Consultant (New Business) - Healthcare and Risk

£35k + Car allowance + benefits
01 Feb 2012
02 Mar 2012
Contract Type
Full time, Permanent

Role Purpose

To maximise the available sales opportunity through the identification and acquisition of new business in a compliant manner. The successful applicant will work within agreed processes and procedures, whist at all times adhering to the principles of Treating Customers Fairly (TCF), including sourcing the most appropriate and cost-effective cover. The successful candidate will be able work alone unsupervised as well as in a team environment to ensure maximum closure rates are achieved and new business targets are met. Leads will be provided from a variety of sources, including telesales prospect databases, and other AFFS consulting teams. In addition, the candidate will also be expected to generate their own leads

A Typical Week 

- Follow up all SME new business leads with a view to obtaining a F2F meeting or a signed /LOR/ LOA 
- Manage the “lead journey” to ensure all leads are distributed in accordance with internal process and procedure 
- Attend 2/3 first “fact find/prospecting” meetings 
- Attend 2/3 2nd/3rd report/sales meetings 
- Finalising reports in a professional and compliant manner 
- 1:1 session with Sales Manager 
- Liaising with Sales Support /New Business Team to ensure all opportunities are maximised 
- Collate MI on all leads and pipeline opportunities ahead of monthly meetings 
- Attending internal meetings with other Alexander Forbes Business Units 
- Liaising with EBC’s, CRM’s and AM’s to ensure all Healthcare and Risk opportunities are recognised 
- Working with other AFH colleagues to ensure efficient use of time and resource

Key Tasks & Responsibilities 

- To establish and build internal & external relationships 
- To identify and follow through new business opportunities within agreed time-scales, resulting in the closure of new business 
- To evaluate potential opportunities recommend appropriate resource using agreed business matrix 
- To regularly communicate progress of new business opportunities in a timely manner to all relevant parties 
- To establish new customer needs through the application of agreed processes and procedures 
- To review existing cover where appropriate and communicate any potential issues 
- To source, organise and negotiate the most appropriate and cost-effective cover with insures 
- To liaise with operational management agreeing appropriate fee loadings in advance of finalising terms with clients 
- To prepare and present new business reports, in agreed formats and confirming understanding of the same 
- To complete all agreed administration and reports accurately and within agreed time-scales 
- To conduct appropriate client handovers to designated Account Managers after implementation 
- To identify and communicate opportunities for other AFFS departments 
- To gather any relevant market intelligence and share with colleagues 
- To support others within the team, including line-manager 
- To demonstrate professionalism and be an ambassador for the business at all times

Key Performance Indicators (KPI’s) 

- New business target 
- Activity 
- Cross-selling/product mix 
- Ratio of leads to new customers secured 
- Ratio of calls to customers secured 
- Adherence to agreed processes & procedures 
- Identifying & following-up on new prospects 
- Meeting deadlines 
- Meeting agreed communication protocols 
- Maintenance of customer records 
- Accuracy in all aspects of work 
- Compliance standards 
- Quality & quantity of pension referrals 
- Level of interaction with all internal Alexander Forbes teams

Personal Attributes 

- Ambitious 
- Analytical 
- Attention to detail/accuracy 
- Business acumen -
- Competitive 
- Customer focused 
- Empathy for others 
- Energetic 
- Entrepreneurial 
- Focused on personal development 
- Good appearance 
- Highly motivated 
- High degree of integrity 
- Literate 
- Numerate 
- Target driven 
- Team player


- Good influencing skills 
- Good communication skills 
- Good interpersonal skills 
- Good organisational skills 
- Good oral skills 
- Good time-management skills 
- Good written skills 

Technical/Product knowledge 

- Private Medical Insurance (PMI) 
- Group Life 
- Group Income Protection (GIP) 
- Critical Illness 
- Dental 
- International Pooling 
- Absence Management 
- Occupational Health 
- Travel 
- Flex Platforms 
- Cash Plans

Systems Skills 

- Microsoft Word 
- Microsoft Excel 
- Microsoft Outlook 
- Microsoft PowerPoint 

Experience & Qualifications

The ideal individual will have a number of years experience with a proven track record in a target driven sales role within the Healthcare arena (Group Risk and PMI). They will be able to demonstrate a sound knowledge of these products and the associated marketplace and should ideally have some formal financial services qualification, which might include GR1, IF7, FPC or equivalent.