channels
- Leading and/or attending prospect meetings
- Production of proposal documents, response to tenders and presentation materials
- Feeding into annual business planning and forecasting
- Maintaining and expand own client relationships, both in terms of quality and value
- Negotiating fees or commission earnings with clients and ensure credit control is compliant with group standards
- Supporting and coaching other Producers and junior Associates to assist where possible in achieving their goals
- In conjunction with service team, working to ensure compliance with internal standards and procedures and our regulatory obligations
- For all clients in portfolio, including allocated house accounts, monitoring service standards and client satisfaction through regular contact with client and service team
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About you
Competencies required in the role include:
- Ability to identify opportunities for business development
- Ability build and maintain good business relationships with clients, insurers and associates
- Professional and tactful negotiation and persuasion skills to achieve objectives
- Demonstrated ability to instil confidence with clients so that the client looks to you and to Lockton as more than just an insurance broker, but as a partner in business
- Ability to communicate effectively and professionally both verbally and in writing with clients, insurers and other associates
- Presentation skills in both preparation and execution
- An understanding of the relevant classes of business
- An understanding of broader health, risk and wellbeing strategies and when these are useful to clients
- An understanding of the general, legal principles of insurance
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