GM: Sales and Distribution (Parktown) at Rand Mutual - RMA

As a GM:

• Sales and Distribution, you will be reporting to the Chief Executive Officer (CEO) of Rand Mutual Life (RML) and forming a part of the Rand Mutual Life business, you will be responsible for overseeing the execution of sales strategies and driving sales through the RMA distribution channels and will be responsible for the corporate customer segment Class IV and XIII, creating sales tactics, plans and targets and identifying business opportunities in target markets in order to capitalise on partnerships and stakeholder engagements. The incumbent will also be responsible for managing the sales management based around South Africa with the objective of ensuring that both the individual and the company targets are achieved.

WHAT WILL YOU DO?

Achievement of sales targets through effective strategy implementation:

• Overall responsibility for developing, managing and implementing a competitive sales strategy
• Drive sales targets by designing, implementing and driving an effective sales strategy to achieve the full company sales target (including increasing market share and optimizing business assets)
• Ensure that clear expectations and targets are set for internal sales teams and monitor these on a regular basis
• Effectively manage the profitability of the products being sold by meeting the Boards Strategic targets on Non-COID Sales
• Expand Rand Mutual Life product offering (including the RMA COID system) into Africa.
• Ensure that new and improved ways to accommodate Class IV and Class XIII on the system are identified.

Lead the various Sales and Distribution functional areas:

• Oversee the growth of the independent Broker market
• Ensure that a culture of compliance is embedded across functions
• Ensure that the growth strategy is achieved as per the strategy document
• Oversee the effective management of corporate schemes and the on-boarding process
• Continuously oversee and manage growth in broker panels and key accounts
• Develop, create and execute distribution segmentation, certification and performance criteria
• Oversee the people related agenda for the sales team by:
• Ensuring that a high-performance culture is created and maintained by continuously motivating the sales team, and inspiring them to stay focused on achieving the defined sales targets
• Overseeing the design and implementation of effective incentive and reward programme for the sales team
• Providing ongoing coaching and mentoring to the sales management team
• Overseeing and ensuring that Personal Development Plans are in place for all Sales staff
• Overseeing the effective recruitment and selection of the right skills at the right time to ensure that the sales strategy is achieved
• Effectively manage the costs of running the operation by monitoring budgets, service expenses, overall profitability, and operating costs as well as conducting forecasting exercises

New business development:

• Build and grow the business in terms of activity and sales by:
• Overseeing the review of RMA’s product offerings as designed by the Product Development Team with the aim of improving current products
• Continuously spotting/identifying market opportunities for new customers
• Identifying emerging markets and market shifts while being fully aware of new products and competition status
• Attending industry events and conferences, on a regular basis, to generate new business leads and represent/act as a spokesperson for the company at these various platforms to attract more, potential clients
• Expanding Rand Mutual product offering to all existing membership

Internal and external stakeholder management:

• Develop and build relationships with the consultants, managers and other team leaders in a manner that is conducive to a high-performance sales culture
• Interact and present to Executives and Board within RMA as and when necessary
• Build and promote strong, long-lasting customer relationships by partnering with them and understanding their needs
• Build strong Strategic Partnerships with both internal and external stakeholders
• Effectively network with other sales executives/directors/heads in order to generate new business for the company

Risk and compliance management:

• Ensure effective risk management as identified by the risk team
• Ensure that the sales team stay abreast of and implement changes as per the Financial Services Conduct Authority as well as the Prudential Authority
• Ensure ongoing adherence to Internal Audit processes and standards

WHAT YOU'LL BRING TO THE TABLE?

• NQF Level 7: Commercial Business Degree
• CFP
• RE1 and RE5
• At least 10 years of experience in sales management (Corporate/Employee Benefits environment)
• Minimum 10 years management experience, 3 of which should be at a Senior Management level
• 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 selling to corporate organisations
• Insurance or Financial Services experience advantageous
• Ability to demonstrate past sales achievement in large and complex deals
• Ability to cross-sell
• Experience and exposure to work in Africa

Closing date: 08 June 2023