Consultant - Healthcare and Risk

£37k + Car allowance + benefits
01 Feb 2012
02 Mar 2012
Contract Type
Full time, Permanent

Role Purpose
To maximise the available opportunity through the proactive management of an existing portfolio of both Healthcare and Risk clients in a professional and compliant manner, by developing internal and external relationships, the application of agreed processes and procedures, and the application of agreed account management techniques, whist at all times adhering to the principles of Treating Customers Fairly (TCF), including sourcing the most appropriate and cost-effective cover. The applicant will also be expected to develop cross-sell opportunities within this client base as well as generating an agreed level of self-generated new business.

A Typical Week
• Attend 3 - 5 client meetings per week to deliver; Mid-term, Pre-renewal or renewal reports
• Attend ad-hoc sales meetings to assist with new business / tender opportunities
• Finalising reports in a professional and compliant manner
• 1:1 session with Sales Manager
• Liaising with Sales Support / RAE’s to ensure all reports are completed in a timely and compliant manner
• Collate MI on all client activity ahead of quarterly meetings and 1:1’s
• 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 manage an existing portfolio of key accounts, both Healthcare and Risk
• To identify and follow through cross-sell opportunities within your portfolio in agreed time-scales
• To establish and build internal & external relationships
• To evaluate potential opportunities recommend appropriate resource using agreed business matrix
• To regularly communicate progress of client relationships in a timely manner to all relevant parties
• To establish customer needs through the application of agreed processes and procedures
• To review existing cover where appropriate and communicate any potential issues to customer
• To source, organise and negotiate the most appropriate and cost-effective cover with insures
• To prepare and present reports, including initial or renewal terms, in agreed formats and confirming customers understanding of the same
• To complete all agreed administration and reports accurately and within agreed time-scales
• To periodically review cover at agreed intervals, ascertaining any changes in customer’s needs and responding accordingly
• To report and record any customers “At Risk”
• 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)

• Business retention
• New business target
• Activity
• Cross-selling/product mix
• Adherence to agreed processes & procedures
• Identifying & following-up on new opportunities
• 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 pensions team

Personal Attributes

• Ambitious
• Analytical
• Attentive 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 communication skills
• Good influencing skills
• Good interpersonal skills
• Good organisational skills
• Good oral skills
• Good time-management skills
• Good written skills
• Competitor

Technical/Product knowledge

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

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.