Head of Mid-Market For a Large UK Insurer

The client, a major player in global insurance and reinsurance, had identified the UK mid-market as a critical growth opportunity following analysis by a global strategy consultancy. Despite strong broker relationships and market credibility, the client lacked a defined mid-market proposition. A newly created leadership role would be pivotal to shaping their entry into this competitive space, ensuring profitability and strategic alignment with global goals.

This project presented three significant challenges. The client had limited experience in the UK mid-market and required comprehensive insights to make informed decisions. There was also some ambiguity around the role. Without a defined job description or clear priorities, early recruitment efforts risked misalignment with strategic goals.

Finally, the success of this initiative hinged on attracting an exceptional leader while simultaneously articulating the client’s long-term commitment to the market. Damhurst’s dual role as a strategic advisor and executive search partner was critical to overcoming these obstacles.

• Framework: During the initial strategic advisory phase, we conducted a three-week research project, delivering market intelligence and shaping the market entry point and therefore the role’s framework.
• We identified success factors from leading mid-market operators and lessons from their strategies.
  OD & Pay structures: We presented actionable insights on organisational design, pay structures, and leadership incentives, aligning the client’s vision with market realities to give clarity and focus from the outset.
• Rigorous research defined our search process, during which we assessed 173 candidates across both insurance and non-insurance sectors.
• We developed a longlist of 26 candidates, prioritising 16 for client review.
• The longlist featured 53% female representation.
• We worked closely with the client throughout, providing guidance on candidate expectations, cultural alignment, and long-term leadership development.
• We integrated advisory insights into the search process, delivering a holistic solution.

• 50% of candidates came from an underwriting background, with 40% from operational or exposure management and 10% from distribution.
• We explored talent from real estate, municipal authorities, and not-for-profit organisations, alongside traditional insurance channels, to ensure industry diversity.
• Geographic distribution:
  • London: 69%.
  • Manchester: 12%.
  • Birmingham: 12%.
  • Liverpool: 7%.
• We identified a high-calibre female leader with a proven track record of building businesses and driving strategic growth.

The selected candidate brought exceptional vision and leadership qualities, seamlessly aligning with the client’s goals. Their energy, expertise, and charisma positioned them to build and execute a mid-market strategy that resonated across the organisation while driving cultural alignment and collaboration within a complex, matrixed environment.

The appointment inspired confidence among internal and external stakeholders, solidifying the client’s market entry. Feedback from the client highlighted Damhurst’s invaluable advisory support, which provided the foundation for long-term success beyond the immediate search process.