Regional Manager at Discovery Limited

Key Purpose of the role

• Execution-focused role that strengthens regional delivery through performance tracking, reporting, adviser and franchise engagement, DFC/DCS coordination, and operational follow-through, allowing the Regional General Manager to focus on strategic leadership and growth.

Scope of the Role

The Regional Manager will be expected to contribute across the following key areas, but not limited to:

• To support execution of regional strategy and ensure operational delivery.
• To drive regional growth, improve sales performance, and strengthen the effectiveness of the Discovery distribution footprint within the assigned area of responsibility.
• Assists with implementation and tracking of strategic initiatives.
• Maintains operational relationships and supports stakeholder engagement activities.
• Coordinates initiatives and tracks execution across DFC and DCS.
• Limited direct people leadership, primarily coordination and support.
• Represents the region when delegated by the RGM.
• Can provide continuity and cover when the RGM is unavailable.
• Monitors performance, prepares analysis, and assists with intervention plans.
• Tracks performance against targets and drives follow-through on recovery actions.
• The role works closely with Franchise Directors, Business Executives, Business Consultants and Financial Advisers to grow a high-quality and sustainable adviser footprint across tied and IFA channels.
• The Regional Manager is expected to help improve recruitment, activation, productivity, retention and commercial execution within the region, while supporting the delivery of Discovery’s integrated value propositions across Life, Invest, Insure, Health and Bank.
• Accountable coordination, reporting, execution support, and delivery of agreed initiatives.
• The role also plays an important part in embedding Discovery’s Shared Value model and ensuring that franchise teams and advisers are supported to build quality, sustainable and profitable businesses.
• Support franchise teams in managing adviser panels more effectively and identifying areas for growth.
• Assist with performance tracking, follow-through and practical support to improve output.
• Contribute to building strong, disciplined and commercially focused franchise teams.

Sales Growth and Regional Performance

• Support in driving regional sales growth and delivering against agreed business targets.
• Help identify growth opportunities across the assigned area, franchises and adviser panels.
• Assist in improving new business production, product mix and overall commercial performance.
• Support focused interventions where franchises, adviser panels or key areas are underperforming.
• Contribute to the execution of regional business plans and sales priorities

Adviser Recruitment and Footprint Growth

• Support the recruitment, onboarding and early activation of quality advisers aligned to Discovery’s target profile.
• Help grow the adviser footprint in priority geographic, franchise and market segments.
• Maintain visibility of recruitment pipelines and assist in improving conversion of prospective advisers.
• Support the development of a sustainable and productive adviser base within the relevant area.

Adviser Activation, Productivity and Retention

• Assist Franchise Directors, Business Executives and BC’s in driving adviser activation, early production and long-term productivity.
• Support advisers in understanding Discovery’s product suite, systems, tools and value proposition.
• Help improve adviser retention and sustainability through focused support and performance discipline.
• Encourage better product penetration across Discovery’s integrated offering.
• Support advisers in understanding and positioning Discovery’s Shared Value model and the value of Vitality as part of the broader client proposition.

Stakeholder Management and Collaboration

• Work with internal stakeholders across Distribution, Operations, Product Houses and relevant support areas to improve execution.
• Support campaigns, initiatives and business priorities that strengthen regional performance.
• Help ensure strong communication and alignment between the region, franchises and head office support teams.
• Build credibility and trusted working relationships with internal and external stakeholders.

Governance, Reporting and Standards

• Ensure all activities within the role are aligned to Discovery’s governance, compliance and regulatory requirements.
• Support disciplined regional reporting, recruitment tracking and productivity monitoring.
• Promote sound operational standards, professionalism and customer-centric conduct.
• Contribute to a culture of accountability, integrity and consistent execution.

Key Performance Areas

Performance in the role will typically be measured across the following areas:

• Growth in adviser footprint across tied and IFA channels
• Improvement in adviser activation and productivity
• Strong leadership to sales growth and new business production
• Product penetration across Discovery’s product set
• Quality and sustainability of business written
• Strength of recruitment pipeline and onboarding success
• Support and effectiveness of Franchise Directors, Business Executives, Business Consultant and Financial Advisers.
• Adviser retention and franchise sustainability
• Accuracy, quality and discipline of reporting and follow-through

Minimum Requirements

• Relevant degree or diploma in Business, Commerce, Finance or a related field will be advantageous.
• Relevant experience in financial services, preferably within distribution, intermediary, franchise or adviser-facing environments.
• 6 years of experience in Sales Management
• Insurance Qualifications (e.g. CPF, RE1, RE 5) – Must have
• Relevant experience with Discovery Products (Advantageous)
• Good understanding of adviser dynamics, sales execution and performance management.
• Exposure to Discovery’s adviser model, product environment and distribution structures would be beneficial.
• Knowledge of underwriting process
• Broker consulting experience in an insurance company or investment house
• An understanding of financial planning
• Extensive experience in Excel and performance tracking.
• Ability to travel to other regions

Skills and Competencies

• Strong relationship-building ability
• Good commercial and sales understanding
• Ability to influence and work through others
• Strong planning, coordination and execution discipline
• Analytical ability to interpret performance trends and identify opportunities
• Good communication skills
• Ability to operate in a fast-paced, performance-driven environment

Behavioural Attributes

• High ownership and accountability
• Commercially minded and results-focused
• Professional credibility and integrity
• Strong work ethic and self-drive
• Collaborative and team-oriented
• Aligned to Discovery’s purpose and values