Head of Commercial Partnerships

3 days ago

Hong Kong, Central and Western District, Hong Kong SAR China FWD Life Insurance Corporation Full time

About FWD Group

FWD Group is a leading pan-Asian life insurance business with a strong presence in 10 markets. Our mission is to change the way people feel about insurance by delivering innovative propositions, easy-to-understand products, and a simpler insurance experience.

Purpose

The Head of Commercial Partnerships will lead the development and implementation of our commercial partnership ecosystem strategy to drive innovation and sustainable business growth. This role will be responsible for managing and activating strategic partnerships to generate revenue, increase customer engagement, and retention.

Key Accountabilities

  • Lead and develop a high-performing team to deliver best-in-class commercial partnership ecosystem.
  • Design, develop, and implement the commercial partnership strategy and identify, onboard, and manage partnerships.
  • Ensure all legal contracts are aligned to the best interests of FWD and compliant with contractual obligations.
  • Oversee the financial budget, financial planning, and execution to ensure transparency and accountability.
  • Lead the establishment and management of commercial arrangements and partnership activities with markets.
  • Design and implement a loyalty programme and value proposition to improve persistency, customer retention rates, and user stickiness.
  • Conduct market research and analysis to inform decisions and create business plans on commercial opportunities.
  • Develop and implement go-to-market commercial strategies and monetisation activities to accelerate growth and monitor performance.
  • Develop and deliver commercially sustainable partnership business models and financial projections.
  • Demonstrate leadership to align, influence, and obtain approvals from senior leaders and stakeholders.
  • Oversee company investment and cost on partnership solutions and ensure transparency in market budgets and business plans.
  • Collaborate and drive buy-in and adoption with markets of Omne as the platform of choice for insurance servicing and claims.
  • Serve as a leader to cross-functional/country programme team members and make timely strategic and tactical decisions.
  • Lead the engagement, commercial negotiations, and contractual execution of commercial partnerships with external stakeholders.
  • Provide thought leadership and insight on how to seize market opportunity and be successful in solution delivery.
  • Foster a culture of learning, sharing, commitment, collaboration, and continuous improvement aligned with FWD's 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.
  • Entrepreneurial mindset and excellent leadership skills.
  • Enjoys networking and able to see and unlock hidden potential from commercial partnerships.

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