Provincial Executive - Cape Town at Momentum

Role Purpose    

• The purpose of the role is to develop a provincial/regional strategy to ensure optimal penetration and value extraction of the short-term insurance opportunity set within the greater Momentum Insure objectives. To lead and develop a professional team of experienced insurance professionals to execute on the short-term insurance strategy and drive Momentum Insure’s tied agency salesforce and our regionally based face to face (dedicated) service team in line with the company's strategic objectives through efficiently and effectively delivering all Momentum Insure short term products & services to provincial clients in a targeted and deliberate way. This will include the achievement of product sales targets, service standards and the delivery of an excellent, consistent client experience across all products & services at the lowest possible cost. The role will include the execution, reporting and growth of the provincial strategy in line with the overall strategic objectives.

Requirements    

• Minimum requirement – B Degree or - NQF 7 Level/ Advanced diploma relevant to industry
• FAIS Regulatory examination RE1 (Key Individual exam)
• Class of Business training will be to your advantage
• Minimum of 10 years Senior Sales Leadership experience in the Short-Term Insurance industry (Tied agency space will be an advantage)
• Proven track record of managing managers
• 7 –10 years' experience in a Sales and/ or Service environment (essential)
• 7 –10 years' experience in the Short-Term Insurance environment (preferable)
• 18 CPD (Continuous Professional Development) points

Duties & Responsibilities    

• Together with the National head BDC/Tied Agency channel to develop a focused and deliberate provincial/regional sales strategy in line with the Momentum Insure business objectives to ensure optimal penetration and extract maximum value through a tied agency force.
• Implement, monitor and deliver on the agreed strategy, driving profitable sales volume of Momentum Insure products.
• Continuously grow and develop the tied agency force in a professional and profitable way.
• Develop manage and monitor high quality lead sources.
• Communicate the sales strategic objectives, plan and operating model to stakeholders
• On an ongoing basis improve the quality and profitability of new business and the provincial/regional in force book.
• Enhance and/or transform the province’s integrated sales and service channel capabilities,
• people, culture, standards, and processes
• Work closely with the National Head Services and other stakeholders to deliver on all the strategic objectives delivered by the services team such as but not limited to, client referrals, staff referrals, renewal increases, cancellation and organic growth in line with the set objectives
• Manage and deliver excellent client service in the province across all products
• Constantly deliver an excellent and consistent client experience across the business
• Collaborate with the Human Capital Team to equip the sales and service teams through:
• Ensuring they have a deep knowledge of products and services and have a high client service orientation
• Ensuring effective resourcing, development, performance management and retention plans are in place for sales distribution teams
• Implement the developed model to determine and monitor the cost of sales, including effectiveness of commission structures
• Ensure effective risk management and governance of the sales and service areas
• Provides clear purpose, strategic direction and objectives to team members
• Sets, communicates and implements personal plans for team, assesses and manages performance of direct reports and supports indirect reports.
• Ability to work across divisions, and integrate cross-functional initiatives, to achieve a collective vision
• Manage allocated sales budget through effective co-ordination of sales activities and behaviours, key accounts and expense budget.
• Communicate processes, control requirements, risk management frameworks and regulatory requirements that impact the sales and services process; ensure understanding by all team members.

People:

• Select and recruit suitably qualified talent in line with Employment Equity principles and company values.
• Ensure team members complete all required compliance exams and attestations within specified timeframes.
• Create a positive work climate and culture to energise employees, give meaning to work, minimise work disruption and maximise employee productivity.
• Develop, implement and manage a People Capability plan that ensures that the function has the human resources and skills required to deliver on the strategy.
• Identify, attract, appoint, grow, engage, reward and retain top talent to drive strategic execution.
• Demonstrate exemplary leadership behaviour, through personal involvement, commitment and dedication in support of organisational values.
• Drive a culture that guides and directs best practice, fostering an environment of continuous learning, improvement, and cohesiveness.
• Enable a learning and growth culture whereby information regarding successes, issues, trends and ideas are actively shared between team members.
• Identify employee growth and development needs and schedule interventions to enable ongoing development, training, and personal growth.
• Effectively manage performance within the team to ensure business objectives are achieved.
• Ensure that employees are effectively recognised and rewarded in line with organisational practice and governance set by the REM committee.
• Encourage innovation, change agility and collaboration within the team

Client:

• Build and maintain relationships with clients and stakeholders that promote cross delivery practice solutions.
• Contribute to sustaining a competitive edge through external networking and benchmarking and representation on related forums.
• Define fair and innovative client service practices which build rewarding relationships and allow teams to provide exceptional client service.
• Engage with key internal and external stakeholders to identify changing client needs and make recommendations to align service offering with client needs.
• Manage a client service excellence culture which builds enduring relationships and allows team to provide exceptional client service.
• Manage the introduction of new client interaction channels to improve client services against service expectations.
• Be a member of and make positive contributions to Professional Bodies and Stakeholder Groups where
• Provide authoritative, expertise and advice to clients and stakeholders.
• Build and maintain relationships with clients and internal and external stakeholders.
• Contribute to the process of negotiating objective and realistic service level agreements, monitor appropriateness, and recommend adjustments.
• Define service and sales practices which builds rewarding relationships, encourages innovation and allows others to provide exceptional client service.
• Deliver on service level agreements made with clients and internal and external stakeholders to ensure that client expectations are managed.
• Make recommendations to improve client service and fair treatment of clients within area of responsibility.
• Participate and contribute to a culture which builds rewarding relationships, facilitates feedback and provides exceptional client service.

Finance:

• Implement and compile budgets to minimise expenditure in alignment with tactical delivery plans.
• Control the budget for area, including the authorisation of expenditures and implementation of financial regulations.
• Manage high risk and problematic financial issues in area of accountability and contribute to the development of policy.
• Implement and manage financial risk methodologies, techniques and systems and use to monitor and report on financial activities.
• Implement and provide feedback on the effectiveness of financial policy, practice and procedures: preventing illegal, unethical or improper conduct.
• Implement risk management, governance and compliance policies in own practice area, to identify and manage governance and risk exposure liability.
• Investigate reported willful acts of non-compliance to organisation policy and practice and report on findings

Competencies    

• Commercial and Business Acumen
• Developing strategies
• Impactful leadership
• Embracing and driving change
• Purposeful collaboration
• Growing capability and seizing opportunities
• Customer Connection –; relationship building, advice
• Execution Excellence –; Product sales, operational excellence
• People Priority –; Collaboration culture, Managing performance and Empowering individuals
• Sales skills
• Portfolio management
• Decision Making
• Risk awareness
• Cross-selling
• Extensive knowledge of the Short-Term Insurance industry.
• Knowledge in managing a diverse team
• Understanding of the Tied Agency business in the insurance industry
• Understanding of business building principles
• Interpersonal Skills
• People Management skills
• Ability to handle conflict
• Negotiation skills
• Problem solving skills
• Project management skills
• Ability to enforce principles
• Knowledge of sales processes