Head of Commercials and Partnerships

7 months ago

Hong Kong, Hong Kong SAR China FWD Life Insurance Corporation Full time

About FWD Group

FWD Group is a pan-Asian life insurance business with more than 13 million customers across 10 markets, including some of the fastest-growing insurance markets in the world. The company was established in 2013 and is focused on changing the way people feel about insurance. FWD’s customer-led and digitally enabled approach aims to deliver innovative propositions, easy-to-understand products and a simpler insurance experience.

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Purpose

Lead, own, formulate and implement the commercial partnership ecosystem strategy for Omne by FWD to enable innovation and large-scale successful transformation for the creation of customer and business value across markets to achieve sustainable business growth and a market leading proposition.

Lead, manage, coach, collaborate and guide Group and Market teams to promote and expand the company’s commercial activity, managing and activating strategic partnerships that will generate revenue, increase customer engagement and customer retention.

Lead, manage, coach and develop a high performing team who can competently lead, execute and deliver the commercial partnership objectives, meet and exceed strategic and financial KPI's whilst encouraging and driving a culture of continuous learning and development through new ways of working and ideation.

Key accountabilities

Accountable and responsible to:

Lead and develop a high performing team to deliver best in class commercial partnership ecosystem which delivers customer satisfaction, customer retention and revenue growth in line with business plan targets, budget and KPI's. Design, develop, articulate, and implement the commercial partnership strategy and identify, onboard, and manage Omne feature/content provider partnerships as well as merchandise partnership for revenue generation leading to sustainable business growth. Ensure all legal contracts constructed are aligned to the best interests of FWD and with full compliance to contractual obligations. Oversee the Omne financial budget, financial planning and execution in a holistic manner to ensure full transparency and accountability. Lead, establish and manage the overall commercial arrangements and partnership activities with markets where Omne provides insurance servicing and claims management features including managing the financial budgets, revenue and collection. Design and implement Omne’s loyalty programme and value proposition that meets the objectives of improving FWD persistency, customer retention rates and enhances Omne user stickiness. Design and develop a viable value proposition for the Omne’s wallet that integrates with and enhances the value proposition of the Omne loyalty programme with the ultimate objective of improving user stickiness and customer engagement. Conduct market research and analysis and keep abreast of market trends and market conditions as well as understanding the requirements and needs of existing customers, to enable informed decisions and create detailed business plans on commercial opportunities (i.e. expansion, business development etc.) Develop and implement the go-to-market commercial strategies and monetisation activities to meet the goals and objectives of Omne to accelerate growth and monitor performance of commercial activities using key metrics. Develop and deliver commercially sustainable partnership business models and financial projections in-line with FWD Group’s ambition for Omne across user acquisition, user engagement and revenue generation. Demonstrate leadership to align, influence and obtain approvals / endorsement from senior leaders and stakeholders at Group Office and local markets for partnerships based on commercially sustainable partnership business models and financial projections. Oversee the company investment and cost on partnership solutions and proactively ensure these are accounted for in market budgets and business plans for ease of buy-in and execution. Collaborate and drive buy-in and adoption with markets of Omne as the platform of choice for insurance servicing and claims and negotiate unit transaction costs, with markets for transparency and oversee market billing for insurance transactions completed via the Omne platform. Serve as a leader to cross-functional/country programme team members and make timely strategic and tactical decisions to address sticking points that would impede programme delivery. Lead the engagement, commercial negotiations and contractual execution of commercial partnerships with various key external senior stakeholders at large corporate MNCs, regional mid-size companies and startups and build and nurture relationships. Provide valued thought leadership and insight on how to seize market opportunity and be successful in solution delivery that fosters a common language, set of best practices and cross functional capabilities to deliver results. Foster a culture of learning, sharing, commitment, collaboration and continuous improvement and delivery of customer value aligned with FWDs overall brand Vision and Strategy.

Qualifications / Experience

Bachelor or master’s degree in business or related. Minimum 15 years’ leadership experience in a senior regional or global role in legal, marketing, sales, financial modelling and commercial partnerships. Experience in designing, establishing and managing a sustainable commercial partnership ecosystem and delivering financial results and outcomes. Proven experience in leading and developing high performing teams with a diverse background and culture to maximise performance and productivity.

Knowledge & Technical skills

Comprehensive experience in developing and implementing strategic frameworks for standardised application across markets with successful implementation and tangible business and customer value outcomes. Comprehensive experience working in a dynamic and evolving business environment and demonstrated ability to transform business and people to deliver results for a large set up across different cultures. Strong commercial and business mindset with exceptional attention to detail. Excellent analytical and problem-solving skills when determining how best to commercialise a partnership that is win-win. Strong ability to demonstrate how a solution can solve customer and business problems and create sustainable long term value. Strong communication that is clear, concise and backed by data or industry references. Proven experience in leading, influencing, motivating and guiding markets to formulate management strategies aligned to strategic outcomes and company vision and monitoring effectiveness. Exceptional negotiation, stakeholder and influencing skills and the ability to motivate and earn trust with across senior and functional leadership in Group and markets. Demonstrated ability to collaborate with and influence diverse groups of senior executives that have expertise in different domains and at times conflicting agendas. Independent and able to drive initiatives to completion while also having sufficient awareness to seek support and steers where and when needed. A curiosity for emerging macro and micro trends with a proven track record to capitalise on them. Creative strategist with critical thinking and excellent organisational skills. Entrpreneurial mindset and excellent leadership skills. Enjoys networking and able to see and unlock hidden potential from commercial partnerships.

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