Relationship Manager, Institutions at Jubilee Insurance

Job Ref. No. JFSL007

Role Purpose

This is a strategic leader role responsible for shaping the market strategy and the overall management of sales activities around financial institutions. Working with other business unit leaders, this role will also contribute to the development of a robust product strategy for the institutional business and the Financial Advisors and customer experience. The role holder will be responsible for creating and execute innovative strategies to drive sales of investment products to the institutional market and High Net Worth Individuals (HNWI) and deliver on the target growth in revenues and profitability for the institutional business

Main Responsibilities

Sales Strategy

•  Craft the retail solutions value proposition by product and customer segment.
•  Partner with the Heads of Department to create the product strategy including pricing strategies, features, priorities, etc.
•  Lead, design, and own the retail solutions sales strategy and its impact to revenue generation, earnings, and profitability.
•  Synthesize changing customer/market conditions, priorities and “on-the-ground” experience to continually adjust sales strategy.
•  Organize and implement initiatives geared towards improving client relations through client satisfaction surveys, product awareness sessions and development activities.
•  Play a senior role in managing client relationships and negotiating and closing sales with the largest and/or most important clients and prospects.
•  Actively participate in the development, implementation and execution of strategic marketing plans including forecasting, market research and development of market literature, sales tools, and promotional programs in support of the Retail business strategy.
•  Lead the development of customer segment strategies that defines value proposition, service levels and production offerings.
•  Prepare proposals, budgets and implement promotional and market activation plans in line with the approved strategy.
•  Develop and implement market segmentation plans.
•  Collaborate with the Communications and Marketing Team to develop and establish a sustained corporate publicity program that includes, but not limited to, advertising campaigns, development of appropriate marketing collaterals, product literature, product launches and Corporate Social Responsibility (CSR) activities.
•  Educate both dedicated/tied Financial Advisors and Independent Financial Advisors on all investment products and services including selling and marketing techniques.
•  Maximize customer retention through deployment of account management strategies and ensure delivery of consistent customer experience.

People Management

• Attract, train, mentor and lead a highly motivated, energetic, and high achieving Financial Advisors.
• Guide the Financial Advisors toward achieving and exceeding results by providing them with clear direction, objectives, honest feedback, and recognition for results.
• Oversee training of Financial Advisors on prospecting and closing techniques, client management, work procedures and Company policies to ensure provision of outstanding client service.
• Hold regular meetings, discussions, and consultations with the Financial Advisors to ensure that any hindrances to job performance are addressed.
• Appraise Financial Advisors on job performance and handle any performance issues that may arise.
• Continuous development of personal skill set by participating in in-house learning programs (including e-learning), industry related courses and seminars as deemed necessary to expand product and sales knowledge.
• Understand and actively support and advocate Jubilee’s mission, vision, and core values.
• Set the standards for individual performance, metrics, and goals to contribute to the overall success of the department and Company

Qualifications

• Minimum academic qualification is a university undergraduate Degree in a business-related field.
• Master’s Degree in Marketing, Business Administration or a Sales related role is desirable.
• Professional Qualification in Marketing or Sales is an added advantage.

Relevant Experience

• Minimum of 6 years of experience in the distribution of investment products and services in the Institutional Market with an in- depth
• knowledge of the institutional and HNWI markets
• Minimum of 2 years’ experience in a managerial position in business development or sales to the institutional market.