Head of Sales (Broker & Direct Business) at CDL Human Resource

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