Head: SA Market Business Development - Santam Specialist Solutions
Johannesburg, Gauteng, South Africa
To build and maintain relationships with both national brokers and clients, representing all lines of business within Santam Specialist Solutions.
Assisting and having a positive impact on the various SS’s BU’s to achieve their SA business development strategies and deliver on their GWP targets via business retention and new business wins.
What will make you successful in this role?
- Lead collaboration between respective Specialist Solutions BU’s to identify key targets by means of cross selling from existing portfolios in line with set strategic objectives.
- Key renewals – promote business retention and packaging of Specialist Solutions offerings.
- Actively engage with all key supporting brokers, marketing the Specialist Solutions brand and highlighting our value proposition and differentiators.
- To build and manage relationships with insured clients across the group.
- Actively engage with Sanlam group networks and personnel to deliver on Sanlam/Santam group cross-sell opportunities.
Identify and deliver on targeted new business opportunities across the range of products/specialties.
- Drive growth and develop Broker portfolios and achieve budgeted sustained growth.
- Target new business and cross sell opportunities with focused strategy.
- Coordinate monthly and quarterly internal/cross division meetings to ensure alignment across the business units are on track and agreed.
- Identify new and cross sell business opportunities, pipeline management via systems.
- Maintain a working knowledge of targeted Industry groups and alignment of divisional U/W appetite for targeted segments.
By developing and maintaining relationships with Key Producer Partners, securing strong relationships with key business influencers within the Global & National Broker network.
- Develop and maintain an understanding and working relationships with Global & National Brokers.
- Facilitate current and new relationships at all levels with Producer Partners.
- Assist in formulating, implementing and co-ordinating a strategy to grow Santam Specialist Solutions presence across the country.
- Co-ordinate and proactively search for new business opportunities (across all lines of business).
Budget
- Assist Exec Head in preparing a budget for relevant business area that is in line with the overall company strategy for growth and financial sustainability.
- Adhere to the budget set and approved by Exec Management through the generation of income and the control of expenses.
Client and Marketing
- Develop and maintain relationships with brokers and clients at all relevant levels of their businesses.
- Drive visits between team and brokers to establish new relationships and maintain existing broker network.
- Conduct regular visits in the region with all brokers, particularly global brokers.
- Assist brokers in adopting Santam Specialist Solutions digital tools via group training and presentations.
- Attend industry functions, golf days etc.
Internal Communication and General Admin
- Inter departmental communication and information sharing.
- Liaise with underwriting teams across the provinces on new and renewal business.
- Produce monthly Ops reports and Quarterly Business Reports.
- Provide monthly feedback to Executive Head on:
- Broker visits
- New business written
- General feedback from market on quotes both competitiveness and Santam Specialist Solutions response time
- Market intelligence relating to people movement, products, competiveness of premiums
- Report back to Exec Head for the Business clusters on market developments/changes.
Qualification and Experience
- NQF 7 insurance or risk management qualification.
- Minimum of 10 years Broker and/or Underwriting engagement experience across Santam Specialist Solutions line of business, with at least 5 years of experience in a senior role.
- A proven sales and growth-oriented mindset.
- FAIS Compliance and RE5.
- Good understanding of insurance industry including the reinsurance market and the terminologies used.
- Sound technical understanding of product lines across Santam Specialist Solutions.
Skills
- Able to evaluate information from a variety of sources and solve problems.
- Good decision-making skills; able to consider the costs and benefits of various options and choose (and articulate) the appropriate one.
- Good communication and interpersonal skills; comfortable with phone and face-to-face complex discussions with underwriters, brokers and any other relevant stakeholders. Confident in negotiation and networking.
- Deadline focused; able to work under pressure to meet tight deadlines and able to organise own workload effectively to prioritise and delegate to meet service standards.
- Competent user of Excel, Word, Outlook and other Microsoft platforms.
- Operationally efficient; able to follow all process requirements.
- Presentation skills; able to present informally and formally for training (internal and external), marketing and renewal purposes.
Core Competencies
- Cultivates innovation - Contributing through others
- Customer focus - Contributing through others
- Drives results - Contributing through others
- Collaborates - Contributing through others
- Being resilient - Contributing through others
About The Company
Santam is the market leader in the general insurance industry in Southern Africa. We are a large, diversified, expanding and transforming company and whilst based in South Africa, we are rapidly moving into a number of emerging markets, both in Africa and Asia.
Our success is rooted in our passion for our clients and everything we do is centered on our delivery of Insurance Good and Proper. We’re about people. People drive our business so it follows that we want to recruit the best people possible whether they work for us permanently or for a short time as temporary employees.
At Santam we are committed to transformation and embracing diversity. This commitment is what drives us to achieve a diverse workplace with employment equity as a key goal to create an inclusive workforce, representative of the demographics of our society. In achieving our employment equity goals, we give preference to applicants from the designated groups in alignment with the Divisions Employment Equity targets.
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