Regional Sales Manager Specialty International

FM is a leading property insurer of the world's largest businesses, providing engineering‑based risk management and property insurance solutions. FM helps clients maintain continuity in their business operations by leveraging state‑of‑the‑art loss‑prevention engineering, research, risk management skills and support services, tailored risk‑transfer capabilities, and superior financial strength. We rely on a dynamic, culturally diverse group of employees working in more than 100 countries across a variety of challenging roles.

FM is currently looking for a Regional Sales Manager Specialty International to be based in our Paris office and join our International Sales team. This role reports to the Staff SVP Global Sales, EMEA and APAC and will be responsible for growing our specialist book in Forest Products, Chemical and Renewables across both EMEA and APAC.

Responsibilities

• Lead the region’s new business development activities and coach, develop, and mentor Business Development Executives (BDEs) in the field.
• Write profitable new business, guide collaboration with Operations, and supervise management of team sales funnels.
• Ensure prospecting efforts produce well‑aligned clients who view FM as trusted advisors through the Client Service Process.
• Provide focus on training, coaching and mentoring BDEs so they:
  • Open doors, create new opportunities, and maintain a full funnel at all times.
  • Engage and collaborate with Division Managers, Operations Management and Sales Enablement to meet individual and regional goals.
  • Develop necessary skills to position risk improvement, close direct business and win with brokers.
  • In conjunction with the Division Manager and VP of Sales, establish new business objectives at the region, division, operation and individual level.
• Achieve new business objectives for the region, including:
  • New business premium goals.
  • Quote/written hit ratio objectives.
  • High frequency of calls.
  • Collaboration with divisional and operations management to support the sales process by engaging DMs, Operations Managers and other key personnel to target mutually agreed prospects.
• Work with Sales Enablement to expedite prospect qualification, research, lead development and nurturing.
• Develop, coordinate and implement an annual and 3‑year strategic sales plan for the region, covering prospect, broker and BDE development.
• Conduct quarterly meetings with BDEs to review “best few” and “in‑funnel” prospects, focusing on overcoming hurdles and objectives as a team.
• Engage and integrate BDEs in operations, evaluate BDE performance with Operations management, and collaborate to develop strategies to maximize relationships with brokers and consultants.
• Lead the Client Service Process by striving for early CST appointments, collaborative prospect strategies and using associated tools such as call plans, client service plans and new business proposal templates.
• Within the FM CRM system, ensure BDEs:
  • Maintain call plans and reports for key strategic calls.
  • Develop client service plans with prospects.
  • Develop proposals that affirm value and sell the “people, process and plan.”
  • Create and maintain fair sales territories for BDEs.
  • Leverage Sales Enablement to qualify the region’s universe of prospects.
  • Keep BDEs filling their funnel, especially for “best few” prospects.
  • Co‑train and coach BDEs with Sales Enablement to push prospects down into the funnel.
  • Ensure prospects are assigned to BDEs and keep CRM information accurate and up‑to‑date.
  • Use available tools to ensure call activity is properly planned and focused on strategic players.
  • Co‑train and mentor BDEs to meet minimum call quality criteria.
  • Dry‑run key meetings with BDEs to ensure they have properly planned the call.
  • Establish and monitor an annual call‑planning process to achieve unique call objectives and set monthly objectives for direct and face‑to‑face calls on strategic players.

Qualifications

• Bachelor’s degree or equivalent.
• 10 or more years in the insurance industry with proven leadership and sales ability.
• Excellent interpersonal skills: strong listening, communication and persuasion.
• Fluency in English is required; French is strongly preferred; other European languages are an advantage.

FM is an Equal Opportunity Employer and is committed to attracting, developing and retaining a diverse workforce.