About us

HSB (UK and Ireland) , is a leading specialist provider of engineering, technology and structural warranty insurance solutions, plant and equipment inspection services, and engineering-based risk management activities in the UK and Ireland.

HSB (UK and Ireland) consists of the parent company HSB Engineering Insurance Limited (HSBEIL) together with its two UK subsidiaries, HSB Engineering Inspection Services Limited (HSBEISL); and a regulated MGA, MD Insurance Services Limited (MDIS), which trades as Premier Guarantee or LABC Warranty.

Collectively HSB is the UK and Ireland’s only group of companies solely focused on providing specialist engineering and technology insurance solutions and risk focused inspection services and assessments to its customers.

Please see our website for more information.

Job title

Head of LABC Warranty Sales

Location

Home-based

Division

Commercial

Reporting to

Commercial Director

Job Purpose

Reporting directly to the Commercial Director, this role will be responsible for formulating, developing and implementing the agreed plans for the Local Authority Building Control Warranty (LABCW) relationship, in order to grow the LABCW portfolio, generate sustainable and profitable growth. Responsible for leading the LABCW Sales team, they will deliver new business acquisition whilst maintaining the required high standards of the business to deliver our proposition. This role will be central to developing the relationship with the LABC membership body as well as LABC organizations at a regional level.

This role will be required to work with stakeholders (internal and external) up to and including Board Level and will therefore require an extremely knowledgeable, commercially astute, experienced and dynamic individual with outstanding written and verbal skills together with the ability to adapt communication styles to enable collaborative and successful working relationships at all levels.

In addition to leading on the strategic development of the LABC account ensuring their needs are met, the role will also be responsible for managing and coordinating the involvement of all key MD Group functional colleagues to ensure LABC are supported and their requirements met.

Key Responsibilities:

Client Relationship Management:

Accountable for the strategic development of LABC relationships working at senior and Board level to ensure alignment with key business objectives and that LABC needs are met
Develop and maintain strong, trusted relationships with key decision-makers across the LABC matrix, ensuring high levels of customer satisfaction and loyalty.
Accountable for the development and implementation of the LABC strategy that will enable the successful achievement of business and financial objectives and targets, and attain the desired financial growth in the identified target sectors

Account Planning and Management: 

Develop strategic account plans, and execute sales strategies to drive revenue growth and expand the company's footprint within LABC
Conduct regular business reviews, analyse client needs, and develop tailored solutions to meet LABC needs, ensuring alignment with the company's offerings and strategic objectives.

Sales and Revenue Growth: 

Lead and develop the LABC Sales Team, so that productive and mutually beneficial relationships are engendered and strategically developed to maximise future business opportunities and maximise return on HSB Building Warranty’s investment.
Undertake regular performance appraisals with all reporting team members, identifying individual development needs of team members to ensure performance is addressed effectively and promptly
Effectively coach and mentor the LABC sales team to a highly resourceful and experienced team that can deliver a high standard of service to LABC clients and customers.
Ensure the CRM/Pipeline, commercial collateral is fully utilised and updated to accurately document profiles and contacts, detail potential future business opportunities and monitor progress and completion of business opportunities
Ensure the team are always compliant with HSB Building Warranty business standards, processes and procedures and that revised procedures to meeting changing compliance requirements are effectively implemented

Stakeholder Management: 

Build and maintain strong relationships with internal stakeholders, to ensure seamless delivery of our proposition to LABC.
Ensure key business functions have clear understanding and objectives around the agreed delivery promises for LABC clients/customers.
Head of LABCW Sales will conduct regular internal review meetings where our internal performance across all business functions is discussed against our commitments to LABC. Actions taken and monitored to improve our service delivery/proposition.
Ensuring a team approach Is taken to the management of key LABC stakeholders. Engaging appropriate stakeholders directly with LABC and its clients to widen and deepen our relationship.

Proposition Development and Market Insight: 

Working with Marketing, lead the development and ongoing refresh of a value proposition for LABC Delivering a proposition that makes it “Easy to do business with us”
Strategically and continually review market trends and competitor activity to identify:
opportunities which will maximize our market presence and provide sustainable financial profit
monitor any threats within the market and interpret the potential impact on MD Groups service delivery and the LABC offering.

Skills & Experience

Strong sales and relationship management experience gained in relevant insurance environment.
Strong strategic account management development capability
Strong commercial awareness with demonstrable negotiation and influencing skills
Ability to build and maintain strong client relationships Comprehensive understanding of insurance business processes
Exceptional internal stakeholder management, Demonstrable coaching and mentoring experience
Strategic and business planning experience
Experience of high-level decision making
Demonstrable management and leadership experience with ability to inspire and motivate team members to achieve exceptional results
Excellent interpersonal and communication skills

Qualifications and Educational Requirements:

CII Level 3 Certificate in Insurance desirable

Personal Attributes

Confident and assertive, with a strong sense of self-awareness and emotional intelligence
Demonstrated integrity and trustworthiness, with a proven track record of acting with transparency, honesty, ownership, and accountability
Self-motivated with a proactive approach to problem-solving and decision-making
Collaborative approach to business goals and team targets
Pragmatic decision-maker with analytical and reasoning skills
Resilience and adaptability, with the ability to navigate complex and ambiguous situations

Diversity, Equity & Inclusion

At HSB, Diversity, Equity, and Inclusion foster innovation and resilience and enable us to act braver and better. Embracing the power of DEI is at the core of who we are. We recognise diversity can be multi-dimensional, intersectional, and complex, so we want to build a diverse workforce that includes a wide range of racial, ethnic, sexual, and gender identities; economic and geographic backgrounds; physical abilities; ages; life, school, and career experiences; and political, religious, and personal beliefs. Additionally, we are committed to building an equitable and inclusive work environment where this diversity is celebrated, valued, and has equitable opportunities to succeed.

All candidates in consideration for any role can request a reasonable adjustment at any point in our recruitment process. You can request an adjustment by speaking to your Talent Acquisition contact.

Benefits

25 days Annual Leave + Bank Holidays + Well-being days
10% Employer Pension contribution, with the opportunity to join a salary sacrifice scheme
Eligibility for an Annual Bonus
Private Medical Insurance (PMI)
Life Assurance (PHI)
Hybrid Working available, with office in Birkenhead, Manchester and London

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