Head of Sales: Centurion
Role Purpose:
To effectively manage the sales operational areas in terms of people, resource allocation, budgeting, systems, and processes to ensure achievement of strategic objectives and targets.
Responsibilities and work outputs:
Strategic:
- Set operational strategy in conjunction with Executive of Sales, Services and Distribution
- Implement, drive, measure, monitor and achieve strategic objectives and targets
- Track and monitor the key performance areas of the Sales functions
- Identify, develop, and execute on best operating practices
Revenue Growth:
- Increase sales revenue by achieving or surpassing sales targets and quotas, identifying new sales opportunities, penetrating existing markets, and expanding into new markets.
Operational Management:
- Effective use of Management Information to manage the Sales Operational areas and to identify opportunities, risks, trends and possible areas of cost savings and efficiency improvements
- Proactive assessment of future departmental needs
- Regular on the floor involvement and communication with staff is encouraged to facilitate operational problem solving and development of processes and procedures.
Risk Management:
- Identify potential risks and challenges that could impact sales performance, such as changes in market conditions, competitive pressures, or regulatory issues.
- Develop contingency plans to mitigate these risks and ensure continuity of sales operations.
- Actively looking at ways to drive and improve efficiency and productivity
- Implement, manage, monitor, and measure efficient, effective, and consistent workflows and processes
- Maximize gains and minimize claim costs.
- Identifying enhancements for current processes and systems through innovation and ensure that they are executed on.
- Identify, manage, and monitor risks within the department
- Ensure best practices in minimizing risk and compliance with policies and procedures to contain risk
- Manage the Sales Operational areas within the regulatory environment (Treating Customer Fairly, FAIS Act, Short Term Insurance Act, Policy Protection Rules etc.)
Sales Process Optimization:
- Continuously improve sales processes to increase efficiency and effectiveness, streamlining sales workflows, implementing sales automation tools, and analyzing sales data to identify areas for improvement.
- Regularly analyze sales data to identify trends, opportunities, and areas for improvement.
Staff:
- Leading and developing staff to ensure high levels of productivity and performance
- Ensure a high level of staff morale
- Pay for Performance Models in place in the areas where it is applicable and regular review of the appropriateness and effectiveness of such a model together with the Actuarial team.
- Ensure that continuous communication takes place with staff with aim of improving their understanding of the PFP models.
- Performance Excellence Reviews conducted and recorded bi-annually with all staff
- Performance Dialogues held regularly, both formally and informally.
- Non-performance issues investigated and resolved speedily.
- Incentive programs in place and applied consistently
- Non-adherence to Company values, ethics and codes strongly actioned
- Ensure focus on EE, diversity, and retention issues
- Ensure disciplinary code/matrix in place and in use
- Ensure recruitment in line with EE focus and resigned staff replaced speedily (where relevant) by recruiting and appointing the right staff, at the right time, for the right position
- Ensure that training (informal and formal) is encouraged and supported opportunities for staff development proactively identified and recommended coaching opportunities identified and frequently utilized
Relationship Management:
- Problem solving assistance provided to staff within a reasonable timeframe
- Monitoring of effective communication processes in place
Customer Relationship Management:
- Strengthen relationships with existing customers to drive repeat business and customer loyalty, implementing customer relationship management (CRM) systems, establishing customer feedback mechanisms, and providing exceptional customer service.
- Foster a culture of collaboration, accountability, and continuous improvement within the sales organization.
- Intervention, where appropriate, to ensure effective critical problem resolution.
- Decision-making after appropriate consultation and within appropriate mandate
- Position of related stakeholders considered.
- Clear justification for decisions
- Decision making for the Organizational/Departmental good.
- Maintain relations with external parties who add value to the specific department.
Financial Discipline:
- Development of Department budgets in line with strategic vision
- IDU budget monitored on a monthly basis and variances in budget questioned and evaluated
- Assessment and approval of budgetary expenses requests from staff
Customer and Broker Service:
- Manage client and broker complaints and handle the most complicated customer/broker complaints
- Effectively addressing problems or trends identified in analysing complaint feedbacks received from clients and brokers
Experience and Qualifications:
- Bachelor’s Degree / Advanced Diploma relevant to Industry
- At least 5 years' experience at a middle management level, specifically in a short-term insurance sales environment
- Leadership or Management studies/ qualification advantageous
- FAIS representative (Must have completed all relevant RE exams)
- 18 CPD (Continuous Professional Development) points
#J-18808-Ljbffr