Client Solutions Director

Client Solutions Director

About Hartford Steam Boiler (HSB):

HSB, a Munich Re company, is a specialty insurer and risk solutions provider known for its industry-leading equipment breakdown coverage. We combine deep engineering expertise with cutting-edge technology to help clients prevent loss and ensure operational resilience. Our offerings include equipment breakdown insurance and other specialty coverages (cyber, EPLI, service line, home appliances), along with a suite of risk management services powered by 1,200 engineers and inspectors, IoT sensors, AI, and predictive analytics. HSB is redefining insurance by focusing on prevention-not just protection.

This role is part of our Custom Risk Solutions division, which focuses on the fast-growing segment of the P&C market, including E&S carriers, large commercial risk writers, MGAs, programs, and pools. The division manages over 100 client relationships and has ambitious growth goals.

About the Role:

The Client Solutions Director will be an integral member of a seasoned business development team. The primary objective is to integrate and deliver HSB's risk management services "Services"-including engineering, technology, and data analytics-alongside our reinsurance offerings to drive new business growth and enhance client retention.

Key Responsibilities:

• Collaborate closely with the business development team to lead the identification of client use cases, generate and nurture qualified leads, and drive sales opportunities. The goal is to lead the delivery of holistic solutions that maximize client value while enhancing HSB's economics and client retention.
• Use a consultative sales approach to uncover client challenges and needs. Lead Services teams by influence to develop tailored solutions and pitches, aiming to embed Services into reinsurance proposals.
• Partner with Services teams to design and implement proof-of-concept engagements, pilot programs, and long-term service agreements that may generate additional fee income beyond reinsurance premiums.
• Develop and execute go-to-market strategies for Services. This includes:
• Creating detailed execution plans in coordination with profit centers.
• Setting business development goals.
• Leading external marketing campaigns.
• Providing ongoing education for business development teams.
• Establishing standards and training for internal and external partners.
• Profiling clients to identify new opportunities.
• Serve as a liaison between the business and Services teams to communicate client needs and market feedback, ensuring that product development aligns with meaningful business outcomes.
• Collaborate with similar teams across other divisions to share best practices and leverage resources effectively.

Knowledge and Skills

The ideal candidate should possess as many as the following as possible:

Industry and Technical Knowledge

• Expert understanding of the property and casualty (P&C) insurance market, including E&S carriers, MGAs, and reinsurance structures.
• Expertise in risk management services, including engineering, IoT, data analytics, and predictive modeling.
• Developed knowledge of insurance product development and service integration strategies.

Sales and Business Development Skills

• Proven ability to lead consultative sales processes, from identifying client needs to structuring and closing complex deals.
• Experience developing go-to-market strategies and executing business development plans.
• Ability to generate and nurture leads, build client relationships, and drive revenue growth.

Strategic and Analytical Thinking

• Strong problem-solving skills with the ability to translate client challenges into tailored solutions.
• Experience with client profiling, market segmentation, and opportunity analysis.
• Ability to evaluate service effectiveness and provide feedback for continuous improvement.

Collaboration and Communication

• Excellent interpersonal and communication skills, with the ability to influence and collaborate across cross-functional teams.
• Experience acting as a liaison between business development and technical teams.
• Skilled in presenting complex concepts to both technical and non-technical audiences.

Project and Relationship Management

• Ability to manage multiple client engagements, pilots, and service agreements simultaneously.
• Strong organizational skills and attention to detail in planning and execution.
• Experience in long-term relationship management and client retention strategies.

Experience and Education

• Bachelor's degree preferably in Business, Engineering, Risk Management, or a related field; advanced degree or professional certifications (e.g., CPCU, ARM) are a plus.
• 7+ years of experience in insurance, risk solutions, or a related field, with a track record of success in client-facing roles.