Role Overview
Reporting to the General Manager - Distribution, the Corporate Sales Manager will be responsible for all corporate business activities in General Insurance (GI) – Broker Channel, driving the achievement of set business targets, promoting profitable growth, and ensuring mutually beneficial business relationships with relevant stakeholders.
Key Responsibilities
- Drive Growth & Profitability: Develop and execute sales strategies to drive new business for GI - Brokers. Ensure profitability by managing loss ratios and expense ratios.
- Strategic Planning: Formulate and execute long-term and short-term strategic plans for the Broker channel in alignment with the company’s strategic objectives.
- Revenue Management: Chair weekly revenue meetings, setting clear goals for the broker channel and reviewing performance regularly to ensure targets are met.
- Credit Management: Implement and enforce the company’s credit policy by managing premium collections and prudent debtors’ management.
- Broker Onboarding & Training: Recruit new Brokers and ensure continuous training.
- Performance Tracking: Set annual sales targets for Business Development Officers (BDOs) and track performance monthly. Share progress reports with GM Distribution.
- Broker Engagement Plan: Develop and execute a robust Brokers engagement plan through daily visitation plans, customer solution presentations, hosting Brokers trainings, and appreciation meetings.
- Compliance & Risk Control: Ensure strict adherence to risk control and self-assessment checklists. Implement compliance measures across the Broker channel in credit management and distribution. Ensure all Brokers meet regulatory and internal compliance requirements before onboarding.
- Timely Quotation Delivery: Ensure quotations are delivered within the agreed turnaround times (TATs) to meet customer/Brokers expectations.
- New Business Development: Actively seek out new business opportunities within the broker channel to expand the portfolio.
- Cross-Selling Strategy: Support the Old Mutual Group Integrated Financial Services (IFS) strategy by collaborating with other Lines of Business within the group (Life, Investment, Health, and Banking) to drive customer and revenue growth through actively seeking cross-selling opportunities.
- Product Development & Review: Develop new product concepts for review and development by the technical committee and launch new products in collaboration with relevant departments and teams. Review existing products in view of market development and customer requirements and propose revisions for consideration.
- Team Leadership: Manage, train, and mentor Corporate section staff to achieve high levels of motivation and productivity.
Skills and Competencies
- Strong leadership and management skills.
- Ability to work independently and build effective interpersonal relations.
- Strong business acumen and insight.
- Professionalism in dealing with both internal and external customers.
- Effective written and verbal communication.
- Proficiency in use of computer programs.
- Aligns Execution: Planning and prioritizing work to meet commitments aligned with organizational goals.
- Manages Complexity: Making sense of complex, high volume, and sometimes contradictory information to effectively solve problems.
- Builds Effective Teams: Building strong-identity teams that apply their diverse skills and perspectives to achieve common goals.
- Ensures Accountability & Instils Trust: Holding self and others accountable while gaining confidence through honesty and integrity.
- Strategic Vision & Innovation: Seeing ahead to future possibilities and creating new ways for the organization to succeed.
- Drives Results & Customer Focus: Consistently achieving results and providing timely, cautious service to encourage client loyalty.
Qualifications and Experience
- 1st Degree in business or a related field.
- Progress towards ACII or equivalent qualification.
- At least 5 years' experience in the General Insurance industry in business development and/or marketing.
- Business management training.
