SVP, Chief Client Officer - US Loss Adjusting and Platforms (Finance)

Working in partnership with the existing team, the SVP Client Solutions will be expected to deepen relationships with prospective and current customers and brokers, drive both expansion and penetration of our offerings/services across our markets through new business development, drive efficiency/automation/digital connectivity with our clients and develop/deepen sales organization talent. In addition, this role will work in partnership with senior leaders across the broader US Crawford Loss Adjusting and Platforms structure.

This position will lead a strategic focus on designated market segments, manage and set objectives for their team, and advise on overall sales performance. They will plan, implement, and direct the sales activities for their sales team and participate in sales/liaison calls on potential major clients as needed.

Additionally, they will support the development of all products and services; promote quality improvement in delivery of services to assure continued use of Crawford services by clients; and develop sales agreements for new services to prospective and existing clients. Success for this role is defined by the overall success of the sales team in achieving their revenue growth and client retention goals.

• Bachelor's Degree in related field is required
• Master's Degree is preferred
• 10+ years of experience in sales, account management and/or business development
• Demonstrated track record of successful sales and sales strategy
• Previous Account Management experience preferred
• Previous experience in a sales environment
• Previous experience managing, supervising, or delivering services required by clients
• Previous experience with delivery of claims handling and sales product services and/or supervising those that do.
• Products: Deep understanding of new and existing property and casualty claims across the field, desk and digital spectrums.
• Strategy: Understand competitive market trends in the delivery and distribution of products and leveraging technology to a competitive advantage. Ability to provide a competitive advantage for Crawford in the marketplace.
• Leadership: Track record of owning budget and financial growth plans, leading large teams and encouraging and enabling professional development to ensure the existence of a strong succession pipeline. A thought leader who enjoys working in a highly collaborative, matrixed environment.
• Change Agent: A business builder who has experience in leading change resulting in successful transformations. Possess analytic and strategic skills with an ability to resolve complex technical and business challenges to achieve profitable growth.
• Executive Presence: Must have the stature/gravitas to establish a strong network within Crawford, as well as the broader insurance industry. Excellent open communicator who can set clear objectives and drive organizational performance and accountability in partnership with senior management.
• Excellent working knowledge of general insurance and risk management principles, terminology, customs and practices.
• Skills in developing new sales leads, proposal preparation, and negotiating techniques.
• Ability to effectively present information and respond to questions from all levels within an organization.
• Excellent verbal and written communication skills

Description

% of Time Spent

1. Sales & Business Development Strategy

• Dedicated and committed to executing One Crawford market approach.
• Visualizes future market opportunities and navigates the industry landscape proactively in anticipation of regulatory changes and market indicators that may affect the strategy. Strengthens/expands industry relationships.
• Develop and execute the market strategy representing all of Crawford's capabilities that are relevant to the applicable market segment.
• Drives a best-in-class RFP response process to improve Crawford's probability of success in tender competitions.
• Supports the development of sales plans for national, regional and key accounts, promoting and representing Crawford brand image and services to prospective and existing clients.
• Develops and executes a long-term strategic plan to advance the company's mission and objectives and to promote growth both organically and through acquisition, where applicable.
• Serves as a principal representative within the industry, builds strategic relationships with other industry leaders and provides hands-on participation in major strategic sales and marketing opportunities. In collaboration with the leadership team, develops and executes a strategic plan aimed at producing consistent and profitable growth.
• Actively collects and shares market feedback and intelligence and amplifies the Voice of the Market within the organization.
• Engages with customers and shares issue resolution opportunities with Crawford Operations, when customer assistance is necessary.
• Continuously evaluates client needs and cross selling opportunities.
• Promotes business relationships with decision makers across all customer segments.
• Serves as the facilitator to assist customers in engaging with the subject matter expert with respect to the array of support functions within the corporation needed to effectively deliver on customer expectations.
• Maintains awareness of market products, services, and packaging of products.
• Provides management oversight to ensure accurate information is maintained and updated in the company's Salesforce.com application and operating systems.
• Drives individual and team performance to meet and exceed quotas and goals.
• Participates in special projects as needed.

2. Sales & Business Development Leadership

• Builds upon Crawford's existing customer-focused culture and instills best practices. Focuses on inspiring and motivating the sales team, articulating responsibility, and delegating authority to execute the vision.
• Collaborate with other sales leaders and operational leaders domestically and globally as required to represent all Crawford products.
• Provides training necessary for direct reports' success from sales and negotiation skills to product knowledge.
• Attracts and develops the best people in the industry; builds out an advanced operational and marketing structure capable of supporting future growth by establishing documented, measurable, predictable and continuous improvement standards and operating principles.
• Leverages the sales team's industry expertise and operational effectiveness. Ensures the sales team achieves growth objectives and effectively functions as a team.
• Provides feedback, support and coaching to sales team.
• Delegates responsibility for customer accounts to sales team.
• Participates with planning for sales team training and contributes to the development of sales presentations and reports.

3. Upholds the Crawford Code of Conduct.