Meet EMEA Sales Manager, Andre Santos

Starting a new position in a fast-paced business in the middle of a global pandemic should have been difficult. However, for Sales Manager Andre Santos, it has been an incredibly rewarding nine months as he continues to increase INSTANDA’s footprint across the EMEA.

We discover more about what brought him to the UK nine years ago and why he believes INSTANDA is a great place to satisfy his thirst for InsurTech solutions.

Andre, could you tell us about your role?

Well, I am responsible for developing INSTANDA’s commercial activity within the EMEA region. I liaise with prospective clients interested in exploring how INSTANDA can help them overcome specific challenges or bring new products to market quicker.

Showing potential clients how the platform works by way of a demo is also a big part of what I do, and the EMEA areas I am responsible for are Portugal, Spain, Italy and the Middle East.

What did you do before being promoted to Sales Manager?

I started at INSTANDA in 2020 as a Pre-Sales Technical Manager. I was the bridge between the Sales and the Solutions teams, performing demos on behalf of the Sales team and aligning client requirements to INSTANDA’s capabilities.

What was it that attracted you to the role?

I joined INSTANDA because I was drawn to the company itself. When I saw the job advert and then researched the business, I instantly knew I wanted to work there. After all, insurance and technology are passions of mine and why I came to the UK nine years ago. I wanted to work in the most developed insurance market in the world.

Being able to shape propositions and align client requirements to our own capabilities was something that fascinated me. The promotion to EMEA Sales Manager was a natural fit as I was already working with Karen North (Head of Business Development EMEA) on several projects. I find the global mindset of INSTANDA appealing, so I accepted the challenge to expand the company’s EMEA reach.

Can you recall a project you’re proud of?

I’ve been involved in so many projects (even in the space of nine months), but I am most proud of assisting Karen in opening our first Middle East account. There’s lots more on the horizon too, as we’re already in advanced conversations with other potential clients in the region.

What qualities do you feel have contributed to your success?

I think it helps that I have previously worked in corporate and global insurance environments. I also launched the first international operation of a start-up company in the UK (an online travel insurance distributor).

Apart from my professional background, the qualities that help me be good at what I do are; I am hard-working, able to multitask and draw on my cultural background and language skills.

What’s the best thing about working at INSTANDA?

It’s difficult to choose just one, but I would have to say the people. I’m very impressed by my colleagues’ attitude. They made a big effort to welcome me to the company, even though we were working remotely due to the pandemic.

It also helps that INSTANDA is a fast-paced company. As you know, I'm Portuguese and being able to target markets like Portugal and Spain is very important to me.

If a new colleague asked you for your words of wisdom, what would you say?

My best piece of advice would be to embrace INSTANDA’s culture, work hard, ask questions, and expose yourself to different parts of the business. You won’t regret it!

We know you haven’t been with us long, but do you have any stories to share?

The online company Christmas party will always stay in my mind. The activities were brilliant, and we were all given vouchers to use at an online food delivery company. To me, it represented what INSTANDA stands for. As a ‘freshman,’ it felt good to be treated in this way.