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Work Background
Broker InsightsHead of Strategic Account Management
Jan. 2022 - May. 2023Dorking, England, United KingdomLed account management function of fintech disruptor scaling up in the UK Commercial Insurance sector. Dealing with multi-national insurer clients to drive commercial optimisation of the innovative Broker Insights Software as a Service (SaaS) platform using data to address information asymmetry in UK Commercial Insurance.
• Established Strategic Account Management team and function including extended Virtual Team model incorporating other business verticals.
• Onboarded new insurer relationships agreeing key success factors and ways of working.
• Led client contract renewal negotiations and contracting.
AvivaHead of Strategic Partnerships - Bank Distribution Lead
Jan. 2017 - Dec. 2020City of London, England, United Kingdom• Account management of leading retail banks selling white-labelled insurance products via multiple channels e.g. branch, mortgage, web, secure on-line, mobile apps and price comparison websites.
• Led RFP responses and contract negotiations to defend and develop volume and profit for a key distribution channel.
• Premium volume in excess of £200m from over 2m retail customers across 4 major banking brands and 8 product lines. • Oversaw development and launch of new products, strategic marketing efforts, improved service standards, enhanced control environment.
• Led core and extended cross-functional virtual team through strong engagement. • Effective stakeholder management of senior executives within Aviva and partner organisations.
AvivaGlobal Relationships Director
Jan. 2011 - Dec. 2017City of London, England, United Kingdom• Established a new function to measure, monitor and co-ordinate all group to group dealings between Aviva and several major global banks e.g. distribution of Aviva manufactured insurance and investment products to bank customers, Aviva use of banking products and services across investment and commercial banking as both a customer and counterparty. • Extensive interaction with various divisions and departments across Aviva (global insurance and investment businesses plus corporate centre) and its banking partners up to and including C-suite and Board level.
• Identified and developed key relationships, delivered multi-million pound benefits as a result of co-ordinated approach.
AvivaSenior Vice President, Strategy & Corporate Development, North America
Jan. 2009 - Dec. 2011Chicago, Illinois, United States• Leadership of Regional Operating Model Program delivering greater capability at lower cost from pan-regional organisation of Finance, HR, IT, Corporate Affairs, Risk, Strategy & Corporate Development functions. • Identified and delivered $30m savings on the $300m expense base of in-scope functions. Involved business case delivery, stakeholder engagement and management with the Regional CEO and Executive Committee, workstream co-ordination and management (incl. cross-functional workstreams such as tax, communications, legal entities), benchmarking, baselining and vendor management. • Strategy business partner to Aviva Canada, working with the CEO and Executive Committee of Canada’s 2nd largest GI business to develop, communicate and deliver a refreshed strategy which saw the business increase scale and profitability.
CGU InsuranceBusiness Development Consultant, Europe
Jan. 1999 - Dec. 2002City of London, England, United Kingdom• Management of priority projects for the Continental European Division with a focus on strategic growth.
• Life & pensions portfolio development in C&E Europe. Developed market appraisals, entry options and business cases. Managed dealings with governments, regulators, multi-lateral bodies, partnership candidates and advisers. • Represented Aviva on three committees of International Financial Services London (formerly ‘British Invisibles’). Production of speeches and presentations for, amongst others, the Chairman, CEO and Executive Directors of CGU plc of the FTSE100.
Commercial UnionBroker Liaison & Trading Unit Manager, Arabian Gulf
Jan. 1997 - Dec. 1998Dubai, United Arab Emirates• Leadership of broker-sourced business in the diverse and multi-cultural Dubai general insurance market. • Grew broker sourced P&L through effective relationship management and excellent service delivery.
Commercial UnionLiaison Officer India
Jan. 1995 - Dec. 1997Dubai, United Arab Emirates• Project management of India market-entry project for life and general insurance • Co-ordinated JV partner selection, government and regulator relations, PR, business planning & stakeholder management.
Commercial UnionManagement Trainee
Jan. 1992 - Dec. 1995Ipswich, Suffolk UK• Graduate scheme rotation through all branch departments. • Post scheme appointment as a field-based Liability Adjuster, role entailed direct dealings with customers, brokers, solicitors, loss adjusters, courts and coroners in investigating, adjudicating and settling high value and complex claims.
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