Head of Sales at KDO

Company Description

• KDO Group (Pty) Ltd, is a registered 100% Black Owned Financial Service Provider that provides distribution of Insurance and Financial Services within South African market. We are a trusted partner dedicated to delivering financial services to our clients for a better business and a better life. Its head office is based in Germiston with Branch Network  / FA & Field and Call Centre within Gauteng East. 

Job Description

• To lead and manage the direct sales and distribution business for KDO Group,  through the development and implementation of sales strategy and marketing initiatives and to ensure optimal business growth and profitability.

Operating Model

• Manage and monitor performance of the sales team by  managing  and tracking  sales target and performance .
• Run meetings with the Sales Management Team ensure that business objectives are executed effectively.
• Responsible for the operations and management of the company’s sales force.
• Develop and implement Annual sales targets via input to the budget.

Financial

• Maintain financial analysis on business in terms of projected budgets
• Formulation of budgets and the measurement therefore
• Achieve business result by effective management of profit margins, loss, and sales target

Delivery

• Manage and drive the turnaround time in terms of targets to ensure a high sales performance within the sales teams
• Review performance against KPI as prescribed by MD and  discuss gaps and agree action plans to close gaps
• Manage the delivery of reporting to the MD  monthly/as and when requested to provide recommendations and mitigating solution to deviances that have occurred (eg sales targets not met etc.)
• Develop weekly/monthly/annual and seasonal sales targets for the department, examining growth opportunities, enabling sales improvements, and taking responsibility for the department’s performance against targets.

Customer Service

• Develop and implement a business strategy to drive customer satisfaction and revenue
• Achieve strategic alignment through maintaining and enhancing business relationship and managing service level agreement with service providers and intermediaries.
• Manage business channel conflict , manage, and attend business channels promotion and function

Internal Business Process

• Prepare management reports and attend management meetings for both internal and external clients
• Improve and streamline sales management processes

People Management

• Provide clear direction to team members on the KDO Group  Call Centre ,Branch Network and FA & Field sales strategic plan and key focus areas and ensure their understanding and buy-in by explaining their expected contribution to achievement of business objectives
• Actively participate in the recruitment and selection process of all Senior level positions including determining appropriate compensation levels per the relevant remuneration model for Sales teams
• Create effective workforce plans and recruitment demand plans for sales teams  to ensure that current and future business requirements can be met
• Conduct meaningful performance development and determine and analyse training and development needs for the sales team
• Ensure that poor performance is addressed and that continued poor performance is dealt with in line with the company/department standards
• Act as first level escalation point for all grievances raised
• Monitor, motivate and coach sales team

Risk management

• Communicate processes, control requirements and risk management frameworks that impact the sales process  and provide documented support for the sales support
• Own and agree on corrective action items arising from Compliance, Internal Audit and / or Management findings related to the functional of the sales team
• Ensure team understands all compliance requirements that all regulatory requirements are adhered to by facilitating knowledge acquisition for the sales team.
• Provide information on all changes to policies, processes and procedures that are being planned and ensure that team members read circulars that are relevant to the area and answer questions they may have
• Conduct meaningful performance development discussions

Qualifications

• Relevant Business qualification
• Bachelor’s in business management / Diploma in business management
• Minimum entry level qualification equivalent to Grade 12/NQF4 qualification
• Diploma in business management/ Bachelor’s in business management
• FAIS Key Individual Regulatory Exam Level 1 (preferred)
• FAIS Representative Regulatory Exam Level 5 passed

Additional Information

• 5+ years senior management experience in an insurance environment or similar
• Proven application of general business principles
• 5+Extensive sales experience
• In-depth insurance knowledge
• Market and competitor knowledge
• Strong financial understanding
• Knowledge of intermediary business & Channel Management