It was back in January that independent insurance broker Lockyers revealed a new board of directors amid ambitious growth plans. The roster includes sales director Shaun Mallia (pictured), who believes success is within reach given the right attitude.
Insurance Business caught up with the music-loving executive, who shares how his broking journey started, what he had to change within him, and where he wants to see Lockyers.
How did your insurance career begin?
My first role in the industry was as a 21-year-old working for Heath Lambert in Wakefield’s contact centre. Being totally honest I didn’t know for the first few years that this was going to be my chosen career. Like a lot of people working within the insurance industry, I stumbled across my career rather than knowingly chased it.
Contact centres like Heath Lambert’s (now Gallagher) are a launchpad for quite a few careers as many of my early colleagues are still working within the industry – some as underwriters, account execs, BDMs, etc.
Following your promotion to sales director, what goals or priorities have you set for yourself and for Lockyers?
Lockyers is a fantastic place with lots of exciting avenues for us to explore. I have been very lucky in my career to have worked with many inspirational people who have shown me what can be achieved with the right mentality and attitude. In my own mind I have some large shoes to fill if I am to push myself to emulate the success I have seen. Success in the industry is achievable.
My priority and main goal is to see Lockyers further elevated by leading a sales team focused on driving performance through delivering expert advice, personalised market-leading customer service, and a focused approach.
In your years in the industry, what would you say have been the most significant developments?
The biggest developments I have seen are how we can add value to clients via utilising technology. The speed of being able to action an enquiry or receive a quote is vastly improved by using systems such as Acturis. We at Lockyers offer each client a personalised online portal where they can receive help and advice covering all aspects of their business from HSE advice through to managing staff and all areas between.
In terms of challenges, what have been the biggest for you?
I alluded to this earlier in the interview in that I did not always view insurance as a career but as a job. Changing that mindset was the key to my development, the realisation that we are all responsible for our own journey and ensuring that if an opportunity arises then you step up and make the most of it. As a result I am challenged continually but even if I don’t notice at the time, retrospectively I enjoyed having the opportunity to develop myself.
If you were to leave insurance for another sector, which one and why?
Music has always been a passion of mine. If someone wants to pay me a decent wage and pension to listen to me strangle a guitar, then I can make myself available.
Name one thing your peers probably don’t know about you.
I have had a top 10 in the iTunes album charts with my band.