SBS Regional Commercial Head, APAC
1 month ago
SCOR, a leading re/insurer, provides clients with a diversified and innovative range of solutions and services to control and manage risk. Leveraging experience and expertise to deliver “The Art & Science of Risk”, SCOR provides cutting-edge financial solutions, analytics tools and services in all areas related to risk – from Life & Health and Property & Casualty re/insurance to Investments. Our specialized teams operate in over 160 countries, fostering long-term relationships with clients.
In order to provide our clients with a broad range of innovative (re)insurance solutions, SCOR pursues an underwriting policy that is founded on profitability and supported by effective risk management strategy and a prudent investment policy. This approach allows us to offer clients an optimum level of security, to create value for shareholders, and to contribute to the welfare and resilience of society by helping to protect insureds against the risks they face.
At SCOR, we believe that employing people from different backgrounds and ensuring inclusivity is a major driving force for the success of the Group. We are committed to fostering a work environment in which all employees are treated fairly and respectfully, have equal access to opportunities and resources, and can contribute fully to SCOR’s success.
Within SCOR P&C, SCOR Business Solutions (SBS), which encompasses both Company and Lloyd’s business, is the unit offering direct insurance and facultative reinsurance solutions with a focus on niche business, large corporate risks and complex occupancies.
SCOR Business Solutions is a global business with ambitious growth and diversification ambitions over the medium term (including new products, markets and target business). SBS operates by Lines of Business, under the leadership (and P&L ownership) of the Global Line Heads, with support from the Chief Underwriting Officers and the Commercial Heads.
The Regional Commercial Head of SBS for APAC 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.
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 focusGrow 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 channelsExplore and secure new strategic distribution channelsComplement the existing segment for large corporate risks with SME and Middle MarketRebalance the use of Retail brokers and agents with Wholesalerssupport 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 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 market. They also require a clear understanding of SCOR P&C strategic goals and execution plans. The ability to coordinate with internal stakeholders, and manage expectations from business partners (clients, brokers…) is fundamental to the success of the role.
To ensure successful results, you are expected to leverage SCOR Values by
promoting a client centric mindset CARING about clients, people, and societies thriving through COLLABORATION, particularly with Underwriters, CUOs and Region Heads. acting with COURAGE, encouraging OPEN MINDS, constantly seeking synergies, efficiencies, and new opportunities. performing with INTEGRITY, ensuring SBS business in the region is produced according to ERM principles, with a focus on adherence to compliance and governance, and with the constant goal of quality and excellence.Required experience & competencies
At least 15 years of solid experience in Insurance / Reinsurance industry with senior management positionsProduct knowledge in multiple P&C lines of business, underwriting, product development or brokerage within the APAC regionHigher education degree / Master degree in MBA, Sales/Marketing, Economics or Engineering preferredProven track record in Business development with a focus on profitabilityCustomer focus with the ability to establish and maintain successful relations with clients and business partners at senior management levelInternational experienceResult oriented (“obligations of results” mindset rather than “obligation of means”)Strong leadership skillsProven business acumenEntrepreneurial thinking and strong marketing capabilities.Above-average communication, collaboration, and delegation skills.strong negotiation and client management skillsetEmpowered and comfortable making decisionsTeam player promoting collaborative and inclusive environments.-
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