Job Summary: To grow sales in the Group Life and Segregated pensions business (both corporate and individual pension plans) through the direct business, Internally Tied Agents and Brokers.To effectively management clients and manage people in order to achieve retention of existing clients and acquisition of new customers.
Duties and Responsibilities for the Head of Sales Job
To develop and implement a new business acquisition plan through the direct, tied agency and brokers in order to achieve the budgeted sales targets
To develop and implement a product training plan through the various distribution channels in order to increase uptake of group life
To achieve the set sales targets in order to contribute to the overall growth and profitability of the business.
To oversee implementation of the existing incentive scheme for intermediaries in order to achieve the targeted sales numbers
To report periodically on sales and channel performance to the various stakeholders; management and board
To implement innovative findings emanating from the research and innovation function and market practice in order to position companies offer
To achieve optimal business retention in corporate Group Life and pensions business.
To ensure continuous compliance of brokers in response to changes in the regulatory environment.
To motivate brokers and other intermediaries for continued support and enhance relationships.
To lead and coach staff effectively in order to achieve optimal sales and retention of corporate business as well as achieve optimal staff retention.
Head of Sales Job Requirements
Job Knowledge
Knowledge of pension and group life products
Understanding Direct client, broker, Bancassurance and other distribution channels
Good grasp and understanding of sales and marketing of group life and pensions business
Excellent market and industry knowledge and trends of insurance and pensions sector
Knowledge of Insurance Act, Retirement Benefits Authority, AKI, AIBK and other legislation relevant to Life and Pensions industry
Risk Awareness (Reputational, Market, Credit, Operational, Fraud, Financial)
Broker business – Risk & Investment Management
Financial services industry knowledge
Market and Competitor Understanding
Job Related Skills
Excellent selling & closing skills
Enterprising skills
Ability to implement and follow through
Leadership & Relationship management skills
Presentation and communication Skills
Negotiation & Conflict resolution skills
Job Experience
Minimum 6 years’ experience in sales under corporate Pension & Life Business (3 of which should be at leadership role)
Demonstration of experience and knowledge in working with brokers and other distribution channels
Education Qualifications
Bachelor of Commerce Degree (or Business related Degree)
MBA will be an added advantage
Professional qualification in Insurance (ACII or AIIK, LOMA) or ongoing pursuit thereof
Diploma in Sales & Marketing (Desirable)
Essential Competencies Required
Relating and Networking
Delivering Results and Meeting Customer Expectations
Deciding and Initiating Action
Persuading and Influencing
Presenting and Communicating Information
Planning and Organising
Coping with Pressures and Setbacks
Entrepreneurial and Commercial Thinking
Adhering to Principles and Values
Working with People
