New Business Sales Director

at  Open GI Ltd

Open GI is a leading software development company and a trusted partner to the general insurance industry. Based across the UK and Europe, our support and development services make us a truly diverse organization that offers a range of IT solutions to insurance brokers, insurers, and managing general agents.
It is our mission to be both the Technology Partner and Employer of Choice to the UK General Insurance market. Our people are placed at the heart of this and diversity, equality and inclusion are central to everything we do.
We know the key to achieving success is to enable a positive, inclusive, and collaborative working culture, and, as part of our commitment, we have signed up for a number of pledges and programmes designed to support and nurture our people. No matter where you sit or which team you are a part of, we want you to know that you contribute in helping us to shape where the company will be in the future. We would love for each employee to be able to talk with pride about our company and, most importantly, consider Open GI to be an inclusive, fun and fulfilling place to work.

QUALIFICATIONS

• GCSE (or equivalent) English and Maths Grade C and above essential
• Degree level (preferred) or equivalent in experience
• Knowledge of Personal and Commercial Lines Insurance (professional qualification advantageous)
• Full valid driving licence

EXPERIENCE

• Strong, relevant experience of the Insurance market from an Insurer/Broker/MGA/Software House/InsurTech perspective
• Proven new name Enterprise customer sales experience including specific sales and contract negotiation
• Successful sales experience in a software environment
• In depth understanding and experience of the general Insurance market including both Personal and Commercial lines
• Strong knowledge of the Insurance market and the role of software houses as a distribution channel

SKILLS

• Consultative sales approach
• The ability to manage complex sales opportunities with multiple stakeholders up to Board level
• Excellent networking and relationship management skills
• Ability to interpret and present statistics both to Customer and to Colleagues at any level
• Strong understanding of Broker technology, current market, and emerging technologies digital/cloud/mobile
• Proficient in use of Salesforce or similar CRM
• Dynamic Sales Achiever and negotiator – Innovative and with demonstrable strategic and tactical ability
• Organised, with attention to detail and accuracy embedded into the working practice

MISSION AND VALUES

Our mission is to be both the Technology Partner and Employer of choice for the UK General Insurance Market. Our values are central to this vision, as they represent how we collaborate to continually deliver for our customers:

• Accountability: We own our actions and shape our success on the results we deliver
• Innovation: We tackle challenges with fresh thinking and bold ideas
• Teamwork: We work together, recognising we can’t do this without each other
• Trust: We build trust on integrity, transparency and respect

We are looking for an individual who embraces our values in their actions, decisions, communications and processes to inspire positivity and, ultimately, exceptional performance.

YOUR KEY RESPONSIBILITIES

• Establish productive professional relationships with key contacts in identified non-client Enterprise Brokers
• Identify opportunities and help win new name Enterprise Broker clients
• Lead follow up and qualification of marketing provided leads
• Generation of self-initiated leads using the Open GI prospect data with Salesforce and own market knowledge
• Proactively assess, clarify, and validate prospect broker needs on an ongoing basis
• Collaborate with the Marketing team to build and execute campaigns
• Meet assigned new business sales targets for profitable sales, volume, and strategic objectives in those Broker firms
• Lead solution development to best address prospect, market needs, and company financial targets
• Ensuring the Open GI Salesforce prospect, opportunity and activity details are kept up to date
• Negotiate contract agreements with new name customers
• Understand and articulate Open GI’s propositions, whilst also maintaining market knowledge of Open GI’s competitors