Job Description
The role is accountable for driving profitable growth of the P-Lines portfolio (e.g. travel, home, personal accident, foreign maid & Pets) across agency, direct and partnership channels, and for deepening relationships with specific strategic/key accounts. It provides overall leadership for sales planning, specific key account strategy, channel performance, and distribution operations, while ensuring strong governance, compliance and service standards.
- Sales & Distribution Strategy
- Develop and implement the overall P-Lines distribution and the specific key account strategy to achieve sales volume, profitability, and market‑share targets across channels (agency, direct, intermediaries, and specific strategic partnerships).
- Key Accounts Management Leadership
- Define the specific key/strategic accounts portfolio for P-Lines and lead the development of account plans, including sales targets, product mix, pricing and service commitments, to maximise revenue per account and retention.
- Channel Management & Performance
- Direct and control the P-Lines sales teams to ensure they are appropriately motivated and trained to meet sales targets, and that channel activities are executed effectively and in line with company policies and regulatory requirements.
- Portfolio & Commercial Management
- Monitor the performance of the P-Lines portfolio (production, persistency, loss ratios, channel economics) and take timely actions on pricing, campaigns or channel mix to achieve growth and profitability objectives.
- Customer & Partner Relationships
- Build and maintain senior‑level relationships with key distributors, corporate partners and major intermediaries, acting as the primary executive contact to secure renewals, grow wallet share and open new business opportunities.
- Sales Governance & Compliance
- Ensure distribution practices comply with internal policies and external regulatory requirements, including sales conduct, product suitability, documentation, and incentive frameworks across channels.
- People Leadership & Capability Building
- Lead, coach and develop the various P-Lines distribution teams, including managers and senior executives, to strengthen account management, channel management and sales excellence capabilities.
- Cross‑Functional Collaboration
- Partner with Product, Underwriting, Operations, Digital, Risk and Marketing to co‑create propositions, campaigns and service enhancements that support P-Lines sales and specific key account strategies.
- Market & Competitor Insight
- Oversee market and competitor analysis for personal lines and specific key accounts, ensuring insights are translated into distribution strategies, pricing and channel tactics.
- Budget & Resource Management
- Develop and control the budget for P-Lines distribution-related functions, ensuring financial targets are met, and resources are optimally allocated across channels and initiatives.
Requirements
- Professional insurance qualification (e.g. CII or AII) or a Degree in Business, Marketing, Finance or a related discipline.
- At least 10 years P-Lines experience within insurance or financial services, including substantial exposure to personal lines/general insurance and multi‑channel distribution.
- Track record in leading or working closely with sales teams and managing key/strategic accounts with responsibility for impacting revenue, margins and positive customer outcomes.
- Strong knowledge of P-Lines insurance channel management, customer acquisition, sales strategy and account management.
- Ability to develop and implement sales policies, business plans and distribution strategies.
- Strategic thinker with strong business environment analysis, sales strategy and stakeholder management skills.
- Excellent leadership, influencing, communication and interpersonal capabilities, able to confidently engage senior internal and external stakeholders.
- Strong orientation towards results, customer service and governance, with the ability to balance growth, profitability and conduct standards.
