Primary Details

Time Type: Full time

Worker Type: Employee

The Opportunity

Development and execution of the Major Trading Partner (MTP) and Top Broker strategy through leadership of the team and ensuring connectivity to the global agenda.  Direct responsibility for developing and executing North America’s agency management strategies and the distribution channel strategy.

Primary Responsibilities

• Contribute to QBE North America’s business strategy, with particular accountability for executing on our distribution strategy with major trading partners and our customer strategic priority

• Determine and be accountable for the distribution and growth strategy, including all strategic relationships with major trading partners and key customers

• Manage distribution arrangements and governance of all partners (DUA, brokers, MGAs etc.) and manage relevant regulatory or conduct related obligations

• In partnership with fellow business leaders, lead the development and enhancement of QBE customer value propositions and products, pulling together and aligning all parts of the end-to-end QBE value chain to create consistency (i.e. from sales to claim etc.)

• Develop strategic approach for ongoing use of Salesforce across North America to support our customer strategic priority and growth

• Ensure strategic engagement with fellow distribution leaders in other divisions – EO and AUSPAC – and serve as a key member of the Group Distribution Executive committee

• Ensure Commercial Insurance and Specialty Leaders are equipped with appropriate management information and data insights on performance to allow them to shape and monitor their business strategies in relation to brokers and customers including appetite, industry and customer segmentation. This requires the effective use of SalesForce across North America.

• Responsible for ensuring distribution activity is aligned to QBE strategy, and compliant with relevant regulation.  Ensure conduct and relevant regulatory requirements of broking partners, DUAs and other distribution arrangements

• Manage and continually improve approach for tenders and pitches for North America, in collaboration with relevant business leaders and teams. 

• Build and maintain strong relationships with key external stakeholders including customers, brokers, industry bodies, business partners, reinsurers and regulatory bodies to ensure a continued and improved quality service

• Accountable for management and further development of our relationships with major trading partners

• Accountable for management and further development of key customers and our priority customer segments

• Represent QBE North America and their strategy and interests in relation to Group discussions on broker performance the monitoring thereof

• Provide feedback and strategic insight into the major trading partner/ customer issues to support development of business relationships and continued improvement of QBE’s value proposition and services (e.g. voice of customer / partner program)

• Review business plans to ensure progress towards targets and the delivery of business market strategy and profitable growth

• Accountable for the management and ongoing improvement of North America’s overall value proposition to our brokers and customers, which is embedded into sales and retention activity, marketed / used effectively with brokers and clients(includes QBE’s social offerings (e.g. QBE Foundation, Premium4Good)

• Accountable for the provision of insightful broker analytics to the Commercial Insurance and Specialty leaders to support new business development, targeted retention, and cross and up sell

• Responsible for the maintenance and levelling of growth pipeline via SalesForce

• Direct, organize, develop and manage the distribution function across the Commercial Insurance and Specialty business in North America, to ensure that people, resources and processes are aligned with business needs and fit for purpose

• Ensure all distribution functions are aligned, resourced and operate efficiently to maximize their potential to support growth and improve retention

• Ensure appropriate engagement and collaboration with other teams and BUs across QBE worldwide 

• Provide visionary leadership by fostering a culture of employee engagement and role modelling, encouraging and rewarding QBE values and maintaining a high level of personal and professional competence

• Promote excellence through the attraction, continual development