Commercial Director

About us

Gallagher isn't just a company; it's a global community driven by shared values and an unyielding commitment to excellence. With over 49,000 passionate professionals, we are the architects of the future, designing customized solutions to protect businesses and fuel their extraordinary growth. As a member of our team, you'll experience empowerment, creativity, and the exhilarating journey of making a real difference in the lives of our clients. Join us and become part of a story that transforms aspirations into reality.

We believe that every candidate brings something special to the table, including you So, even if you feel that you’re close but not an exact match, we encourage you to apply.

To act as Commercial Director, Pen High Hazard Goods and Environmental Underwriting Team (HG&E UW) in the best interests of the Company. Accountable for the management and successful delivery of targeted budget metrics across the P&L and for driving sustainable year on year growth to achieve income and profit objectives by effectively managing the performance of the business.

Responsible for embedding a sales (New & Renewal) and customer centric culture across the team whilst maintaining tight underwriting discipline ensuring ongoing portfolio profitability.

As part of the HG&E Senior Leadership Team, ensure all teams are strategically aligned to win and retain business and that all of our products continue to be “best of breed” and are the envy of our competitors whilst also creating an environment where new revenue streams and product innovation are common-place.

Working with senior members of the business including the Pen Executive Team, where appropriate, to ensure the delivery of the Pen HG&E strategic and annual business plans. Adhere to company and regulatory requirements whilst appropriately meeting the needs of customers, the regulator, colleagues and US stakeholders.

Expected, but not limited, to support all compliance, HR, capacity negotiations and financial responsibilities and for promoting a strong internal partnering model across other trading and support functions. At all times a role model for The Gallagher Way.

Responsible for delivering positive Employee Engagement performance against agreed targets for direct reports in the HG&E Team.

Develop and Execute the Pen High Hazard Goods and Environmental Underwriting Strategy

• Work closely with senior leaders in the wider Pen HG&E Team to ensure the effective delivery of the Pen HG&E business strategy.
• Manage the business unit in conjunction with the Operations Director to ensure the business objectives are met.
• Monitor performance against plans and report on performance, any issues, and solutions to your manager.
• Seek out customer feedback to continuously improve the Pen HG&E UW business.
• Develop an understanding of the products and services offered by other Pen divisions.
• Build and maintain strong working relationships with key stakeholders to gain insight to the business and control environment.
• Communicate even ambiguous and complex information in a clear and impactful manner, making use of a wide range of communication channels
• Regularly meet with the MD Pen HG&E business to ensure divisional strategies are in line with the division’s dominant priorities.
• Develop a robust sales function that the business has faith in and that increases amount of sales as a percentage of revenue to the previous financial year.
• Drive forward growth through the strategic development of new product lines and new account opportunities.

• Build, lead and inspire a credible team to support and drive the business to exceed its financial targets: Sales, Lapses, Rate, and Loss Ratio
• Maintaining and enhancing the prospect database (Salesforce).
• Ensuring the provision of adequate data to provide meaningful analytics to drive product changes with carriers from Sales & Retention MI.
• Working with central services to ensure there is effective marketing strategy progressed for the HG&E UW business.
• Actively promote best practice by ensuring sales and marketing campaigns are cascaded effectively across the relevant stakeholders.
• Working with central sales field and telephone account management resources to ensure maximum exposure via our Broker database.
• Maximise company profits by ensuring all Employees and Brokers have a full and comprehensive understanding of the full range of specialist products and services
• Act as a role model for conducting business in accordance with the company ethos and values and comply with the laid down procedures, governance and controls.
• Enhance Pen's standing and presence by establishing and maintaining strong personal relationships with key directors and staff at the business units most important brokers
• Allocate underwriting authorities within the business unit and in conjunction with the Operations Director ensure acceptable standards are maintained by the implementation of a structured audit procedure.
• Oversee the application of rigorous technical underwriting standards, professional performance and ethical behaviour of the business unit.
• Carry out duties following internal policies and procedures in accordance with applicable laws, rules, regulations, good governance and Gallagher’s shared values, in particular, putting clients at the heart of our business.
• Attend trade related dinners, AGMs, trade shows, expos etc. in support of our trade association activity and sector dominance.
• Contribute willingly and enthusiastically as a team player, encouraging and supporting colleagues with the ultimate goal of the whole team to achieve the team’s business target.
• Lead and develop an engaged, highly competent team through the identification, acquisition and development of talent (internal and external), promotion of personal and professional development, effective team communication and robust succession planning.
• Report complaints effectively in line with the companies complaints procedure as outlined by the Professional Standards Manual
• Take all reasonable steps to comply with the AJG Professional Standards Manual in accordance with statutory requirements for the role with specific attention, but not limited to Managing Client information , Whistle Blowing, Treating Customers Fairly.

Portfolio Management

• Develops effective relationships with decision-makers in capacity partners.
• Ensures authority limits and underwriting controls are used effectively to manage exposure
• Monitors plans and uses operational controls to manage the maintenance and growth of a balanced portfolio

• Assesses, through monitoring and evaluation, whether underwriting standards are being met and make recommendations for improvement
• Recommends measures to reduce the impact of the market/underwriting cycle on own business area
• Monitors and manages delegated authority and scheme relationships to protect the risk portfolio and control risk exposures
• Analyses underwriting management data and identifies and takes action in relation to potential issues
• To ensure delivery of better than target loss ratios

Financial and Data Management

• In conjunction with the MD, Pen HG&E, develop the business plan and budget in line with business objectives
• Drive and deliver achievement in excess of the agreed target P&L metrics
• Ensure that any reporting units operate within budget requirements, adjusting where necessary in order to meet agreed commitments
• Present and report accurate and timely data to support the running of the business
• Ensure all team members adhere to a continuous improvement in data quality ensuring individuals take pride in the data entry in terms of accuracy and completeness.

Lead and Develop the Team

• Create and develop an inclusive, engaged, motivated and highly competent team through the identification, acquisition and development of talent (internal and external), promotion of personal and professional development, effective team communication and robust succession planning. Support the team to achieve optimum performance.
• Review engagement survey results and ensure appropriate actions are taken as required.
• Lead and/or participate in change programmes across the business finding creative ways to embed and adapt to change
• Ensure that clear objectives are set, regular individual performance reviews are carried out and that rewards are directly linked to behaviours and performance against objectives
• Through effective succession planning, seek opportunities to develop team members that could become future managers and leaders in the HG&E UW Team or within the wider business
• Effective resource planning through monitoring retention risks and promptly acting to mitigate these to avoid skill or knowledge gaps that could impact the business
• Ensure that recruitment and selection within is carried out in a fair and effective way

Risk and Governance

• Accountable for ensuring team members complete mandatory training, minimum continuous professional development (CPD) hours, annual performance reviews and goal setting
• Role model good conduct and ensure that any breach of the conduct rules are reported and appropriate action is taken

Qualifications

· Educated to degree level or equivalent, desirable.

· ACII or equivalent insurance qualification, desirable.

· 10 years relevant insurance experience

· 5 years in a senior leadership function

Technical Knowledge

· Extensive experience in the creation and implementation of sales & marketing strategy, ideally in an MGA, insurance broker or insurance company and specifically in commercial lines – property, liability and motor with premiums in the range £15,000 to in excess of £1m.

· Strong underwriting knowledge within a leadership remit for a line of business. Commercial Motor underwriting experience would be an asset

· Strong understanding of the key legal and regulatory framework governing insurances and the insurance market and how to work effectively within them to contain risks and achieve business objectives

Eligibility Requirements

• Eligible to work in the UK
• Ability to travel as required

Gallagher is Disability Confident Committed. We have pledged to make sure our recruitment process is inclusive and accessible, in addition to supporting our existing employees with any long-term health conditions or disabilities.

We understand that applicants may have disabilities, if you do, you may find some parts of the recruitment process more challenging than others. Don’t worry, we’re here to help, however, we can only do this if you let us know.

Should you require any reasonable adjustments with your application, please get in touch with TAGlobalSupport@ajg.com . If you’d prefer to speak on the phone, please request a call back, leaving details, so we get in touch.

Our employing entity, Arthur J. Gallagher Services (UK) Limited, is proud to be accredited as a Living Wage employer with the Living Wage Foundation. We are committed to diversity and opportunity for all and is opposed to any form of less favourable treatment on the grounds of gender or gender identity, marital status, civil partnership status, parental status, race, ethnicity, colour, nationality, disability, sexual orientation, religion/ belief, age and those with caring responsibilities.

If this sounds like somewhere you’d like to join, we'd love to hear from you