GM: Business Development & Top 50 at Rand Mutual - RMA

WHAT WILL YOU DO?

New Business Development  

• Plan, develop and establish the business development direction for the RML business and top 50 clients.
• Identify, negotiate and close new business opportunities.
• Co-develop winning bids with the business development team, client and partners.
• Research and identify new business opportunities - including new markets, growth areas, trends, customers, partnerships, products and services - or new ways of reaching existing markets.

Front - end Sales Management  

• Develop short- and long-term sales strategy to ensure attainment of company sales goals and profitability through the development and maintenance of effective partnerships with key decision makers in key partner organisations and across the top 50 clients.
• Focus on value creation by selling by discussing business strategy and challenges with executive business leaders and delivering sales presentations to the top 50 clients.
• Set strategy for assigned clients and direct execution in accordance with business objectives.
• Analyse business opportunities in terms of profitability to the company and benefit to each of the top 50 clients and partners.
• Report on sales progress, pipeline reporting and attainment of goals; create accurate forecast for partners on a weekly and monthly basis via pipeline reports.
• Manage and develop partnerships proposals in line with RMA’s strategy and prioritise projects.

Relationship Management    

• Raise RML’s profile by cultivating and establishing productive and professional strategic relationships with key decision makers across current partners and top 50 clients.
• Schedule regular visits to partners and key decision makers across the top 50 clients.
• Oversee existing relationships with senior leaders at key partner organisations and ensuring service levels and expectations are met.
• Help maintain and ensure partner and top 50 client renewal rates.

Operational Focus   

• Work with partners and key decision makers across top 50 clients to identify strategic opportunities for future collaboration and growth.
• Measure effectiveness of customer success through metrics and data in order to Influence future lifetime value through higher customer satisfaction and overall health scores.
• Evaluate effectivity of partner relationships and engagements in delivering positive ROI.
• Develop strong relationships with partners and top 50 clients to maximise revenue streams and explore new initiatives that will drive revenue growth and offer RMA brand and media presence across key markets.
• Responsible for setting the direction for development of partnership relationships and helps negotiate partner and client agreements.

Team Management   

• Manages a team of specialists who enhance existing relationships, deliver campaigns and further penetrate existing accounts.
• Set staff and departmental performance targets and expectations, ensuring that the targets and expectations are achieved through regular monitoring and management
• Identify talent within the team and develop employees through effective staff management and assist them in meeting their training requirements and achieving their career aspirations
• Identify and recruit new staff members
• Ensure that financial resources are used efficiently and effectively.
• Manage and maintain relationships with RMA’s PR Agencies and work jointly with the agencies and business to write editorials, advertorials etc.

WHAT YOU'LL BRING TO THE TABLE?

• Knowledge of business policies, processes and procedures, legal compliance
• NQF Level 7: Commercial Business Degree
• CFP (advantageous)
• RE1 and RE5
• At least 10 years of experience in sales management, business development and/or partnerships management, 3 years of which should be at a Senior Management level
• Experience in a life insurance environment
• Experience managing budgets and sales teams
• Sound Long-term (Life) Insurance knowledge and experience
• Strong insurance product knowledge (group benefits)
• Proven track record on setting, achieving and exceeding sales targets
• Extensive experience developing partnerships with
• Ability to demonstrate past sales achievement in large and complex deals
• Financial Services Industry Knowledge
• Legal technical Knowledge (product related)
• Must have knowledge of employee benefits
• Strong relationship building skills and an entrepreneurial approach that leverages further opportunities
• Proven experience in building and managing strategic partnerships with key account organisations at executive levels.
• Proven experience in driving sales revenue generation activities through effective partnership development and maintenance