Function / Area: Distribution and Sales Europe
Reporting to: VP Distribution and Sales
Position Summary
Strategic Account Manager (SAM) is responsible for the development, growth, and performance of selected key broker relationships within a defined UK geography. The role focuses on driving profitable business growth, deepening broker engagement across CNA Hardy’s specialist product set, and acting as the single coordinated face of CNA Hardy to brokers in the Midlands & South West territory.
Working closely with underwriting, product leads and central distribution teams, the SAM ensures that broker plans are executed effectively, opportunities are converted, and CNA Hardy’s market presence and relevance are strengthened at local and regional levels.
Key Responsibilities
Performs a combination of duties in accordance with company guidelines:
Broker Relationship Management
- Own and lead CNA Hardy’s relationship with allocated key brokers and key broker offices within the defined territory.
- Build deep, trusted relationships with senior broker stakeholders, producers, and placement teams.
- Position CNA Hardy as a preferred specialist partner, aligned to broker strategy and client needs.
Growth & Business Development
- Deliver profitable new business growth across Company and Lloyd’s platforms, aligned to agreed appetite and portfolio strategy.
- Identify, develop, and convert new opportunities through structured engagement, pipeline management, and targeted initiatives.
- Support large or complex submissions, bids, and tenders, coordinating internal stakeholders where required.
Broker Planning & Execution
- Create and own broker development plans for priority relationships within the territory.
- Translate national and segment strategies into practical, executable regional actions.
- Track and drive delivery against agreed objectives, including production, activity, and engagement metrics.
Internal Collaboration
- Act as the primary interface between brokers and underwriters, ensuring clarity of appetite, smooth trading, and effective issue resolution.
- Partner with underwriting, product, and claims teams to align activity, priorities, and delivery for key brokers.
- Ensure consistent messaging to market, representing “One CNA Hardy” across all interactions.
Pipeline Management & Reporting
- Maintain a robust and visible pipeline of opportunities through agreed CRM and reporting tools.
- Provide accurate performance updates and insights on broker activity, trends, and competitive dynamics.
- Use data and insight to prioritise effort and optimise return on time and resources.
Market Presence & Representation
- Represent CNA Hardy at broker events, client meetings, and market forums within the region.
- Act as an ambassador for CNA Hardy’s brand, values, and specialist capabilities.
- Feed market intelligence, broker feedback and competitor insight into distribution and underwriting leadership.
Key Accountabilities
- Delivery of profitable GWP growth across assigned brokers and territory.
- Execution of agreed broker plans and distribution initiatives.
- Strength and quality of broker relationships and CNA Hardy’s market positioning locally.
- Quality, accuracy and discipline of pipeline and performance reporting.
Experience Skills and Attributes
Experience
- Proven experience in commercial insurance distribution, broker development, or underwriting-facing sales roles.
- Strong understanding of the UK intermediary market, including regional broker models and trading dynamics.
- Experience operating in a specialist or technical insurance environment (Company and/or Lloyd’s).
Skills & Attributes
- Strong relationship‑builder with credibility at senior broker level.
- Commercially astute, with a clear focus on profitable growth and portfolio quality.
- Confident influencing and coordinating internal stakeholders without direct authority.
- Structured, disciplined and data‑driven in approach to pipeline and planning.
- Resilient, self‑motivated, and comfortable working autonomously within a defined territory.
The Company
CNA Hardy is a leading specialist commercial insurance provider for clients within the Lloyd’s and company markets. We offer a highly specialised and comprehensive portfolio of innovative and market leading products. Coverage is available to businesses of all sizes for domestic, international and global exposures.
