Head of Alternative Distribution Channels at ICEA Lion Group

Job Summary

The Head of Alternative Distribution Channels is responsible for spearheading new business acquisitions through alternative distribution channels, other than the agency network. The Head of Alternative Distribution Channels trusted with overseeing the implementation of marketing and sales plans in addition to business promotion, ensuring that premium budgets are achieved.

Roles and Responsibilities

Strategy and Marketing

•  Actively participating in the, implementation and execution of strategic marketing, supporting the corporate strategy.
•  Implementing market segmentation plans in conjunction with Business Development departments.
•  Develop strategic plans to ensure growth of alternative distribution markets
•  Drive digital agenda to ensure growth of the digital space as a distribution channel

Alternative Distribution Channels (ADCs)

•  Identifying, growing, and meeting new business acquisition, renewals as well as market share targets in relation to alternative distribution channels.
•  Making presentations to potential alternative distribution channels, and related niche market customers when required.
•  Attending to and accurately communicating quotations to alternative distribution channels – small to medium size independent intermediaries, banks/microfinance institutions/SMEPs, e-commerce, and others, in a timely manner.
•  Following up and ensuring that businesses that are quoted through the alternative channel, intermediaries, and direct clients register a high acquisition ratio.
•  Recruiting ADCs and intermediaries.
•  Ensuring that the company transacts business only with licensed, ethical and professional alternative channel distributors.
•  Conducting training of intermediaries and alternative distribution channel.
•  Designing and implementing financing incentives/awards for ADCs.

Product Review and Development

•  Measuring product performance and liaising with business development, operations departments, and ADC’s intermediaries in implementing appropriate improvements in line with consumer needs.
•  Regularly liaising with the business development teams, ADC’s and intermediaries in developing products that leverage the company’s competitive edge.
•  Providing insight to the product development teams by maintaining consummate market intelligence and periodically reviewing existing products to enhance their quality.
•  Examining on an ongoing basis possible new business opportunities in both traditional and non-traditional sectors, and subsequently formulating plans for developing and launching relevant insurance products and services.

Brand Promotion

•  Assisting in product branding and launches, including sales promotions (new and existing), tradeshow marketing, and internet marketing in liaison with the Marketing & Communications Manager.

Business Development

•  Generating revenue from new and existing ADC’s and intermediaries, by identifying their needs in order to help develop new business opportunities in liaison with Business Development heads.
•  Maintaining regular contact through meetings and other mediums to ensure sustained growth from the ADC along with intermediaries market in respect to new and renewed business.
• Monitoring production figures on a weekly and monthly basis, ensuring that production is in line with strategic plans.

Requirements

Academic and Professional Qualifications and Knowledge

•  Bachelor’s Degree in a business, social science or related field from a reputable university.
•  A Master’s Degree would be an added advantage
• Professional qualification(s) in insurance e.g. ACII, FCII or equivalent, would be an added advantage
• At least seven (7) years’ post qualification experience in the sale of financial services with two (2) years in a managerial role.

Core Technical Competencies Required for the Role

•  Strong leadership skills helping to foster teamwork; developing and motivating staff, resolving conflicts as well as the ability to provide direction, guidance, momentum and vision helping to achieve organizational objectives.
•  Strong communication and presentation skills, including ability to develop proposals, concept papers, position papers as well as writing reports and preparing relevant publications.
•  High level interpersonal and cross-cultural skills, including ability to build alliances and collaborative relationships with sensitivity to diversity.
•  Strong expertise in strategic management project planning and budgeting, managing, implementing, monitoring and evaluating resources.
•  Ability in analyzing and interpreting financial data along with applying management principles and practices in making sound business decisions.
•  Strong analytical and fact-based decision-making skills.
•  Proven track record in developing and administering marketing programs and ability to establish clear metrics for marketing effectiveness.
•  Must be a self-starter, highly organized, and able to work well with people at all levels in the organization.
•  Strategic thinking and problem-solving skills.
•  Analytical and creative thinking skills.
•  Project management skills.
•  Strong persuasion and negotiation skills.
•  Strong business acumen / business orientation.
•  Good customer relationship management skills (internal and external customers).
•  Trustworthiness and discretion when handling confidential information.
• A smart appearance and professional manner