Head of Sales: Personal Lines at Telesure Investment Holdings (TIH)

JOB PURPOSE

Responsible for tactically and strategically positioning the sales channels in the life insurance market and growing market share. To grow the existing direct sales channels, this includes life insurance, investment, funeral, digital sales, high advice teams and inbound and outbound sales.

RESPONSIBILITIES

Functional Strategy Formation & Implementation

• Define, develop and implement the Sales Strategy to meet business growth requirements. Strategically drive direct sales targets per business unit. Implement channel initiatives and projects ensuring profit targets are exceeded in line with the commercial business cases.

Leadership and Direction

• Set and communicate the strategy for achieving the organization's mission, vision and values within a function, together with the broad actions needed to implement it; inspire a large or diverse workforce to commit to these and to doing extraordinary things to achieve the organization's business goals.

Business Planning

• Effectively align channel objectives to overall organisational / business objectives in order to exceed sales and profit targets. Develop effective business cases and project plans to ensure effective implementation and commercial viability of initiatives. Gear the sales targets to meet business growth requirements. Quantify business outcomes (i.e. revenues or other key performance indicators); detail expense and headcount budgets; and develop business cases for key projects, ensuring cross functional integration.

Operations Management

• Manage and grow direct call centre sales and operations and oversee sales operations and support. Drive conversion, closing effectiveness cost of sales, sales expenses, cancellations and conversion rates, and gearing to ensure profitability targets are exceeded.

Stakeholder Engagement

• Identify and manage stakeholders up to C-suite level, finding out their needs/ issues/concerns and reacting to these by leading and coordinating the development of stakeholder engagement plans to support the communication of business information and decisions.

Promoting Customer Focus

• Manage, monitor and ensure that exceptional customer service is delivered through WHU scoring.

Improvement / Innovation

• Analyze business conducted monthly and consider feedback received and trends analysed to put action plans in place to test improvements, innovate systems, processes and communication. Plan and manage feedback loops & results recorded. Find new ways of generating efficiencies and effectiveness across business / department.

Requirements

EDUCATION

General Education

• Relevant Marketing or Commercial degree / diploma or Business Administration qualification (Essential); RE1 and 2 and KI (Essential); Full FAIS Accreditation (Essential); CFP and a post graduate qualification (Advantageous)

EXPERIENCE

General Experience

• 10 or more years general work experience together with comprehensive sales job related experience in own area of expertise to a fully competent level (Essential); 2 years solid experience in inbound and outbound call centre sales (Essential); Experience in the life insurance industry (Advantageous)

Managerial Experience

• 5 or more years senior management experience in sales / marketing / financial services / general management experience in the long-term insurance industry (Essential)