Job purpose
Responsible for sales of all lines of business products within the branch catchment. The role holder will be the responsible for branch activities.
Key Responsibilities
Co-ordinate and supervise sales of all line of Business products (through cross selling activities);
Overall responsible for branch profitability;
Meet the various revenue targets for all product lines as agreed with the businesses;
Manage franchise and maintain excellent relations with independent Agents, Financial Advisors, brokers and other channels within their territory;
Ensure branch can serve clients of all lines of business and provide excellent customer service to existing customers and prospective clients;
Recruit and develop Financial Advisors, Unit Managers, and train various intermediaries to pursue sales of all line of business products;
Ensure each branch can serve clients of all Line of Businesses i.e. branch has cross functional operations and customer service capabilities
Gather marketing intelligence statistics to facilitate development of strategies to give the company a competitive advantage;
Responsible for ensure proper credit control management in the branch; and
General management and administration of the branch office.
Key Performance Measures
Strategic Perspective
Total Revenue (per client)
# Products (per client)
Branch Profitability
Customer Satisfaction Index
Key Talent Retention
Persistency levels
Initiatives Perspective
Success of Single Distribution within the region & branch
Operational Perspective
% of employees achieving targets
% FA training plans executed
% processes re-engineered to serve the customers
% audit recommendations implemented
% FAs trained on all product lines
Revenue per FA
% Retention of high performing FAs
Working Relationships
Internal Relationships:
Responsible for staff working under this position
Required to liaise and work closely with the other staff members in Commercial and other Business Units
External Relationships:
Britam customers
Insurance sector players
Qualifications
Bachelor’s Degree in a business related degree. Masters’ degree is an added advantage.
5-7 years’ experience in a similar position; 2-3 of which should be in a managerial capacity.
Professional qualification in Insurance (ACII, FLMI or AIIK).
Competencies
Deciding and Initiating Action: Ensures key departmental objectives are met, takes responsibility for decisions, actions, projects and people while focusing on achievement of departmental results; takes initiative and works under own direction; initiates and generates activity; makes quick, clear decisions with limited information available which may include tough choices or considered risks; decisions and actions takes into account possible impact on all parts of the business.
Leading and Supervising: Provides the department with a clear direction based on the overall strategic intent of the organisation; motivates and empowers others with a clear sense of purpose; creates a positive departmental climate that fosters learning and development; acknowledge high potential talent; sets and articulates the vision and values through own personal behaviour.
Persuading and Influencing: Gains clear agreement and commitment from others by persuading, convincing and negotiating to the benefit of the department, promotes the organisational strategy during departmental conversations; makes effective use of political processes to influence and persuade others; promotes ideas on behalf of the department; makes a strong personal impact on others; takes care to manage the department’s impression and brand on others.
Formulating Strategies and Concepts: Works strategically to realise organisational goals within the department; sets and develops departmental strategies; identifies and develops positive and compelling visions of the department’s future potential; takes account of a wide range of issues across, and related to, the organisation; encourage others to take a strategic and long term view in terms of the department’s future; communicates the organisational strategy, vision and objectives effectively across all levels in the department.
Entrepreneurial and Commercial Thinking: Keeps up to date with competitor information and market trends; identifies business opportunities for the department; maintains awareness of developments, changes, trends and possible risks in the department’s structure and politics; demonstrates financial awareness; ensure costs are monitored and controlled and thinks in terms of profit, loss and added value.
Planning and Organizing: Sets clearly defined departmental objectives; plans activities and projects well in advance and takes account of possible changing circumstances; identifies and organizes resources needed to accomplish tasks; manages time effectively; monitors departmental performance against deadlines and milestones.
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