Specialist Risk Group Australia – PARTNER

Role Title: Partner

Career Level: Partner

Reporting Line: Managing Director [or Managing Partner]

Location: Australia

Role Purpose

Key Responsibilities

New business development

• Develop and execute a personal sales plan within the specialism, aligned to the business's target sectors, revenue goals and growth strategy.
• Engage actively with the SRG global network to receive, qualify and convert inbound leads and cross-border referrals into local opportunities.
• Prioritise rapid response to inbound leads and sales enquiries, owning them through qualification, meeting, proposal and conversion.
• Proactively chase new business in the local market across corporate, commercial and mid-market clients relevant to the specialism.
• Build relationships with key decision-makers, including business owners, CEOs, CFOs, finance directors, risk managers and boards.
• Lead sales opportunities from first meeting through to proposal, presentation, negotiation and appointment.
• Collaborate with internal wider broking teams and claims teams to design solutions that are commercially relevant and clearly differentiated.
• Maintain regular prospect contact through meetings, calls, events, market updates and thought leadership.
• Oversee Lumos CRM and pipeline management, ensuring strong user discipline, accurate opportunity tracking, consistent reporting, and clear visibility of sales activity and performance.

Referral partner management

• Build, manage and grow a structured referral partner network relevant to the specialism, including accountants, lawyers, financiers, private equity firms, consultants and other centres of influence.
• Create and own a clear referral partner plan, including target partners, contact frequency, mutual opportunities and expected referral outcomes.
• Maintain a referral partner register that tracks key contacts, relationship owner, meeting cadence, referrals received, referrals given, pipeline value and revenue converted.
• Hold regular meetings with priority referral partners to educate them on the business's capability, identify client opportunities and deepen the relationship.
• Develop tailored referral partner campaigns, including sector updates, joint events, client education sessions and co-branded opportunities where appropriate.
• Track the quality and conversion of referrals, not just the volume of introductions.
• Ensure referral partners receive timely feedback on referred opportunities and are kept engaged through the sales process.
• Identify underperforming referral relationships and either re-activate, re-position or exit them.

Pipeline and sales discipline

• Own accurate and up-to-date CRM records for all prospects, opportunities and referral activity.
• Track new business pipeline by source, sector, expected revenue, probability, next action and expected close date.
• Prepare regular sales reports covering pipeline movement, conversion rates, referral partner performance, new business revenue and lost opportunity reasons.
• Participate in sales meetings and provide clear updates on opportunities, blockers, upcoming pitches and support required.
• Ensure all sales opportunities have a clear next step, owner and timeframe.
  

Proposals, pitches and client conversion

• Lead the preparation of new business proposals, capability statements, tenders and pitch materials.
• Tailor each proposal to the client's risk profile, business objectives, industry and decision-making process.
• Present the business's broader capability, including insurance placement, claims advocacy, risk advisory, data, analytics and technology-enabled client service.
• Manage follow-up after client meetings and pitches to drive momentum and improve conversion.
• Support smooth onboarding of newly won clients, retaining ongoing relationship ownership as their Partner and ensuring commitments made during the sales process are clearly delivered.
  

Client servicing and relationship management

• Act as the senior relationship owner for an allocated portfolio of clients within the specialism, ensuring high-quality ongoing service, retention and growth.
• Manage global network clients operating in the local market and service the broader SRG network, acting as the local point of contact and coordinating with SRG offices to deliver consistent, joined-up service.
• Work closely with relevant internal leaders to mobilise technical and placement expertise for both new and existing clients.
• Lead annual renewals and programme reviews, identifying opportunities to improve cover, manage cost and deepen the relationship.
• Identify and convert cross-sell and up-sell opportunities within existing clients.
• Ensure service commitments and claims outcomes consistently meet client expectations, resolving and escalating issues promptly.
• Maintain strong client satisfaction, retention and revenue growth across the portfolio, including global network and broader SRG network clients.
  
  

Market activity and growth campaigns

• Represent SRG Australia at networking events, industry forums, client functions and referral partner events relevant to the specialism.
• Work with group level marketing to develop targeted campaigns for priority sectors and referral channels.
• Provide feedback on market trends, client concerns and emerging opportunities within the specialism.
• Identify opportunities to cross-sell additional services into new and prospective clients.
  
  

Thought leadership creation

• Develop and maintain a regular programme of thought leadership content including market updates, sector insights and practical risk commentary relevant to the specialism.
• Write and contribute to articles, LinkedIn posts, client alerts and whitepapers that position SRG Australia as a specialist adviser in its priority sectors.
• Work with marketing to build a content calendar aligned to renewal cycles, market conditions and sector developments.
• Present at industry forums, webinars, referral partner seminars and client briefings to build personal profile and SRG's presence in target markets.
• Use thought leadership as a structured prospecting tool, sharing relevant content with prospects and referral partners and following up to convert engagement into meetings and opportunities.
• Track content engagement and link thought leadership activity directly to meetings created, pipeline generated and revenue converted.
  

About You

• Tier 1 qualified Insurance Broker with deep construction insurance experience and strong technical credibility in the Australian market
• An established network across the construction sector and genuine, converted client relationships
• A track record of new business development and disciplined pipeline management
• The drive to build a specialism from the ground up, backed by global capability and support.
  

About SRG Australia

Specialist Risk Group Australia is a specialist commercial insurance and employee benefits broker focused on complex, high-stakes risks across a range of industries. We are part of the broader SRG Group - an international specialist platform backed by Warburg Pincus and Temasek - with presence in the UK, Singapore, Europe and Australia.

Difficult. Done Well.