Captive Business Development Manager/Consultant
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Key skills for this role
About the Role
Marsh seeks a Captive Business Development Manager/Consultant to drive new captive formation and growth opportunities across the region. The role involves originating new business, advising clients on captive solutions, and managing the end-to-end sales process.
Key Skills for This Role
Responsibilities
- Originate and develop new captive business opportunities by prospecting insureds, brokers, and advisors, and building a strong pipeline
- Advise clients on captive suitability, business case economics, and risk retention strategies in collaboration with actuarial, underwriting, and broking teams
- Prepare and present captive solution proposals, financing alternatives, and strategic recommendations to clients and internal stakeholders
- Manage the sales process end to end, including RFPs, term sheets, negotiations, and internal approvals
- Build and maintain strong relationships with brokers, consultants, TPAs, reinsurers, captive managers, and other key market participants
- Collaborate with global specialist teams, including actuarial, claims, tax, and legal colleagues, to ensure technical accuracy and readiness of deliverables
- Support senior management in defining and executing growth strategies for the captive insurance business, including market positioning and pricing approach
- Assist local domicile colleagues and the consulting team with the onboarding and end to end captive formation process, including regulatory approval, documentation, and ongoing management
Requirements
- Strong knowledge of captive insurance structures, including pure captives, group captives, rent a captives, and cell structures
- Proven commercial and financial acumen, with ability to develop business cases, assess P&L impacts, and understand cash flow and capital considerations
- Experience in sales, business development, negotiation, deal structuring, and relationship management
- Good technical understanding of underwriting, reinsurance, loss funding, and claims analysis
- Excellent communication and presentation skills, with confidence to engage senior stakeholders, C suite leaders, and Boards
- Strong project management skills and ability to coordinate multi disciplinary teams effectively
- Awareness of regulatory and tax considerations relevant to captive domiciles
- Willingness and flexibility to travel and represent the firm at industry events
- 5–10+ years of experience in insurance, captive consulting, broking, reinsurance, or risk management
Full Job Posting
Description
- We are seeking a highly motivated and collaborative professional to join our Captive Insurance Team, focused on driving new captive formation and growth opportunities across the region.
- This role is a key link between clients, brokers, and internal specialists, supporting the development of tailored captive solutions, managing the end to end sales process, and helping to expand our captive insurance business.
- This role will be based in Dubai, United Arab Emirates or Riyadh, Saudi Arabia.
We will count on you to
- Originate and develop new captive business opportunities by prospecting insureds, brokers, and advisors, and building a strong pipeline.
- Advise clients on captive suitability, business case economics, and risk retention strategies in collaboration with actuarial, underwriting, and broking teams.
- Prepare and present captive solution proposals, financing alternatives, and strategic recommendations to clients and internal stakeholders.
- Manage the sales process end to end, including RFPs, term sheets, negotiations, and internal approvals.
- Build and maintain strong relationships with brokers, consultants, TPAs, reinsurers, captive managers, and other key market participants.
- Collaborate with global specialist teams, including actuarial, claims, tax, and legal colleagues, to ensure technical accuracy and readiness of deliverables.
- Support senior management in defining and executing growth strategies for the captive insurance business, including market positioning and pricing approach.
- Assist local domicile colleagues and the consulting team with the onboarding and end to end captive formation process, including regulatory approval, documentation, and ongoing management.
What you need to have
- Strong knowledge of captive insurance structures, including pure captives, group captives, rent a captives, and cell structures.
- Proven commercial and financial acumen, with the ability to develop business cases, assess P&L impacts, and understand cash flow and capital considerations.
- Experience in sales, business development, negotiation, deal structuring, and relationship management.
- Good technical understanding of underwriting, reinsurance, loss funding, and claims analysis.
- Excellent communication and presentation skills, with the confidence to engage senior stakeholders, C suite leaders, and Boards.
- Strong project management skills and the ability to coordinate multi disciplinary teams effectively.
- Awareness of regulatory and tax considerations relevant to captive domiciles.
- Willingness and flexibility to travel and represent the firm at industry events.
What makes you stand out
- 5–10+ years of experience in insurance, captive consulting, broking, reinsurance, or risk management.
- Direct experience in captive formation, renewal, or advisory work.
- Experience working with brokers, captive managers, and multiple domiciles.
- MBA, master’s degree, or professional qualifications such as CPCU, ACII, ARe, CIRM, or captive specific certifications.
- Strong Excel modelling skills and familiarity with actuarial models and pricing tools.
- Proficiency with CRM systems such as Salesforce.
- Experience working with transaction documentation, term sheets, and RFP templates.
Why join our team
- We help you be your best through professional development opportunities, interesting work and supportive leaders.
- We foster a vibrant and inclusive culture where you can work with talented colleagues to create new solutions and have impact for colleagues, clients and communities.
- Our scale enables us to provide a range of career opportunities, as well as benefits and rewards to enhance your well being.
Workplace
- Marsh is committed to hybrid work, which includes the flexibility of working remotely and the collaboration, connections and professional development benefits of working together in the office.
- All Marsh colleagues are expected to be in their local office or working onsite with clients at least three days per week.
- Office based teams will identify at least one 'anchor day' per week on which their full team will be together in person.
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