The posting
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.
Qualifications
- 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.
Equal Opportunity Employer
