Head of SME at Old Mutual South Africa

Job Description

Develops and drives SME market Strategy

• Develop and implement a strategy for the SME market to profitably and sustainably acquire and retain customers in the segment
• Determine the best value proposition and marketing positioning on which to base the segment’s SME business model; in collaboration with the Head of CVP and Head of Marketing respectively.
• Identify environmental, market, product, technology and competitive changes that will impact on sales and profitability.
• Leverage digital as the primary distribution channel, supported by face to face distribution and SME business development.
• Drive strategic partnerships in the SME market to unlock opportunities for exponential growth.

Translates and cascades Strategic directives into Operational goals

• Drive new business growth, account management, customer retention and profit KPI’s to achieve dominant market presence within the SME market segment
• Ensure the development of a healthy pipeline through effective business development
• Generates new product / service ideas and directs related research, development and implementation.
• Ensure that the business model is well understood and all business and operational functions are aligned to ensure that customer and stakeholder expectations are met.
• Develop business plans and set targets aligned to the segment strategy and aspirations
• Monitor the performance and activities of the SME business unit through a separate P&L to agreed strategic and operational objectives
• Champion continuous improvement and innovation across the business unit
• Ensure that standard operating procedures are developed and implemented across the business unit and remain in an audit ready state

Facilitates robust Business partnering and stakeholder management

• Provide ongoing thought leadership and expert decision support for all parts of the value chain
• Manages broad stakeholder relationships
• Role model client centric behaviour
• Monitor and respond to developments in client’s business interests
• Leverage off data analytics to anticipate and respond to evolving client needs and champions the generation of new service or product ideas

Models Management & Leadership Effectiveness

• Define performance parameters and measurements for area under supervision.
• Manage service delivery through other managers and their teams.
• Hold first line managers accountable for managerial work, including selection, performance management and talent management.
• Ensure effective talent management including succession planning; transformation per the BBBEE targets of the segment and national EAC (economically active population), skills development and training for a sustainable operating model and diverse high performing team
• Encourage a culture of continuous learning and development in the organisation
• Champions and enables change initiatives and facilitates constructive Culture shift

Oversees and ensures Risk Management, Governance and compliance

• Ensure that the business unit is compliant with Group Governance Framework, Segment strategy and operating model and any statutory legislation and regulations
• Interpret Group policies and frameworks for the business and embed into the business
• Enable appropriate supplier procurement oversight and contracting in line with the business’s BBBEE objectives, SMME focus and agile delivery
• Function as the business area point of contact with External Auditors
• Identify and manage key strategic risks; escalates where risks cannot be addressed at this level.
• Understand the unfolding environment that industry & competitors face and defines related risks.

Responsibilities

Skills and Experience

• Expertise in the field of digital marketing, sales and distribution tools and techniques, Minimum 7-10 years in sales, marketing and business with demonstrable experience in developing and implementing sales strategies to penetrate and drive market share in the SME segment, Solid sales and 5+ years senior management experience preferably on a national scale

Education

• Bachelors Degree (B) (Required), Master of Business Administration (MBA)