Senior Manager: Broker Marketing at Telesure Investment Holdings (TIH)

Job Purpose

• Lead, drive and grow sales from the traditional independent and corporate brokers through leading a team of broker consultants and managers, resulting in an increase in market share with this segment, ultimately driving profitable growth.

Responsibilities

Broker Relationship Management

• Develop and implement a relationship management plan for strategic, complex existing accounts to build key relationships at local and national levels. Coordinate the engagement of own organization with the partner organization to ensure effective two-way flow of information and resolution of issues. Manage key client and customer relationships, often through account teams, to ensure their ongoing satisfaction and loyalty.
• Continuously assess competitor offerings and propose ideas for improvement using fact based evidence.
• Ensure that connect sessions are held with key Partners quarterly and that an effective communication strategy is executed.
• Set clear objectives for each Broker Relationship Consultant and manager; develop and make presentations that are tailored to the known interests, needs, issues, and concerns of decision makers and influencers within the Broker organization; gather and analyze relevant information; and gain agreement to a statement of requirements.

Operations Management

• Support the overall organizational strategy by developing and delivering operational plans and outcomes for a large portion of the business.
• Ensure the effective implementation of Business Plan activities.
• Ensure that processes are mapped and continuously reviewed and re-engineered for optimal efficiency and customer centricity.
• Continuously review capacity and other constraints and ensure that obstacles are resolved.
• Periodically review contracts and agreements and ensure suitability.
• Ensure the effective management of all agreed partners’ Service Level Agreements.
• Draft and manage internal Service Level Agreements with stakeholders and ensure that quarterly review meetings take place.
• Effective monitoring and management of all complaints received from Broker partners.

Leadership and Direction

• Communicate the function's strategy and its relationship to the organization's mission, vision and values; clarify the actions needed to implement it within the area of responsibility; motivate people to commit to these and to doing extraordinary things to achieve the organization's business goals.
• Responsible for effective employee engagement in order to build a high performance culture that contributes to the overall organisational goals.
• Implement tactical and operational plans through effective team management, ensuring sales growth by delivering agreed business plan targets.

Budgeting & Financial Management

• Manage budget plans for a department. Could involve development or delivery (or both).
• Set operational and marketing expense budgets accurately within the stipulated guidelines.
• Manage operational and marketing expense budgets to ensure operational efficiency.
• Ensure effective cost control measures are in place.
• Ensure achievement of cost per lead, cost per sale and P factor targets.

Performance Management

• Manage and report on the performance of the function / business area; set appropriate performance objectives for direct reports and hold them accountable for achieving these; take appropriate corrective action where necessary to ensure the achievement of annual business objectives.

Broker Relationships Development

• Develop and implement relationship management plans for potential new Broker Partners to identify and build
• relationships with relevant decision makers and influencers within the Broker organization.
• Implement strategies to enable growth from existing partners and to acquire new partners and as a result achieve business growth.
• Increase market share by enabling and optimising the entire sales process.

Operational Compliance

• Ensure that business activities within the area of responsibility comply with relevant external regulatory and/or voluntary codes and with internal policies and procedures to minimize business risk and to protect the reputation of the organization. 
• Monitor the compliance and adherence of Broker Partners.

Organizational Capability Building

• Evaluate the capabilities of staff within the department to identify gaps and prioritize development activities. Implement the organization's formal development frameworks within the area of responsibility. Coach and mentor others to support the development of the organization's talent pool.
• Ensure development plans are created, contracted and monitored.
• Revise coaching needs and role profiles to customer focused context and expectations.

Personal Capability Building

• Act as subject matter expert in an area of technology, policy, regulation, or operational management for the team. Maintain external accreditations and in-depth understanding of current and emerging external regulation and industry best practices through continuing professional development, attending conferences, and reading specialist media.

Improvement / Innovation

• Identify shortcomings in existing business practices, then suggest and implement improvements while developing and delivering projects or a work stream within the organization's change management program. Involves working with guidance from senior colleagues.
• Leverage all available information from our partners, the industry and internally to ensure we are constantly reviewing our departmental processes, systems and protocols with a view to improve efficiencies.

Education

• Grade 12/ SAQA Accredited Equivalent (Essential); A relevant 3 year Business related degree / diploma in Business Management and/or Marketing (Essential); Regulatory Examination and FAIS (Essential)  (Required)

Experience

• 8-10 years experience in short term insurance, with strong experience in commercial insurance. Proven track record of managing broker relationships, and experience in developing and executing strategy in broker distribution. Experience working with binder and outsource agreements (Essential); 5 or more years managing Broker key account managers (Essential)