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Head of Customer, Distribution & Market Development (Commercial Insurance)


Job Summary:

You will apply your professional knowledge and expertise to deliver effective Broker Management (including strategic agreement), Customer management, Pipeline Management and Marketing within Commercial Insurance Hong Kong. 



Job Accountabilities:

  • Act as Zurich General Insurance / Commercial Insurance key contact for preferred brokerage firms in Hong Kong, in accordance with ZHK’s distribution management strategy
  • Understand broker needs, business model, value chain and business strategy
  • Ensure clear communication of Zurich’s capabilities, organization, strategy and appetite to the assigned brokers
  • Develop and monitor annual, broker specific and strategic business development plans with specific KPI’s to be agreed with broker
  • Support, coach and train market facing colleagues who have been assigned to key customers and prospects
  • Collaborate with share service team to deliver Marketing initiatives to ensure a consistent Zurich Customer Experience / Value Proposition
  • Work with market facing colleagues to drive key sales and underwriting KPI’s - retention, new business, conversion ratio, quote ratio, hit ratio, product density and commission ratio


Job Qualifications:

  • University degree or Business Qualification, preferably Professional Insurance related qualification with minimum 5 years of relevant business experience preferably including engagement with corporate customer relationship
  • Experience of dealing with large and multinational companies
  • Strong understanding of International Insurance markets and global insurance programmes
  • Regional knowledge and/or experience
  • Sound commercial acumen – an understanding of sales cycles and core sales processes
  • Ability to build ongoing long term relationship based on mutual trust and confidence with all levels of the management, customers as well as brokers
  • Excellent negotiation, influencing and selling skills – internal and external
  • Strong understanding of technical underwriting by Lines of Business and servicing multinational insurance programs
  • Strong presentation and communication skills
  • Proficiency in English & Chinese


Are you interested in working for a company that values its people and put's its customers and employees at the heart of everything we do? Are you looking for growth opportunities beyond simply a career? Then Zurich could be just the place for you!


Our people are the heart & soul of Zurich. Together we are committed to delivering on our purpose - Let’s Create a Brighter Future Together! 

Our ambition is to become one of the most responsible and impactful businesses in the world. To get there we hire and develop the best talent available. With Zurich, you can expect to work on challenges that will help you grow and to collaborate with a diverse and inclusive global team. 

People are Zurich’s most important asset. Their varied skills, perspectives and experiences drive innovation. And they reflect the breadth and diversity of our customers, suppliers, communities and investors around the world. We are committed to attracting and retaining talented individuals from a variety of backgrounds and experiences. Zurich does not discriminate based on race, ethnicity, religion, national origin, sex, gender expression, gender identity, genetic information, age, disability, protected veteran status, marital status, sexual orientation, pregnancy or other characteristics protected by applicable law. 



  • Location(s):  HK - Hong Kong

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