Director/ Senior Director, Market Development - Insurance

Overview

AM Best, the leading international credit rating agency focused exclusively on the insurance sector, is seeking an experienced market development professional to support its ambitious growth plans in Continental Europe.

Reporting directly to the Managing Director, Market Development, EMEA, the key purpose of the role is to build AM Best's profile in target European markets and grow year on year profitable new rating fee revenue through the effective development of prospective client relationships.

The successful candidate is likely to have extensive market development experience and knowledge of the international insurance industry gained through working at a (re)insurer or broker, consultancy firm, rating agency or other industry service supplier. The ability to speak German is essential. Command of a second European language is highly desirable.

The role can be based either in Amsterdam or London.

Responsibilities

• To contribute to the development of an agreed annual market development plan in line with the Company's strategic growth plan.
• To research, plan and execute targeted marketing campaigns, including external event participation, road shows, market seminars, briefings.
• To establish and develop a network of relationships within the (re)insurance industry, building awareness and presence of the AM Best brand and the value of its rating services.
• To successfully manage individual prospective client relationships, explaining the rating process, rating methodology. Price new rating proposals and negotiate fees in accordance with an approved fee model and successfully conclude contractual negotiations.
• To develop and manage highly effective and responsive relationships with existing rating clients helping to ensure their long-term commitment to AM Best. Deal with all commercial matters in relation to such clients as they arise.
• Spearhead IMB events in Germany and North Eastern Europe as necessary and work in increasing the market attendee participation.
• Understand and keep abreast of changes to AM Best's rating methodology.
• Ensure compliance with the company's policies and procedures specifically in relation to record keeping, international sanctions and client/prospect interactions.
• To contribute to the production of market briefings, research reports, and press comment, working collaboratively with press relations, and the analytical teams.
• Developing network of relevant internal contacts within London and the other AMB offices.

Qualifications

• Degree educated-Business or Marketing-related degree qualification is considered helpful.

Skills

• Thorough knowledge of the international (re) insurance industry likely to have been gained through working within a consultancy, rating agency, broker, insurer or service supplier including ideally knowledge of reinsurance, London Market, ART/captives.
• An awareness of typical corporate/capital structures in the (re)insurance sector would be desirable.
• An awareness of risk-based capital, Solvency II and ERM.
• Market development experience, ideally in an insurance, consulting, accountancy, analytical or other complex and regulated environment.
• Ability to effectively build and manage a pipeline of opportunities and a number of complex rating proposals simultaneously.
• The ability to speak/write German fluently is essential. Fluency in second major European language is an advantage.
• Ability to build relationships at a senior management level.
• Experience of constructing and delivering high-quality presentations and communications.
• Ability to meet compliance requirements in accordance with company procedures reflecting the requirements of various regulatory bodies.
• Ability and desire to travel as required, principally in Europe.
• Ability to understand and communicate at a high level the technical aspects of performing credit analysis including rating methodologies, capital and other models.
• Proficiency in Microsoft Office applications: Word, Excel and PowerPoint.