OUT Financial Advisor Regional Manager – Face to Face DistributionKK at OUTsurance

Job Description
Our long term insurance and investment product offering has grown significantly over the years. We have now developed a face to face distribution channel, with custom made systems, processes and products. To facilitate this model a new position OUTsurance Life and Investments Regional Manager has emerged.  The incumbent of this position will head up a team of OUTsurance Life and Investments Advisors located in their designated region.

Responsibilities: 

Targets and Business Management 

• Provide clear direction to team members on the strategic plan and key focus areas and ensure their understanding and buy-in by explaining their expected contribution to achievement of business objectives
• Explain and agree targets with individual OUTsurance Life and Investments Advisors, communicate to all levels and take accountability for the overall achievement of performance objectives in the business area in terms of employee satisfaction, customer experience,  and expense management
• Facilitate achievement of set targets in the region by driving sales performance at all times.
• Report, to the Head of OUTsurance Life and Investments Advisor HOD, changes in strategic direction, structures and operating models in order to ensure transparent communication and effective operation
• Manage and drive the turnaround time in terms of targets to ensure a high sales performance within the region
• Building capability for the generation of sales and an increase in volumes from the Insurance and investment channel (in terms of strategy, tactics, team deployment, management of resources)
• Manage the delivery of variance reporting to the OUTsurance Life and Investments Advisor HOD monthly/as and when requested in order to provide recommendations and mitigating solution to variances that have occurred (e.g. sales targets not met etc.)
• Review performance against balanced score card as agreed with the OUTsurance Life and Investments Advisor HOD
• Assist OUTsurance Life and Investments Advisors as required, by interacting with clients in order to facilitate sales and/or client concerns/complaints

Coaching 

• Coaching all OUTsurance Life and Investment Advisors within the region to promote a productive sales environment to ensure sales targets are reached 
• Meet with OUTsurance Life and Investments Advisors in the regional team on a regular basis in on a one on one basis to coach them on best practice sales processes 
• Coach the OUTsurance Life and Investments Advisor on issues and challenges they are experiencing in the region and provide guidance to them on resolving the issues by e.g. brainstorming around the issues / challenges or creating support network for the OUTsurance Life and Investments Advisor to align to 
• Coach OUTsurance Life and Investments Advisor (one on one and / or in groups) on how to use the relevant OUTsurance Face to Face Distribution systems and advise them on diary management in order to upgrade their sales skills 
• Coach OUTsurance Life and Investments Advisors in instances where new projects, campaigns and products are launched into the regions and provide them with all relevant, updated information to enable them to produce sales 
• Stay abreast changes in the insurance market and the ability to analyse the current and future needs of the Insurance Market and to formulate sales strategies
• Coach OUTsurance Life and Investments Advisor on all compliance-related processes, procedures and documentation and monitor their adherence to the same 

People Management 

• Actively participate in the recruitment and selection process of all OUTsurance Life and Investments Advisors by interviewing new team members including determining appropriate compensation levels per the relevant remuneration model for OUTsurance Life and Investments Advisor
• Establish and maintain a succession plan for the regional team of OUTsurance Life and Investments Advisors by seeking and attracting OUTsurance Life and Investments Advisors on an ongoing basis 
• Create effective workforce plans and recruitment demand plans for own region to ensure that current and future business requirements can be met. 
• Work with OUTsurance Life and Investments Advisors in the team to achieve excellent business results through continuous people development and mentoring activities 
• Conduct meaningful performance development discussions with OUTsurance Life and Investments Advisors and ensure that agreed action plans are implemented 
• Determine and analyse training and development needs for OUTsurance Life and Investments Advisors. 
• Motivate OUTsurance Life and Investments Advisors in allocated regions and ensure that their efforts are recognised 
• Ensure that poor performance is addressed and that continued poor performance is dealt with in line with the company/department standards, processes and values system.
• Approve leave requests for OUTsurance Life and Investments Advisors and manage the leave planning for own team effectively 
• Act as first level escalation point for all grievances raised by OUTsurance Life and Investments Advisor in the region

Stakeholder Management

• The development of sustainable long-term relationships with key stakeholders both internally and externally and leveraging off these relationships 
• Implementation of appropriate internal systems to manage relationships with clients and other stakeholders.
• Working closely with internal stakeholders that is, underwriting/actuarial, claims as well as   surveying

Risk management 

• Communicate processes, control requirements and risk management frameworks that impact the sales process in own region and provide documented support to ensure understanding and for reference by OUTsurance Life and Investments Advisor
• Coach team members on all the processes and controls that they have to execute in their daily work and ensure that they understand the reasons for the controls and the consequences for failing to adhere to the prescribed processes 
• Ensure that OUTsurance Life and Investments Advisors complete all required compliance exams, CPD requirements and attestations within specified timeframes. 
• Ensure that all regulatory requirements are adhered to by facilitating knowledge acquisition by OUTsurance Life and Investments Advisor. 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 

Identify Business Opportunities 

• Identify and manage the creation of new business opportunities for the region in order to expand the market size for OUTsurance Life and Investments Advisors and support the growth objectives of the OUTsurance South African businesses. 
• Building and maintaining a comprehensive data base of Partners to allow for the hunting and farming of business across sectors.
• Identify new business offerings for the OUTsurance Life and Investment Advisor in order to provide additional sales opportunities 

Transformation

• Ensure that all operations are in line with the company-wides transformation policies 

Qualifications
Minimum Requirements:

• Relevant B Degree and/or equivalent NQF6
• RE and FAIS Qualifications

Experience

• Minimum 5 years’ experience in Life insurance and Investments Sales and Business Development.
• Minimum of 3 years’ experience in a Sales Management role with emphasis on people and performance management.
• A Proven track record of sales management and the ability to lead a team of successful Face to Face Sales staff.
• Strong flair for numbers and an ability to augment business rationale with supporting calculations.
• Deep understanding of the Face to Face Distribution model in the Financial advisor space, specifically relating to tied advisors / agents, with a particular focus on remuneration models.
• Excellent people management skills, including a track record of successfully leading large sales teams and consistently meeting sales targets.
• Solid Business Development understanding with specific focus on sales optimisation as well as driving the sales and service performance of Financial Advisors