Age: 32
Calvin Gray is the sales director for a circa £300m-turnover specialty and wholesale division in RSA. Since he assumed the position early this year, the division is on pace to generate a significant underwriting profit for the RSA Group while achieving circa 5% top-line growth.
One of Gray’s aims while in this role is to achieve the success he had with RSA’s marine sales across UK and Europe from 2013, during which he was instrumental in turning around the sales strategy across all UK regions and five European markets, thus enabling the marine business to grow and perform strongly amid difficult market conditions. Gray also played an invaluable role in reshaping the marine business into a single cohesive unit – from having three different teams with their own specialisms and individual processes, the marine business is now identified internally and externally as a single London market marine unit and, subsequently, a single specialty and wholesale division.
As sales director, Gray has been key in driving a sales and relationship management ethos for RSA’s London market operations, which prescribes a holistic view of broker relationships and support across marine and specialty and wholesale units, and proper identification of portfolio penetration and appropriate leveraging. This has resulted in enhanced underwriter/broker relations and increased proactiveness on the part of RSA in seeking business with brokers.
Outside his regular work, Gray is a keen sportsman and has taken part in several fundraising activities, including the Great North Run and a Team Lifeboat Pull, where he and his RSA teammates hauled 37 tonnes to raise money for the Royal National Lifeboat Institution. As a leader, he is very supportive of RSA’s recently awarded chartered insurer status and encourages his team to take advantage of the training and study opportunities this presents.
