Overview
Responsible for defining and delivering the sales strategy for Expleo’s London Market and insurance business, with a clear focus on building and scaling its proposition across Lloyd’s managing agents and syndicates, company-market carriers, reinsurers, MGAs, Lloyd’s and specialty brokers, and mutuals, and the market service providers that support them.
This is a senior player-coach role, combining personal accountability for winning new business with leadership of the sales approach for the sector. The successful candidate will design and implement a focused sales plan that expands Expleo’s client base, strengthens its brand and grows both new logos and the accounts Expleo already holds.
They will bring strong knowledge of the London insurance market, its key decision-makers and the business and technology priorities shaping the sector, including market modernisation initiatives following Blueprint Two, digital placement and claims transformation, core platform replacement, quality engineering and managed testing, data governance and AI assurance, regulatory change and operational resilience.
Expleo already has a footing in this market. The role builds on this base rather than starting from nothing.
The individual must be a self-starter with an entrepreneurial mindset, strong commercial judgement and the credibility to engage senior stakeholders. They will bring a credible senior network across the London Market and specialty insurance ecosystem, and the ability to translate access into qualified opportunities and long-term client relationships.
For the right person, the role offers the opportunity to shape Expleo’s insurance proposition, bring together the full breadth of its relevant services and influence the growth strategy for London Market and insurance clients
Responsibilities
- Own and deliver the sales strategy for the London Market and insurance portfolio.
- Identify, pursue and win high-value new clients, alongside growth of the accounts Expleo already holds.
- Grow existing London Market accounts by converting delivery relationships into broader consulting, quality engineering and transformation engagements.
- Build a qualified pipeline and create clear pursuit, stakeholder and closure plans for priority opportunities.
- Achieve personal sales targets and contribute to team performance through disciplined forecasting, coaching and continuous performance monitoring.
- Develop long-term relationships with senior decision-makers, including C-suite, business, operations, technology and transformation leaders.
- Position Expleo as a strategic insurance partner by connecting client challenges to relevant consulting, quality engineering and managed testing, digital delivery, data and AI assurance, and transformation capabilities.
- Work collaboratively across business development, delivery, solutions and insurance teams to extend the existing UK insurance go-to-market plan, propositions and service lines for London Market and
- specialty insurance clients.
- Coordinate with relevant regions and business units where appropriate to expand Expleo’s presence within international insurance groups and market-wide insurance accounts.
- Represent Expleo externally as a credible industry voice through the Lloyd’s, LMA, LIIBA, IUA and ACORD communities, market events and published thought leadership.
- Lead, coach and develop sales colleagues, creating clear objectives and a high-performance culture.
Essential skills
- Exceptional communication, negotiation and executive-level presentation skills.
- Credibility and gravitas to engage effectively with C-suite, business, operations, technology and transformation stakeholders.
- Strong commercial acumen, with a value-led approach focused on client outcomes, benefits, pain points and value creation.
- Proven ability to influence complex stakeholder groups and build internal and external sponsorship for major opportunities.
- Strong new-business hunting capability, with the discipline to qualify, pursue and close priority opportunities.
- Ability to shape and close complex, high-value, multi-stakeholder deals.
- Entrepreneurial, proactive and highly motivated, with the resilience to operate through lengthy sales cycles.
- Strong coaching and performance-management capability in a player-coach sales environment.
- A collaborative mindset and the ability to mobilise multidisciplinary teams around client opportunities.
- New-logo and existing-account revenue generated across London Market and specialty insurance accounts.
- Qualified pipeline built and progressed against priority target accounts.
- Pipeline coverage against target, with qualified opportunities in each priority segment (managing agents, brokers, market service providers).
- Strategic client relationships opened, developed and converted into live opportunities.
- Sector propositions translated into credible pursuits, proposals and closed business.
- Contribution to Expleo’s London Market and insurance growth plan and sales leadership agenda.
- A recognised relationship-builder who can open doors and convert access into substantive opportunities.
- A credible ambassador for Expleo who can strengthen its profile across the London insurance community.
Experience
- Successful senior sales experience within the London Market, commercial insurance, specialty insurance, reinsurance, broking, insurance technology, insurance consulting or a closely related insurance-focused professional-services environment.
- A strong network and demonstrable credibility with senior stakeholders across Lloyd’s managing agents, company-market carriers, reinsurers, MGAs, specialty brokers or market service providers.
- Proven success in securing new accounts and expanding strategic clients at senior-management and executive level.
- Experience selling complex consulting, transformation, technology or professional-services solutions specifically into insurance organisations.
- A track record of exceeding personal and team sales goals and managing a high-quality pipeline and forecast.
- Experience navigating complex and lengthy decision-making, procurement and sales processes.
- Experience leading sales professionals and creating a high-performance environment.
- Evidence of successfully managing and closing multi-million-pound or equivalent strategic deals.
- Strong working knowledge of insurance operations, technology and transformation priorities, with the ability to engage credibly with business and technical leaders.
- Strong understanding of the London Market's strategic business and technology priorities, including market modernisation, digital placement and underwriting transformation, core platform modernisation, data and AI governance, operational resilience, regulatory change and the evolving carrier and broker operating model.
- Experience selling professional services (consulting, quality engineering, managed services)
- London-based or available to be in London, with the working week largely spent in the market (EC3) and with clients.
Benefits
- Collaborative working environment – we stand shoulder to shoulder with our clients and our peers through good times and challenges
- We empower all passionate technology loving professionals by allowing them to expand their skills and take part in inspiring projects
- Expleo Academy - enables you to acquire and develop the right skills by delivering a suite of accredited training courses
- Competitive company benefits
- Always working as one team, our people are not afraid to think big and challenge the status quo
- As a Disability Confident Committed Employer we have committed to:
- Ensure our recruitment process is inclusive and accessible
- Communicating and promoting vacancies
- Offering an interview to disabled people who meet the minimum criteria for the job
- Anticipating and providing reasonable adjustments as required
- Supporting any existing employee who acquires a disability or long term health condition, enabling them to stay in work at least one activity that will make a difference for disabled people
“We are an equal opportunities employer and welcome applications from all suitably qualified persons regardless of their race, sex, disability, religion/belief, sexual orientation or age”.
We treat everyone fairly and equitably across the organisation, including providing any additional support and adjustments needed for everyone to thrive
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