Regional Business Development Manager

Let's Write Africa's Story Together!

Old Mutual is a firm believer in the African opportunity and our diverse talent reflects this.

Job Description

• Purpose: 
• Lead implementation and execution of a business development strategy to support growth and business development to enhance the organisations presence and reputation within the general insurance industry. Manage key internal and external relationships across the broker, intermediary and customer market to drive the organisations multi-product / multi-channel initiatives to achieve the organisations business plan targets.

Responsibilities

• Leadership and Direction: Identify and communicate the actions needed to implement the function's strategy and business plan within the business area or department; explain the relationship to the broader organization's mission, vision, and values; motivate people to commit to these tenets and do extraordinary things to achieve local business goals.
• Customer Relationship Management / Account Management: Develop and implement relationship management plans for complex existing customer accounts to identify and build relationships with relevant decision-makers and influencers within the customer organization and to enable effective two-way flow of information and resolution of issues. Manage ongoing relationships with identified customer segments to ensure their needs are met, providing themes, summary analyses, and recommendations for changes based on customer input.
• Sell Customer Propositions: Configure a complex product-and-services solution and associated contractual terms that meet the customer's mid- to long-term needs, taking input from relevant internal specialists. Present the solution to customer representatives and negotiate agreement within a predefined range of commercial parameters, or, alternately, review sales proposals from team members and authorize those that deviate from standard terms, escalating issues to senior management where appropriate.
• Sales Opportunities Creation: Develop a personal network within the business sector and represent the organization at business sector events. Obtain market intelligence and enhance the visibility and reputation of the organization, its products, and its services.
• Performance Management: Manage and report on the performance of a substantial, diverse team; set appropriate performance objectives for direct reports or project/account team members and hold individuals accountable for achieving them; take appropriate corrective action where necessary to ensure the achievement of team/personal objectives.
• Operations Management: Oversee an operational area with guidance from senior colleagues. Could involve responsibility for development or delivery (or both).
• Promoting Customer Focus: Develop internal marketing plans and work collaboratively with other departments to improve internal relationships and build strong external customer relationships.
• Key Account Management: Manage and develop important customer relationships with guidance from senior colleagues, and/or manage an account team delivering day-to-day support. Customers are likely to include mid-tier companies, multinational corporations, and the like.
• Customer Relationship Development / Prospecting: Develop and implement relationship management plans for complex potential customer accounts to identify and build relationships with relevant decision-makers and influencers within the customer organization and to enable effective two-way flow of information and resolution of issues.
• Budgeting: Develop and/or deliver budget plans with guidance from senior colleagues.
• Organizational Capability Building: Use the organization's formal development framework to identify the team's individual development needs. Plan and implement actions, including continuing professional development specified by professional or regulatory institutions, to build their professional capabilities. Provide informal training or coaching to others throughout the organization in own area of expertise to enable others to improve performance and fulfill personal potential.

Critical Objectives: 

• Lead the implementation and execution of a business development strategy to support growth and business development to enhance the organisations presence and reputation within the general insurance industry
• Drive the achievement of new and existing business profitability and growth targets by ensuring that services and solutions provided to brokers and / or intermediaries meets or exceeds defined service level agreements across the product/s lifecycle as measured in a performance metrics plan.
• Manage relationships with the broker channel and ensure effective broker service levels.
• Identify and create coordinated business development opportunities.
• Ensure a consistent, detailed understanding amongst all team members of the business development targets, goals, performance levels, products, business rules and conditions.
• Manage campaigns and interventions in line with opportunities, available resources, product scope and best practices.
• Manage the allocated business development, incentive and expense budget for the team against set targets.
• Manage all costs, resource capacity planning and utilisation to support the achievement of business development targets, volumes, operational budgets and plans.
• Identify and drive opportunities to improve and expand product and service offerings.
• Actively manage and report on the achievement of business development targets as well as industry performance and trends.
• Lead the measurement, assessment and reporting on the performance of teams against targets and industry norms.
• Translate strategy into relevant service standards and processes, setting, communicating and measuring the corresponding operational measures and targets.
• Deliver new business opportunities in the intermediary market in support of the segmentation strategy.
• Collaborate with Underwriting, Operations and Claims to develop or enhance the current underwriting strategy with the intent to manage the risk and quality of the business being underwritten, while driving growth targets.
• Proactively monitor sales trends and identify and implement corrective actions as required.
• Lead the implementation of measures that monitor the quality and speed of services provided to brokers / customers.
• Ensure that risk is managed optimally within the technical framework particularly in risk acceptance and underwriting appetite.

Requirements (Experience):

• Matric
• Tertiary Qualification - Business, E-commerce, Finance or similar
• FAIS Accreditation (RE/FSB Recognised Qualification)
• 3 - 5 Years in Sales Management (Direct Sales Leadership)

Skills:

• Sales
• Coaching
• Compliance
• Recruitment
• Negotiation

Skills

Competencies

Education

Closing Date

The appointment will be made from the designated group in line with the Employment Equity Plan of Old Mutual South Africa and the specific business unit in question.

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