Distribution Director at Old Mutual Kenya

Role Overview

• This role is accountable for the development, execution and tracking of the sales and distribution strategy over periods of 1-2 years.

• Accountable for the development, execution and tracking of a country and market appropriate sales and distribution strategy (inclusive of product selection and roll out).

• Accountable for putting together and maintaining a holistic product range that meets the financial needs of the target market.

• Map stakeholders and develop a plan to manage these actively including building key relationships with individuals business and government (legislators).

• Manage overall country productivity of the sales force including the achievement of sales targets. Manage overall support process to enable sales force to be productive and enabled. Manages and minimise risk in the region.

• Manage resources such as technology and markets in the region. Manage economics and profitability of the function. Accountable for daily monthly and annual functions related to the management of a team of managers.

Key Results Areas

Distribution Strategy

• Accountable for the development, execution and tracking of a country and market appropriate sales and distribution strategy (inclusive of product selection and roll out).
• Gathers market intelligence & incorporates information into the strategy.
• Have and understanding of markets economic and political opportunities in the region and deals with environmental threats.
• Implements strategy with clear and measurable action plans.
• Review effectiveness of strategy and re-align continuously.

Financial Systems Management

• Identify and develop MI requirements at a channel and product level and implement the same within the channels.
• Manage economics and profitability of the function.

Management Effectiveness

• Accountable for daily monthly and annual functions related to the management of a team of managers.
• Defines and implements sales best operating practice.
• Develops line managers and specialists under supervision.
• Holds first line managers accountable for managerial work including selection performance management and talent management.
• Selects potential managers to sustain the talent pipeline.

Product Development

• Accountable for putting together and maintaining a holistic product range that meets the financial needs of the target market.
• Ensures that products are easy to sell to support and to administer across the segments.
• Ensures that products provide clients with value for money.
• Measures the product against client expectations and alternate offerings in the market place.
• Prices products to make fair profits.
• Supports and adapts existing products to enhance client value for money.

Resource Management

• Develop and determine manpower plans for the channels and monitoring the same via variance analysis.
• Manage resources such as technology and markets in the region.

Sales Support

• Ensures Financial Services Industry regulations are adhered to.
• Manage overall support process to enable sales force to be productive and enabled.
• Manages and minimise risk in the region.
• Risk Management

Sales/ Productivity

• Develop and determine capacity development needs for the various channel partners.
• Drives operational excellence throughout area of supervision.
• Ensures that the region meets its budget.
• Manage overall country productivity of the sales force including the achievement of sales targets.
• Responsible for building & growing the business in the region.

Stakeholder Management

• Map stakeholders and develop a plan to manage these actively including building key relationships with individuals business and government (legislators).
• Strong relationship and networking focus.

Role Requirements

· Degree / Diploma extensive experience in distribution and product development.

· Minimum 5 Years relevant distribution experience.

Competencies

· Collaboration (Relating)

· Customer First

· Execution

· Innovation (Perspective)

· Leading with Influence

· Personal Mastery (Learning)

· Strategic