Head of Sales- Verisk Canada

Job Description

As a key member of the OPTA senior leadership team, the incumbent will be instrumental in contributing both passion and expert knowledge to achieve revenue and EBITDA targets by leading a team of execution and customer focused product and delivery specialists. Co‑leading the sales vision by acting as a technical expert and consultant to the sales team and customers, identifying how to leverage Opta’s assets, capabilities and products with the goal of converting solutions to revenue as quickly as possible. Reporting to the Managing Director, this Head of Sales plays a key role in long‑term strategic planning related to the organization’s sustainability while fostering an environment of higher performance.

Responsibilities

• Sales Operations
  • Identify, plan, lead and fulfill professional services opportunities and wins.
  • Plan, lead, deliver and use OPTA products, assets, and capabilities to ensure successful customer implementations (internal and external).
  • Collaboratively identify product enhancements and changes (Product Roadmaps).
  • Translate strategic plan into a plan of execution for Sales team(s).
  • Create sales strategies, product playbook, pricing strategies, templates, presentations, and tools to mature and increase sales team win rates and efficiencies.
  • Track, implement, regularly groom, and report sales pipeline and associated metrics.
  • Build, lead and manage relationships with suppliers and partners.
• Leadership
  • Lead sales strategies, planning and overall revenue attainment.
  • Lead and champion NPS through successful implementations of time and material‑based initiatives.
  • Mentor, inspire and challenge team and others to meet their full potential.
  • Help individuals within customer companies to succeed by delivering all projects on time and on budget.
  • Maintain strong relationship with Opta Operations and R&D, working collaboratively for company’s success.
  • Maintain strong relationship with all Verisk strategic business units, recognizing the differing market approaches.
• Financial Management
  • Ensure business targets and financial success are tracked and targeted against the business plan.
  • Analyze and control expenditures within budget.
  • Create detailed annual revenue budgets by customer along with well understood growth assumptions and product strategies.
• Sales Execution and Client Interaction
  • Ensure customer relationship management by establishing ongoing communication, customer satisfaction and face‑to‑face interaction.
  • Use consultative problem solving to create and customize solutions for clients.
  • Create strategy to service, maintain and increase volume of business currently being received from existing clients.
  • Negotiate, approve, and help close key customer accounts alongside assigned sales lead.
  • Participate in regular account reviews with sales team and continuous improvement mindset, identify trends and initiate creative strategies to improve service to the customer.
  • Proactively identify and sell new products and multi‑line opportunities.
  • Initiate both client meetings and prospect client meetings as required.

Qualifications

• Personal Impact
  • Possesses tactfulness and persistence with our customers while always acting with a sense of urgency.
  • Provides accurate information and creative solutions for customers while taking ownership of decisions.
  • Honors commitments and promises, maintains confidentiality and high standards of integrity.
  • Has a solid understanding and ability to articulate the business value of our offerings, with a deep understanding of our target industries.
  • Enjoys closing sales, enthusiastic and positive, influencing and energizing the team.
  • Works collaboratively with others to achieve goals.
• Relationships
  • Communicates positively to customers, provides positive expectations.
  • Bilingual in English and French is an asset.
  • Works collaboratively and positively with all departments.
  • Ability to identify and remove obstacles to success through clear communication with customer.
  • Is an advocate for the interest of both the company and customer.
  • Ensures the team understands what is required and how to do it.
  • Ability to move team toward desired goals.
• Strategy
  • Actively participates in the development of corporate strategy.
  • Understands the business, sees the big picture, and implements plans to meet corporate strategy.
  • Develops strategies for ensuring customer satisfaction and continued best‑in‑class services for our customers.
• Results
  • Develops complex action plans and executes smoothly and efficiently.
  • Breaks down complex issues into manageable components identifying root cause.
  • Prioritizes activities to sustain and advance growth and profitability.
  • Creatively generates effective business solutions to meet our customers needs.
  • Establishes action plans to address customer needs and concerns.
• Accountabilities
  • Operational effectiveness and efficiency – Managing Director.
  • Profit and Loss of Professional Services team – Managing Director.
  • Grow Professional Services by successfully deploying end‑to‑end business solutions.
  • Customer Service: Focused on increasing positive NPS across client base.
  • Quality: Providing timely and quality responses to customers.
  • Market: Understand competitive offerings.
  • Build a personal relationship with clients and understand their needs.
• Education, Knowledge, and Experience Required
  • University degree, related role.
  • Extensive leadership and technical sales experience.
  • Insurance certifications are an asset.
  • 8+ years of related and successful sales experience.
  • Proven track record in creating, managing, and growing an account portfolio.
  • Knowledge of underwriting, personal and commercial lines is an asset.
  • Strong presentation and communication skills.
• Key Deliverables
  • Build and lead Professional Services division in Opta.
  • Deliver end‑to‑end solutions for Opta customers.
  • Successful achievement of revenue targets for Opta Professional Services.
  • Successful delivery and execution of the Business Plan and annual budget.
  • Create a harmonious integrated strategy between Professional Services, Opta Stakeholders, and other Verisk divisions.

Benefits

Verisk invests in a benefits package for all employees that includes the following: Health Insurance, a Retirement Plan, Disability benefits, and a Paid Time Off program. We offer a competitive total rewards package that includes base salary determined based on role, experience, skill set, and location.

Equal Opportunity & EEO Statement

All members of the Verisk Analytics family of companies are equal opportunity employers. We consider all qualified applicants for employment without regard to race, religion, color, national origin, citizenship, sex, gender identity and/or expression, sexual orientation, veteran's status, age or disability. Verisk’s minimum hiring age is 18 except in countries with a higher age limit subject to applicable law.

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