Head of Insurance - Strategic Sales (R-16888)

Insurance markets have realised the opportunity from digital and data technologies are a core dependency for their success. They are therefore investing heavily in digital transformation.

The global insurance industry is experiencing a transformative period, where digital innovation is becoming increasingly important for financial institutions to thrive. While traditionally cautious in adopting new technologies, insurers face challenges such as managing legacy systems and navigating complex processes. However, many insurers are now recognising opportunities to enhance self-service capabilities, improve upselling and cross-selling strategies, and leverage the wealth of data at their disposal. By focusing on more adaptive customer journeys, the industry can continue to improve its ability to meet the unique needs of each customer they serve.

D&B has demonstrated its ability to drive transformation, achieving % annual growth in the UK Insurance vertical through a targeted go-to-market strategy. With the industry now embracing modernisation, D&B seeks to expand this success globally, and this role will lead the execution of that strategy.

The Role

The Head of Insurance will be responsible for developing growth with insurance clients in UKI markets and implementing a successful UK strategy. You'll develop, lead, and support strategic growth plans for targeted clients, identifying the stakeholders, pain points, products, projects, and solutions to achieve growth. The Head will develop a team in collaboration with insurance sales leads and ensure the UK team are clear on the goals of the vertical and how we intend to reach these goals.

Since the UK Insurance vertical commenced in 2022, it has grown by 50% within two years representing % CAGR, with a strong pipeline built for 2025. This level of growth has been achieved in the UK by implementing and leading a strategy over Direct Sales and having a significant influence in initiatives across Marketing, Partnerships, and Product.

Key Responsibilities

• As Head of Insurance for D&B UK, you will own, lead, and deliver the strategy for growth in insurance by instructing and informing sales leads in the UK what key D&B products meet pain points found in the industry i.e., ESG, Climate Risk, Shipping Insights, MDM etc.
• You will be responsible for the overall profitable performance of the Insurance Sector in UKI as well as your D&B client portfolio, specifically ensuring growth and revenue targets are met.
• Ensure all targeted accounts have a clear growth plan based on the Challenger model, illustrating where and how increased revenue can be achieved through existing clients.
• Lead and consult with the sales team through monthly meetings and regular interaction including QBRs to foster a team that supports cross-border collaboration - share clients, case studies, and opportunities. For key deals, ensure you involve all relevant Solutions Sales BDDs/SAs and communicate with Sales Leadership if you require a bespoke structure.
• Work with dedicated marketing support to boost brand recognition and generate leads for D&B Insurance through event sponsorship, thought leadership, industry press articles, webinars, and podcasts etc.
• Inform Product and Data Acquisition teams on their product roadmap based on client feedback to help ensure D&B services are aligned and meet the objectives of the Insurance leaders. Work with product on key projects that can help grow Insurance i.e., Google Cloud insurance initiative.
• Inform and work with Alliances on key strategic partnerships, particularly large technology plays that operate in Insurance where our data should be surfaced to help maximise revenue opportunities. Work on joint GTM with partners to deliver success i.e. Databricks, Snowflake, Salesforce.
• Identify, build, and maintain strategic C level and/or C-Level -1 customer relationships across the client organization through a clearly defined contact strategy.
• Meet key performance metrics laid out in your annual objectives including pipeline development, client activity levels and new contacts.
• Manage and communicate progress against monthly targets via accurate and timely reporting and forecasting via SFDC and SCMs. Accurate sales stage and date-stamped 'next steps' should be up to date at all times.
• As a senior sales leader, you are responsible for creating a high performing culture and a collaborative environment across the global insurance sales team.

Key Requirements

• A track record of successful selling into Fortune 500 with a minimum sales and revenue responsibility of USD 10m+ and with previous experience of consistent individual over-achievement.
• Experience of developing and implementing an industry-specific strategy with experience of leading strategic projects across Partnership, Product, and Marketing.
• Strong relationship skills and demonstrated ability to communicate and influence at C level & C level -1.
• Ability to co-ordinate and lead a virtual team-based approach to selling and strategic account management. Ability to build bespoke solutions that meet client business requirements.
• Must demonstrate the ability to manage in a rapidly changing environment.
• A sound understanding of customer processes (marketing, compliance, credit, and purchasing) and the relevant customer proposition.
• Previous experience selling Data Solutions into the Insurance and Financial Services industry.
• In-depth Insurance knowledge, including industry trends, pain points, and regional nuances.