Senior Director, Business Development, Aerospace at TRANZACT in Singapore, Singapore, Singapore

Job description

• Global Aviation & Space is a specialist team within WTW, providing insurance broking, risk advisory and client solutions across the airline, aerospace, general aviation and space sectors.
• Based in Singapore, the Head of Airline Sales, Asia for Global Aviation & Space will lead regional business development and production, creating leads, building a high-quality pipeline and converting opportunities into sustainable revenue across the Aviation & Space portfolio. It will also involve senior client advocacy and client servicing for major Asia based airlines and aviation companies.
• This is a client/prospect-facing role requiring frequent travel across the region and close collaboration with Global Aviation & Space and London colleagues to assemble the right expertise, deliver compelling propositions and secure successful client outcomes.

Responsibilities

• Sales strategy and lead generation
• Develop and execute a regional Aviation & Space sales plan aligned with global strategy and agreed revenue objectives.
• Identify priority sectors, countries, prospects, introducers and partnership channels across Asia.
• Generate and qualify leads through direct prospecting, referrals, cross-selling, market relationships, industry events and targeted campaigns.
• Maintain a disciplined pipeline showing opportunity value, probability, next steps, decision dates and accountable owners.
• Translate market intelligence and client insight into practical growth priorities and measurable sales activity.
• Production and conversion
• Lead prospect engagement from initial approach through discovery, proposition development, pitch, negotiation, appointment and onboarding.
• Personally produce new business and deliver agreed revenue, pipeline and conversion targets.
• Coordinate responses to tenders and requests for proposal, ensuring a clear value proposition and strong commercial discipline.
• Identify opportunities to broaden relationships across airline, aerospace, general aviation, space and relevant advisory services.
• Track sales performance and provide concise forecasts and reporting to regional and global leadership.
• Client, market and regional engagement
• Build senior relationships with prospects, clients, insurers, reinsurers, introducers and aviation and space industry stakeholders.
• Represent WTW at client meetings, market meetings, conferences and industry events across the region.
• Travel frequently across Asia and to other priority markets where this supports lead development, conversion or client outcomes.
• Maintain current knowledge of regional aviation and space trends, competitor activity, insurer appetite, capacity, pricing and emerging risks.
• Build WTW’s profile through targeted market engagement, partnerships and relevant thought leadership.
• Global collaboration and client outcomes
• Work closely with Global Aviation & Space, the London offices and regional colleagues to deploy the strongest team for each opportunity.
• Coordinate broking, claims, analytics, safety, risk advisory and product expertise to develop relevant, deliverable client solutions.
• Ensure clear ownership and handover from sales into placement, onboarding and ongoing client service.
• Share market intelligence, relationships and best practice, and actively transfer knowledge and support capability development across Singapore, wider Asia and London.
• Ensure opportunity, client, pipeline and revenue information is accurate, current and recorded in the relevant WTW systems.
• Conduct all activity in accordance with WTW policies, applicable regulatory requirements and authorised business processes, escalating risks promptly.
• Sales strategy and lead generation
• Develop and execute a regional Aviation & Space sales plan aligned with global strategy and agreed revenue objectives.
• Identify priority sectors, countries, prospects, introducers and partnership channels across Asia.
• Generate and qualify leads through direct prospecting, referrals, cross-selling, market relationships, industry events and targeted campaigns.
• Maintain a disciplined pipeline showing opportunity value, probability, next steps, decision dates and accountable owners.
• Translate market intelligence and client insight into practical growth priorities and measurable sales activity.
• Production and conversion
• Lead prospect engagement from initial approach through discovery, proposition development, pitch, negotiation, appointment and onboarding.
• Personally produce new business and deliver agreed revenue, pipeline and conversion targets.
• Coordinate responses to tenders and requests for proposal, ensuring a clear value proposition and strong commercial discipline.
• Identify opportunities to broaden relationships across airline, aerospace, general aviation, space and relevant advisory services.
• Track sales performance and provide concise forecasts and reporting to regional and global leadership.
• Client, market and regional engagement
• Build senior relationships with prospects, clients, insurers, reinsurers, introducers and aviation and space industry stakeholders.
• Represent WTW at client meetings, market meetings, conferences and industry events across the region.
• Travel frequently across Asia and to other priority markets where this supports lead development, conversion or client outcomes.
• Maintain current knowledge of regional aviation and space trends, competitor activity, insurer appetite, capacity, pricing and emerging risks.
• Build WTW’s profile through targeted market engagement, partnerships and relevant thought leadership.
• Global collaboration and client outcomes
• Work closely with Global Aviation & Space, the London offices and regional colleagues to deploy the strongest team for each opportunity.
• Coordinate broking, claims, analytics, safety, risk advisory and product expertise to develop relevant, deliverable client solutions.
• Ensure clear ownership and handover from sales into placement, onboarding and ongoing client service.
• Share market intelligence, relationships and best practice, and actively transfer knowledge and support capability development across Singapore, wider Asia and London.
• Ensure opportunity, client, pipeline and revenue information is accurate, current and recorded in the relevant WTW systems.
• Conduct all activity in accordance with WTW policies, applicable regulatory requirements and authorised business processes, escalating risks promptly.

Requirements

• Substantial sales, production or business development experience within aviation insurance.
• A strong track record of originating leads, building pipelines, winning new clients and delivering revenue growth.
• Strong understanding of the aviation and space risk landscape, insurance solutions and international market structures.
• Established relationships in Asian aviation, space, insurance or related commercial markets, with the ability to build new networks quickly.
• Credibility with senior clients, prospects, insurers, introducers and internal stakeholders.
• Strong prospecting, consultative selling, presentation, negotiation and proposal-development skills.
• Commercial judgement and a structured, data-led approach to pipeline management, forecasting and conversion.
• Ability to work effectively across countries, cultures, business lines and time zones, particularly with Singapore, regional, Global Aviation & Space and London teams.
• Strong business English; additional Asian language capability would be advantageous.
• Singapore-based and able to undertake frequent regional and international travel as an essential requirement of the role.
• High standards of organisation, integrity, confidentiality and regulatory compliance.
• ACII or an equivalent recognised professional insurance qualification is strongly preferred, together with any professional competence required for the role.

Skills

Required

• Sales
• Business development
• Lead generation
• Pipeline management
• Consultative selling
• Presentation
• Negotiation
• Proposal development
• Commercial judgement
• Data-led approach
• Forecasting
• Cross-cultural collaboration

Preferred

• Additional Asian language capability