Business Development Manager – Broker Channel (Nairobi) at American International Group, Inc. (AIG)

The Business Development Manager will develop, retain and expand business relationships with identified Broker Channels. Manages relationships to ensure that service levels meet or exceed customer expectations across all products and services. Develop sales plans for identified brokers, recommend and promote company products and services, based on the channel needs

Duties and Responsibilities

Broker Activity Management

New Business

• Prepare a pipeline of Key corporate accounts and have a strategy to have a hit ratio of over 40%
• Act as the Relationship manager to coordinate pipeline accounts with product towers to ensure high success rates for acquiring new business.
• Manage the pipeline/target accounts and quoted accounts through salesforce and eSTART.
• Manage all quotations done and implement a follow up mechanism to achieve a hit ration of 40% .
• Provide ease of doing business tools for consumer lines and SME to empower brokers to quote and bind business in the field with minimal reference to AIG (e.g. Rating templates, creation of schemes, etc.)

Retention

• Liaise with product towers and CPS to ensure renewal notices go out on time (at least 60 days before renewal date)
• Adopt a portfolio renewal follow-up approach rather that LOB renewal follow-up approach.
• Implement a follow-up and feedback mechanism to Product Towers and liaise with CPS and Contact Centre to follow up on renewals for Consumer Business.
• Share upcoming renewal listing with all the selected channels on a Monthly basis.

Submissions

• Take responsibility of the management of  Tenders and quotations from brokers and ensure prompt turn-around times
• Manage the process of declining quotes to ensure we do not damage broker relationships.
• Liaise with product Towers on submissions requiring referral and provide information required in a timely manner.
• Manage quotations that require Product Towers support to accommodate Low appetite business to secure an account.
• Share submissions and hit ratios to brokers on a quarterly basis to make them aware of positive or negative trends.

Reports

• Provide weekly progress reports in the departmental meetings
• Provide weekly progress reports in Pipeline meetings
• Update all visits or contact activities on Salesforce to provide a record for performance tracking and assist in targeting  future  sales effort
• Provide report to Local and Zonal/Regional Management as appropriate.

Broker Communication and Relationship

• Implement a broker visits plan where Tier 1 and top Tier 2-4 brokers are visited on a weekly basis.  This report should be uploaded on to salesforce and reviewed on a weekly basis.
• Implement a quarterly training plan for key broking staff.
• Design and implement top broker relationship plan to enhance relationships between AIG and the brokers.
• Manage and attend broker functions

Receivables

• Liaise with Collections team to provide statements on a monthly basis and discuss the receivables position with the brokers.
• Ensure cash and carry rule is observed

Service Issues Management

• Review Service status report from Salesforce to monitor achievement of Service standards with brokers.
• Liaise with Head of Operations to improve service turnaround times and enhancement of Service report for Management purposes.
•  Liaise with Product Towers to improve product requests and quotation turnaround times to enhance producer relationship and increase chances of hit ratio success

Audit & Compliance

• Ensure adherence to audit/compliance and regulatory requirements in areas of responsibility.

What we’re looking for:

Qualifications & Knowledge

• Tertiary qualification/degree in Marketing or Insurance from a recognized tertiary institution
• Technical qualification in Insurance (ACII/CII) is a requirement.  Marketing (CIM) an advantage
• Insurance industry knowledge including underwriting concepts, local practices, and processing is essential

Skills & Competencies

• Leadership skills to manage a channel and deliver results
• Service mindset & Attitude
• Problem solving aptitude
• Ability to self-start, work independently
• Time Management – Ability to prioritize & manage workload.
• Project Management
• Change Leader – operational and personal change
• High level of interpersonal skills
• Very good oral & written communication skills
• Proven ability to drive results though accountability

Technical skills

• Excellent knowledge of insurance distribution channels
• Ability to prepare and present tailored presentations.
• Client management skills
• Data Analytics

Experience

• Strong sales and marketing background
• Over 5 years relevant experience in the insurance sector with a minimum of 3 years in related marketing role