Department: Commercial


Overall objective:

To manage develop and grow a book of business of existing clients including cross selling and upselling, whilst ensuring full FCA compliance, including full compliance to government requirements to the Coronavirus.

To generate revenue for the business and ensure a quality service is provided to all clients in accordance with their needs and requirements. Identifying new business opportunities and delegating those to the appropriate areas of the business, to enhance performance of F R Ball.


Key Performance Indicators:

  • Ensure all Key Performance Indicators are achieved (new business, renewals, cross selling, renewal/retention ratio and overall profitability) and are attained compliantly with FCA regulation.


Commercial and Personal business:

  • Ensure accuracy, efficiency and professionalism when dealing with both client and insurer:
    • Prospect new leads by way of referral
    • Client visit/initial contact/ Zoom or Teams meeting
    • Identification of needs
    • Negotiation and presentation to insurers in order to secure most appropriate cover for the client
    • Presentation of recommendations and cover to the client
    • Closing the sale and ensuring cover is on risk
    • Securing cross selling business, upselling where identified as a requirement for the client and referrals
    • Ensure all referrals for personal lines passed to the team for their quote and binding.
  • Monitor own sales performance in line with targets and effectively manage the client portfolio
  • When transacting business, be conscious of profitability to both the underwriters and the brokerage, and costs of client handling (including the scheduling of client visits).
  • Ensure all business activity fully complies with FCA regulation and company procedures as detailed in the Conduct Polices and Guides to Best Practice.
  • Handle any complaints in accordance with regulation, the Company’s Conduct Policy and Guide to Best Practice.
  • Conduct learning, training and assessment exercises in accordance with the individual T&C scheme applicable to you. Identify further areas for development as required.
  • Achieve and maintain a high level of customer service and promote exceptional customer care standards at all times.
  • Develop and maintain a professional working relationship with all clients and ensure expert advice in all areas of business.
  • Liaising with the Account Handler and Account Executive when applicable, working with the team to highlight areas of improvement to enhance the whole client experience at F R Ball.



  • Be aware of the contents of the company’s Guides to Best Practice and ensure a full understanding of the following subjects, as a direct relation to the role. Ensure full compliance to the procedures contained within the Guides
    • Commercial business
    • Consumer business (if applicable)
    • Consumer Credit
    • Complaints
    • Contract Certainty
    • Errors & Omissions
    • Training and Competence
    • Conflicts of Interest
    • Treating customers fairly
    • Whistle Blowing
    • Financial Crime
    • Data Security and General Data Protection Regulator
    • Record Keeping
  • Ensure compliance to the company’s employment policies and procedures as contained within the Employee Handbook.
  • Ensure compliance with the Individual Conduct rules and Conduct policies.
  • Ensure all other company practices and procedures are followed and adhered to.
  • Where appropriate take responsibility for meeting the reporting requirements of the FCA
  • Where required ensure staff are adhering to FCA compliance. Perform regular file and sales audits.


Treating Customers Fairly:

  • All employees are responsible for engaging with the senior management of the firm in ensuring that our customers are consistently treated fairly and for observing all of the firm’s TCF procedures.


Professional development:

  • Conduct learning, training and assessment exercises in accordance with the individual T&C scheme applicable to you. Identify further areas for development as required.
  • Attend supervision sessions, team and management meetings as appropriate.
  • Attend in house training and external training courses as agreed.



  • Develop and maintain effective and valuable relationships with insurers and underwriters for the benefit of the company and its clients.
  • Comply with the administration requirement of any given insurer.
  • Assimilate all company literature circulated by the firm or its agencies.



  • Ensure personal data (client and employee) is secure, held and properly utilised in accordance with the principles of the Data Protection Act (2018) and Company policies.
  • Work at all times within strict confidentiality guidelines and the principals of the Data Protection Act (2018) and Company policies.
  • Report any potential breaches, including weaknesses in current systems, to Paul Wadsworth.



  • Prioritise all client communication and ensure it is actioned in a timely way and in accordance with company procedures.
  • Maintain all computer and paper files in accordance with company standards (which should be fully compliant with FCA).



  • Ensure the Health and Safety manual is followed. Ensure the office is kept clear and presentable, clear of obstructions at all times, ensuring that all deliveries, parcels, post and messages are given to the appropriate person promptly.
  • Undertake any other reasonable duties as directed by your line manager.


Person specification:

1. Knowledge / experience


  • Extensive knowledge of most commercial products
  • Previous experience working as an Account Executive role or Senior Account Handler role in a similar broking environment
  • Experience of dealing with clients at face to face meetings, Video Calling and over the telephone
  • Building strong and sustainable working relationships
  • Experience of delegating work to/supervising an Account Handler
2. Skills / ability
  • Proven track record in sales and achieving growth in commercial insurance
  • Confident and expert communicator
  • Self managing and ability to organise own workload
  • Effective diary management
  • Acturis user experience
3. Qualification / education / training
  • Cert CII qualified, working towards or motivation to qualify
  • Diploma in Insurance
4. Other requirements
  • Satisfy all pre-employment checks required for the role including criminal records and credit check.
  • Full driving licence
  • Motivation and passion for the role
  • Access to own car for business use


The above list of duties and responsibilities is not exhaustive and you are obliged to agree within reason to undertake other duties over and above those listed.

This job description may be reviewed and subsequently amended to better reflect any changes in the role.

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