Business Development Manager

BUSINESS DEVELOPMENT MANAGER
Location: Caribbean (Remote) Employment Type: Permanent
About Our Client
Our client is a global insurance technology company that has been developing software for the insurance industry for over 30 years. Their platforms are used by major insurers, brokers, MGAs and underwriting businesses worldwide to manage policy administration, claims, underwriting, pricing, customer management, data and analytics.
This is an established, scaled technology business rather than an early stage InsurTech. They are backed by a major international software investment group, giving them significant resources to invest in their people, products and services. The business is currently modernising its platforms around cloud, automation, AI and analytics, offering the combination of stability and scale alongside the chance to work on modern technology and complex software problems within a specialist industry.
They are growing their Customer and Marketing Team and are looking for a passionate Business Development Manager. This is a fully remote position.
The Purpose of the Role
To promote the sale of general insurance software solutions within the Caribbean region to new and existing clients, including insurers and MGAs. To develop and maintain effective working relationships across the territory in order to optimise income and profit by identifying and securing new business opportunities and retaining existing business.
We'd Like to Meet Someone Who
Takes responsibility for understanding client requirements, collecting data, delivering analysis and problem resolution. Identifies, evaluates and recommends options, implementing where required. Collaborates with and facilitates stakeholder groups as part of formal or informal consultancy agreements.
Designs and implements sales strategies and works with senior management to deliver sales plans. Plans, monitors and controls the work of sales teams. Develops and maintains effective customer relationships at executive level and qualifies new sales leads. Leads the bid process, maintaining customer contact during and after the selling process.
Oversees promotional and selling activities to ensure alignment with corporate marketing objectives. Approves medium scale proposals. Negotiates with client representatives at senior levels on both technical and commercial issues.
Works closely with the sales team to ensure customers are assisted and advised properly, and manages all sales support activities, taking responsibility for the technical content of bids and proposals.
Carries out day to day management of the client services function, defining service levels and taking responsibility for the resolution of client service issues.
Key Responsibilities
Act as the main sales contact for the allocated area and be responsible for the achievement of the area's financial targets.
Influence key stakeholders across the business to achieve profitable business growth.
Own and develop the new business pipeline within the Caribbean region, ensuring a high profile within the territory, including key markets such as Trinidad & Tobago, Jamaica, Barbados, the Eastern Caribbean and the Dutch Caribbean.
Develop a clear understanding of clients and prospects in the region, including their business, market and the extent and potential of their relationship with the organisation.
Develop, maintain and monitor a business plan for the allocated area, ensuring the activity required to achieve profitable growth is agreed and undertaken.
Work with Account Managers across the wider business to identify opportunities within the existing client base and harness reference sites to support new business activity.
Ensure target accounts are kept fully informed of the latest solutions, product developments and roadmap.
Generate appropriate documentation in line with company process and keep prospect, client and territory information up to date.
Provide input to the Product team on product position, competitiveness and roadmap.
Present at road shows and user groups.
Work with the Propositions and Product team to define and create new propositions that resonate with the market and generate profitable revenue.
Qualifications & Experience
Degree level qualification in a relevant subject (e.g. Business, IT, Finance or Insurance), or equivalent professional qualifications, plus considerable work experience in a relevant role, or substantial relevant work experience without a degree.
Significant and demonstrable client facing experience.
Demonstrable commercial and financial acumen, and a strong understanding of the sales process.
Experience of territory planning and new business sales activity.
Knowledge of the Caribbean general insurance market, including broking, insurer and MGA operating models, regulatory frameworks and core insurance software systems.
Proven track record of profitable business development and significant new business sales experience.
Ability to identify, articulate, negotiate and close business opportunities.
Consistent achievement of business goals and understanding of commercial product pricing.
Ability to co-ordinate a team, including management, to engage across multiple levels in large client organisations and generate substantial (over USD $1m) profitable deals.

Work arrangement
Yes