Business Development Manager - Insurance

at  Fathom

BUSINESS DEVELOPMENT MANAGER – INSURANCE

Salary: Competitive Salary + Commission + Generous benefits
Location: Hybrid - (commutable to London)
Fathom was formed by a team of world-leading scientists at the University of Bristol in 2012 in the field of modelling flood risk. Now a global authority within this critical area of research and practice, Fathom has significant growth plans. Having recently received funding from Moody’s Corporation, it is now poised to scale up rapidly.
As we head toward and ever-uncertain climate future there has never been a greater need to be able to accurately predict where and how floods will impact people, the environment and physical assets.
At Fathom we intend to play our part in helping deal with these ever-increasing challenges – and we need the best people to help us achieve our mission.
Working with international clients and partners across (re)insurance, engineering, government/NGOs and ESG, Fathom’s data are used to provide industry-leading insights and intelligence.
The business is made up of a team of academics, scientists, coders, commercial people and communicators all working toward the same goal – to create and deliver world-beating data & flood risk intelligence where it is needed most.
Bringing your experience to the table within the ESG and (re)insurance sectors, your would be part of our small but growing business development team. This role will focus on the London and EMEA markets.
The role is permanent, full time with the offer of home working. There is a requirement of being in London around 2/3 days a week. With travel to Bristol weekly during induction and once a month thereafter.

RELEVANT EXPERIENCE & SKILLS

• Relevant experience of selling spatial data, risk solutions, catastrophe models or services into the Insurance sectors at senior level
• Successful history of new business sales, with the ability to prove consistent delivery against targets
• Experience of both new business development and account management of clients
• Experience of working with partners to co-sell into this sector
• Credibility at all levels and evidence of building strong relationships internally and with the customer
• Good understanding of Cat modelling and insurance processes
• Ability to communicate technical concepts to non-specialists
• Preparing and submitting large tender responses
• Developing pricing & licencing models
• Previous software experience – i.e. Salesforce, GIS, RMS, AIR or other cat modelling or risk platforms

• To generate sustainable revenue growth against sales targets by driving new opportunities and selling Fathom data and services both directly and via Fathom partners into new clients in the Lloyd’s, UK domestic and EMEA markets.
• To increase revenue growth from existing insurance clients
• To work closely with Fathom Partners to help them achieve sustained insurance revenue growth
• To position Fathom as the preeminent provider of water risk data and services to the Insurance industry
• Create and maintain the sales pipeline for sustained revenue growth
• Demonstrate a good understanding of our products and articulate our offering to prospective and existing clients and partners
• Work alongside the Customer Success team to provide feedback on issues related to current products and provide insight for new product development
• Create & deliver compelling sales presentations and proposals to demonstrate benefits of Fathom data and services
• Build and maintain productive relationships both internally and externally, fostering teamwork by keeping colleagues updated on activities
• Provide accurately and timely management information: KPI’s, lead activity and revenue forecasts