Mark Blair is sales and marketing manager for specialist event insurer Insurex Expo-sure in Tunbridge Wells.

What does your role involve?

As sales and marketing manager I am responsible for the generation of new business and inquiries to the organisation and the management of the relationships with some of our existing customers. This is normally through face-to-face meetings, networking events and proactive marketing and communication to potential and existing customers.

How did you get to this position?

Since the age of 16 I have worked within the insurance industry for both a major composite insurance company and a large international broker. In each organisation I have gained experience and knowledge of the importance of relationships and giving the customer what they want. This role is a great combination of all of the experiences that I have had as it is a perfect opportunity to go and meet new customers as well as finding out ways to continue to help and support the existing clients.

What do you enjoy about your job? Are there any difficult areas?

I love the fact that I am constantly meeting new people and trying to meet all of their needs and requirements. The difficulty is that not all of the needs or wants are the same or, in fact, achievable. That is the challenge I enjoy.

What professional qualifications are useful in this career?

A sound knowledge of insurance is essential, which means that professional qualifications such as through the Chartered Institute of Insurance or the Association of Risk Management would be highly beneficial.

Are there personal qualities that help in this profession?

You cannot do this job unless you have first-class interpersonal skills. Communication, empathy and the ability to listen and interpret requirements, both verbally or in writing, are core skills you need. It is important to be a team player with the ability to gain commitment and energy from those around you, while also being a motivated self-starter. Passion and energy are equally important as you have to believe in the product and the service that you are providing. Finally, a good head for numbers is essential as any sales or development professional is judged on the figures that he or she is responsible for.

What would your advice be to individuals interested in following a similar path?

In my opinion, you cannot teach someone interpersonal or relationship management skills so if you are lucky enough to have these naturally then you are part way there. What I would say is that a core knowledge of insurance or a similar financial service is fundamental as your clients will expect you to know exactly what their needs are and how these can be met. I would recommend 100 per cent that if you have an interest in pursuing this career that you go forward as passionately as possible.

What kind of salary bracket does this career fall into?

This varies dramatically based on industry, location and experience. That said, you can normally command a basic salary of between £25,000 and £75,000, with additional benefits including bonus payments for good financial performance.