VP/SVP Regional Commercial Head - SCOR Business Solutions

The Regional Commercial Head of SBS for APAC/EMEA/LATAM/US is reporting to the Chief Commercial Officer of SBS and is a member of the SBS global Commercial team.

The APAC/EMEA/LATAM/US Commercial Head overseas the commercial strategy (as jointly developed with the CCO, CUO and GLHs), and leads the distribution activities for SBS in the region, with the ambition to grow the profit, volume and franchise, by expanding SBS's current insurance risk appetite, target business and distribution channels.
 

Key duties and responsibilities

The missions of the Regional Commercial Head lay on 4 key pillars:

1) Business origination and business development 

• Develop and nurture market intelligence to keep detailed analytics on the market size, main competitors, different distribution channels or the market trends that could create opportunities for new or existing SCOR product and service offers.
• Identify business engines and pursue the commercial strategy in target countries and select business partners.
• Differentiating by country and Line of Business, facilitate the local implementation of the region’s commercial strategy.
• Assist (commercially) the region underwriters in their effort to generate portfolio growth and profitability: 
• Leverage the use of SCOR CRM tools (i.e. Salesforce) to plan and manage the commercial activities with a Client Centric focus.
• Grow the SCOR the franchise, ensuring SBS and SCOR P&C representation at regional industry forums, conventions and market associations (example FERMA, AMRAE, FIDES, WSIA, RIMS…).

2)Management of distribution channels

• Maintain, animate, and grow the current distribution channels.
• Explore and secure new strategic distribution channels.
• Complement the existing segment for large corporate risks with SME and Middle Market
• Rebalance the use of Retail brokers and agents with Wholesalers.
• support SBS underwriters and other stakeholders of the SCOR P&C team in the region through active commercial coordination and synergies.
• Develop and lead new partnerships, new business channels or initiatives, and create value from proactive broker relationship management, consolidated or not by a broker relationship agreement.
• leverage brokers’ resources (P&L and client database, product and territorial knowledge….) to further enhance business sourcing, focusing SBS resources within appetite, for an overall more efficient production process.
• Manage broker agreements, in a cost/benefit way, focusing on generating value creation to the regional SBS portfolio and providing service to brokers and clients.

3)Strategy and Underwriting Plan

• Assist the CCO to define and implement a commercial strategy for the APAC/EMEA/LATAM/US region, proposing strategic steps for SBS to increase its relevance as a commercial insurer across the cycle and over the long run.
• Beyond the current focus on large corporate clients, propose a strategy for the positioning of insurance business within the region; operating across large corporate and middle market segments. 
• Maintain a clear view on the Underwriting Plan in the region, providing feed backs to the Region Head and the CUO. 
• Seek ways to expand SCOR’s penetration of the insurance market across retail, wholesale, larger corporate clients, middle market and SME business. Provide strategic initiatives including new distribution channels, strategic partnerships, and possible acquisitions, all contributing to growing SBS’s profit and reinforcing SCOR’s franchise.

4) Regional Coordination

• Act as main point of contact for SCOR’s local management in relationship to SBS Underwriting activity in the region. Facilitate the interactions and communication with brokers in a similar way.
• Provide coordination, within the region, between SBS Underwriters and other P&C stakeholders (MGA, Global Lines, Treaty, Fac), to ensure SBS is diversifying and complementary to other areas of P&C.
• Coordinate commercial initiatives and opportunities throughout the deal flow lifecycle, ensuring that SBS underwriters have access to sufficient information and market knowledge to fulfil their commercial responsibilities.
• Act as liaison with other SCOR functions, from a business and transverse function perspective, ensuring effective transfer of knowledge and opportunity.
• Supporting the cross selling and Customer Relationship Management (CRM) process in the region
• Provide guidance and support to the SBS underwriters in respect of ERM and Best practice.

These responsibilities require an in-depth understanding of specialty insurance in the APAC/EMEA/LATAM/US market.  They