Current Openings at Cliffe Dekker Hofmeyr Inc

• Our Client is a leading direct Short-Term Insurance and Financial Services Company and are appointing Business Insurance Advisors who are dynamic, tenacious and target driven and are passionate about service excellence. Blum & Hofmeyr would like to assess and interview you for this ultimate sales post if you have your RE and have previous cold calling experience and a track record of insurance sales in the Insurance Sector, and ability to source your own leads. Previous experience of face to face cold calling, Commercial Insurance Sales and RE1 with at least 60 FAIS Credits is essential.

WHAT YOU WILL BE DOING

• Gaining entry to potential commercial/business short-term insurance markets.
• Developing suitable marketing strategies and track the success of lead generation activities.
• Brining in new business based on own leads and exceed set targets.
• Setting up own appointments, quote Businesses on Business Insurance requirements and personally close Business Insurance Quotations.

WHO YOU MUST BE

• A Matriculant with RE1 and 60 FAIS Credits.
• Experienced in generating own leads and have a stable track record and a success record of sales in Commercial Insurance.
• Holder of valid drivers licence.
• Own your own reliable vehicle.
• Passionate / tenacious / self-motivated and dynamic.
• An excellent communicator and able to interact effectively with people on all levels.
• Have previous (2 Years) experience in external direct sales, generating leads and cold calling.
• Track record in generating leads in SME’s and amongst business professionals.
• 5 Years Short-Term Insurance experience is essential.

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Job Objectives (Maximum 8)

• Portfolio
• Product Strategy
• Define and manage assigned portfolio product strategy
• Define and implement revenue growth measures
• Target markets, segments & customers
• New products/services
• Existing market penetration
• New markets etc.
• Ensure product attributes remain relevant to market requirements
• Regular market and competitor analyses
• Manage product pricing
• Product bundling
• Market research
• Attend conferences and other industry forums to remain abreast of key industry trends
• Interact regularly with customers to understand their experiences and product wish lists
• New product development
• In conjunction with internal departments, manage the development of new products and the roll out internally

Manage supplier relationships:

• Partner Status and discounts
• New Products And Product Enhancements
• Product Changes
• Process Changes
• Pricing Changes
• Support Changes
• In conjunction with sales, define and manage the product sales strategy
• Direct
• Channel Partners
• Training and development

In conjunction with marketing, define and implement product specific marketing plans:

• Internal, customer and external marketing planning and activities
• Campaign management
• Accountability for product collateral
• Product Sheet
• Battle card
• Pricelist
• Proposal templates
• Training Manual
• Sales Presentation/s
• Training Presentation/s
• Financial Management
• Revenue and margin management in line with budgets
• Revenue assurance
• Manage exchange rate fluctuations, where necessary
• Product Sales Management
• Primary contact for sales support:
• Pre Sales,
• Quote assistance,
• Support queries
• Commission/GP/discount queries
• Tenders
• Define and implement sales training plans
• Ensure regions, individual sales staff and channel sales staff are equipped to effectively sell the products
• Measure product sales by channel partner, region and individual and take corrective action where necessary
• Conduct regular meetings with sales teams to understand:
• Product specific sales pipelines in order to predict product revenue and margins
• Sales and customer experiences of existing products
• Customer and market specific requirements
• Manage the customer sales interaction experience to ensure valid information is always available for decision making:

Process Management

• Manage the internal order to invoice process and review regularly to ensure maximum customer satisfaction
• Service strategy
• In conjunction with the Service Centre, implement product specific service strategies and monthly reporting to measure customer experience
• Where necessary recommend corrective action
• Product Technical Strategy
• Work together with Platform Managers to align product commercial, operational and technical strategies
• Reporting
• Revenue and margin
• Operational metrics

Level of tertiary education

• Grade 12

Specific degree/ qualification

Essential/ Desirable

• Engineering Diploma / Degree

Desirable

• 5 yrs ISP/Systems Integrator
• 3 yrs Product Management Experience

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Responsibilities

• This role is for an experienced manager with excellent emotional intelligence; able to lead an experienced team and grow their skills to succeed at their roles. The person must be able to interact with many different levels of personas within customer base as well as internally at Mimecast. This person should be progressive and forward thinking, but approachable and flexible within a highly dynamic environment to be able to cope with multiple activities at the same time. Duties include:
• Oversee the day to day operation of one of the Customer Experience teams
• Act as a mentor and resource for the team when dealing with customer incidents and strategies
• Driving the defined CX strategy within the team
• Dynamic risk reporting to the Director of Customer Experience especially pertaining to and highlighting churn risk and downgrades to the business
• Ability to track team’s performance against set KPIs
• Team development in all areas of skills and education; product, business acumen, risk strategies, competitive knowledge and sales skills to resell value to customers.
• Team leadership in retention activities – escalations, assistance, reporting and driving revenue retention across the base
• Availability and ability to participate in key customer meetings, particularly for issue escalation, retention activities and commercial discussions taking place. Willingness to be point of contact for customer executive management
• A dynamic and engaging presenter with the ability to coach and mentor staff members towards improving their skills in this regard
• Understanding business and financial measures when working on customer retention (NPV, Cost Benefit Analysis, Cost to Acquire, Cost to Serve and the likes).

Requirements and Desired Skills

• Bachelor’s Degree preferred
• Must have an IT or Customer Service background
• At least 3 years in a leadership and management role in a high energy, dynamic and entrepreneurial company; SAAS company preferred
• At least 5 years strategic customer account management experience
• Proven experience executing customer experience and retention campaigns
• Proven experience with the management of teams, including personal and professional growth of team members and ability to deliver on a KPI driven plan
• Someone who makes sense out of complexity and acts quickly
• Stellar Communication Skills; written, verbal and presentation
• High performance and success driven
• Positive attitude, well-presented and professional
• Experience in sales and revenue growth
• Ability to build great relationships both within Mimecast and with our Customers
• Excellent contextualization skills to empathize and understand customer pain points and work with them towards resolution
• Product and organizational knowledge
• Excellent reporting skills and the ability to effectively communicate key initiatives and measures to the CX team
• Ability to present at all levels of customers and Mimecast; From CxO level to technical staff