Sales Transformation & Performance Officer at CIC Insurance

About the Role

Reporting to the Director, Special Projects, the role holder will lead the design, implementation and continuous improvement of initiatives that strengthen sales productivity, pipeline quality, sales execution, accountability and cross-functional effectiveness across the Group. The role will translate strategic transformation objectives into practical sales operating disciplines, standards, routines and interventions that improve execution and sales performance.

Key Responsibilities:

Sales Pipeline Transformation

• Assess the quality, adequacy, completeness and health of sales hit lists and pipelines.
• Define clear standards for what constitutes a quality sales opportunity.
• Develop and strengthen opportunity qualification, validation and progression processes.
• Identify weaknesses, bottlenecks and leakage points across the sales funnel.
• Establish pipeline-quality standards and KPIs.
• Monitor pipeline creation, movement, conversion, ageing and leakage.
• Identify root causes of pipeline weaknesses and recommend targeted interventions.
• Develop mechanisms for continuous pipeline improvement across branches and business units.

Sales Productivity and Ways of Working

• Define and document the desired Day in the Life Of (DILO) for relevant sales roles.
• Establish minimum activity and productivity standards for sales personnel.
• Define expectations for customer visits, calls, prospecting, engagements, follow-ups and other critical sales activities.
• Develop practical mechanisms for monitoring adherence to agreed activity standards.
• Identify productivity gaps and diagnose their underlying causes.
• Recommend and coordinate interventions to improve sales effectiveness and utilisation of sales capacity.
• Promote consistent, effective sales practices that can be replicated across the Group.

Sales Execution Excellence

• Design and implement standard sales operating rhythms and performance routines.
• Establish structured weekly and monthly sales-performance review mechanisms.
• Identify execution bottlenecks and barriers affecting sales outcomes.
• Develop and coordinate corrective-action and recovery plans.
• Drive implementation of agreed sales-improvement initiatives.
• Monitor implementation progress and identify issues requiring management intervention.
• Develop standardised approaches that can be adopted across branches, business units and sales teams.

Performance and Accountability

• Define appropriate lead and lag indicators for sales performance.
• Develop performance-monitoring and accountability frameworks.
• Track performance gaps against agreed targets and commitments.
• Monitor the carry-forward and resolution of prior-period performance gaps.
• Establish escalation mechanisms for material performance variances.
• Ensure clear ownership and accountability for agreed performance outcomes and recovery actions.
• Work with management to translate performance findings into practical corrective actions.

Cross-Functional Transformation

• Work closely with Sales, Finance, Operations, HR, Business Excellence, IT/Digital, Marketing, Customer Experience, Product and Branch/Network leadership.
• Identify organisational, process, system, capability or policy barriers affecting sales execution.
• Facilitate cross-functional interventions to remove or reduce identified barriers.
• Coordinate stakeholders required to implement agreed sales-transformation initiatives.
• Support alignment between sales strategy, operating processes, performance management and frontline execution.

Key Deliverables / Success Measures

• Standardised Sales DILO framework.
• Sales productivity and activity standards.
• Pipeline-quality framework and KPIs.
• Opportunity qualification and validation methodology.
• Sales performance and accountability framework.
• Standard sales operating rhythms and review routines.
• Performance-gap identification and recovery mechanisms.
• Cross-functional sales-execution framework.
• Documented sales-improvement initiatives, implementation status and results.
• Measurable improvement in relevant sales productivity, pipeline quality, conversion and execution indicators.

Who We’re Looking For

Essential Knowledge/Skills and Experience Required:

Essential

• Bachelor’s degree in Business, Commerce, Economics, Marketing, Finance, Operations, Actuarial Science, Engineering or a related discipline.
• 5–8 years’ relevant experience, with substantial exposure to sales, sales operations, business transformation, consulting, performance management or commercial operations.
• Demonstrated experience managing or coordinating cross-functional projects or programmes.

Strongly Desirable

• PMP, PRINCE2, Agile/Scrum or equivalent project-management qualification.
• Lean Six Sigma or similar process-improvement certification.
• Experience in sales transformation, commercial excellence or sales-performance improvement.
• Experience working in a large, multi-branch, multi-business or Group environment.

Critical Competencies

• Highly execution-oriented and results-focused.
• Strong commercial and business acumen.
• Strong project and programme-management capability.
• Analytical, structured and disciplined approach to problem-solving.
• Comfortable challenging existing processes and ways of working constructively.
• Strong stakeholder-management and influencing skills.
• Ability to facilitate cross-functional discussions and drive decisions into action.
• Ability to influence without formal authority.
• Comfortable engaging with senior sales and business executives.
• Strong root-cause analysis and problem-solving capability.
• Persistent in driving implementation and closing performance gaps.