Director, Agency Proposition

Prudential’s purpose is to be partners for every life and protectors for every future. Our purpose encourages everything we do by creating a culture in which diversity is celebrated and inclusion assured, for our people, customers, and partners. We provide a platform for our people to do their best work and make an impact to the business, and we support our people’s career ambitions. We pledge to make Prudential a place where you can Connect, Grow, and Succeed.

The Mission of the Distribution Business Generation & Lead Management is to make a difference with our customers and distributors by ensuring that everything we invest in is to help our distributors, in particular, our agency force grow their business in line with our Prudential Values.
We do this by providing actionable insights on our distributor's performance and ensuring that we are investing and spending on the right areas that drives the business. We also do so by ensuring that our distributors are supported well.

Position overview:

 

We are seeking a Director, Agency Proposition to join our Group Agency Distribution team, Business Generation division. The successful candidate will be responsible for developing and articulating a compelling value proposition for our agents, defining training requirements for success, simplifying underwriting rules, and enhancing agents’ chances of sales closure. The ideal candidate should have a deep understanding of the insurance industry, excellent communication skills, and the ability to drive business growth.

Key responsibilities:

Strategy & Agency Force Proposition Enablement

·         Ideate, design and develop new, innovative customer acquisition models and solutions that offer new sales opportunities and value propositions that forges a long-standing relationship with our customers and distributors whilst meeting Prudential organisational goals.

·         Develop a clear and concise value proposition that resonates with agents, communicating how our organization's products and services can help them grow their business and meet their clients' needs.

·         Conduct a training needs assessment to identify knowledge gaps and skill requirements for agents, informing the development of targeted training programs that address specific pain points (product knowledge, sales techniques, and industry regulations) as well as business objectives

·         Develop persona-specific support and resource packages that address the distinct pain points and goals of each agent segment, including customized training, marketing materials, and sales enablement tools.

Agency Segmentation strategy

·         Design and work with Analytics team to conduct agent segmentation analysis in order to identify distinct personas based on factors such as customer persona, product focus, and sales strategy, creating tailored profiles that capture agents’ unique needs and preferences.

·         Establish a personalized engagement approach that recognizes the diverse needs and preferences of each agent persona, fostering stronger relationships, improving communication, and enhancing overall agent satisfaction and loyalty.

Efficiency & Excellence Leveraging Technology:

·         Identify potential points of streamlining and assist campaign owners to address and implement solutions to maximise effort.

·         Work closely with underwriting teams to streamline and simplify underwriting rules, eliminating unnecessary complexity and reducing the number of exceptions, making it easier for agents to understand and apply the rules.

·         Develop templatised products and processes that can be easily tailored to specific customer needs, reducing the time and effort required to issue policies and enabling agents to focus on high-value activities like sales and customer advice.

·         Leverage on technology to enable agents to easily select and customize products, automatically generating policy documentation and reducing the need for manual underwriting, resulting in accelerated sales closure and improved customer satisfaction.

Regional Collaboration & New Ways of Working (NWOW):

·         Build, maintain and manage long-term relationships with regional counterparts to enable cross-territory learnings.

·         Hands-on with the sales force and able to understand and drive their adoption and enhancement of Business Generation

·         Close collaboration with key stakeholders to ensure robustness of value propositions – financially viable, operationally feasible and socially desirable for sustainable growth.

Qualifications and Experience:

·         Bachelor's degree or equivalent practical experience

·         Minimum 10 years of relevant experience in Strategy, Management Consulting, Project Management

·         Knowledge of the Financial / Insurance industry, having worked with a sales force / distribution team

Critical Capabilities:

·         Possess a strong strategic and business acumen, good understanding of insurance, marketing/sales and actuarial science.

·         Ability to work and thrive in a fast-paced, rapidly changing work environment

·         Experience with strategic projects, cross-functional stakeholder management, and project management

·         Ability to communicate effectively across multiple levels, including cross-functional teams and executive leadership

·         Ability to be collaborative and navigate ambiguity

·         Excellent presentation deck-building as well as written and verbal

·         Excellent business acumen, problem solving, and analytical skills

 

Prudential is an equal opportunity employer. We provide equality of opportunity of benefits for all who apply and who perform work for our organisation irrespective of sex, race, age, ethnic origin, educational, social and cultural background, marital status, pregnancy and maternity, religion or belief, disability or part-time / fixed-term work, or any other status protected by applicable law. We encourage the same standards from our recruitment and third-party suppliers taking into account the context of grade, job and location. We also allow for reasonable adjustments to support people with individual physical or mental health requirements.