Relationship Manager (Marine) at Santam Insurance

JOB DESCRIPTION

• The candidate will understand premium and profit objectives through brokers by building relationships that will ensure growth and retention through creative and attentive marketing, underwriting and risk management strategies

KEY ACCOUNTABILITIES

• Manage allocated portfolio growth, retention, profitability and any other business relevant factors and agree growth plan.
• Work within a cluster and indirectly lead a team comprising of Service Consultants and Underwriters to deliver a service to the allocated portfolio of brokers.
• Reporting on performance against agreed targets
• Identify and develop sales opportunities
• Ensure a consistent and detailed understanding of the sales targets, goals, performance levels, products, business rules and conditions.
• Ensure a consistent detailed understanding amongst brokers of their growth targets, goals, performance levels and available products.
• Establishing strategies to further grow the portfolio and contribute ideas, leadership and innovation
• Utilise technology to manage data and the performance of the portfolio under management
• Prospecting for new brokers as well as business development opportunities.
• Engaging with Underwriting, Claims and Finance teams
• Ensure alignment of quality standards
• Ensure alignment of business processes
• Ensure brokers operate within agreed mandates
• Comply with corporate governance policies, procedures and standards
• Serve as the primary contact point for broker staff to build and maximise the broker relationship
• Effectively drive and deliver on business model to ensure performance targets are achieved in line with strategy
• Ensure continuous strategic and business alignment between brokers and business
• Display a deeper understanding of and ability to market effectively all Marine products
• Identify and drive opportunities to improve and enhance product and service offerings
• Keep abreast of market conditions and trends and relevant industry regulations
• Prepares and maintains a market analysis, including competitor information in order to provide input on distribution, product, price and promotion strategies
• Effective participation in any relevant industry related functions and forums and participate in continuing education and other learning opportunities
• Ensuring credibility with brokers by maintaining detailed knowledge of current market conditions and competitors’ products
• Participate in product development
• Resolve customer and broker complaints and queries 
• Collaborate and work with support units to deliver required service levels
• Co-ordinates and delivers new and on-going training on products, processes and systems
• Work within a Portfolio cluster and provide technical leadership and direction for the underwriting (technical, pricing, structure, complex processing) on all matters as they relate to ownership of your assigned portfolio.
• Participate in retention strategy

QUALIFICATIONS AND EXPERIENCE

•  Matric or equivalent qualification
• FAIS accreditation required
• RE 5
• Minimum 10 years’ Marine Insurance experience
• Commercial Lines, particular to Marine Insurance
• Experience in being on the road, dealing with and visiting brokers
• A thorough understanding of all marine insurance products 
• Leadership experience is essential

SKILLS & KNOWLEDGE

• Ability to understand client base related requirements and to conceptualise and develop relative support
• Good understanding of value chain in order to implement cost savings and maximise profitability
• Project management skills
• Working knowledge of financial management – accounting - information systems and marketing
• Strong business orientation with commercial and financial skills.
• Computer literate in data manipulation - i.e. Excel as well as technology in general
• Strong networking and relationship building skills
• Negotiating skills
• Decision making abilities
• Technical claims and underwriting skills   
• Risk management                                                        
• Strong knowledge of Reinsurance