Latest Vacancies at Rand Mutual - RMA

THE JOB AT A GLANCE

Reporting to the Group CIO, the Executive: Commercialization and Strategy will be responsible for continuously assisting with the commercialization of the AIT system and development and implementation of the strategy, supporting, and advising managers in operationalizing strategic initiatives of the AIT division through the seamless integration of all functions in a coordinated manner.  They will be required to oversee the planning, integration, implementation and tracking of specific medium-long term projects, BSC, in line with the BOS Strategy deliverables.

WHAT WILL YOU DO?

Effective commercialization and Strategy Development and Execution

• Development and execution of strategic commercialization projects that align with AIT’s Strategic objectives, ensuring they deliver value and drive the organization's mission forward.
• Collaborate with the Group CIO, Strategy and Senior Leadership to develop an integrated Commercialization Strategy considering the impact of the strategic objectives on RMA and its associated businesses (i.e. RML, COID etc.).
• Initiate and lead all phases of new business development, from prospecting and networking, initial relationship development, contract negotiations, and transition to active and ongoing client work.
• Partner with legal and governance to ensure that agreements are in place for all new business.

Effective Stakeholder Management

• Engage with internal (senior managers, divisional heads etc.) and external (CF, municipalities, partners etc.) stakeholders to investigate and identify commercial opportunities needs and areas of improvement in line with the AIT strategy.
• Liaise with internal and external stakeholders to identify, assess, and document business requirements.

Ensure Operational Efficiencies

• Carry out relevant assessments to determine if solutions to business requirements currently exist within or outside the business unit, and if not, whether new solutions are feasible for implementation.
• Analyse the impact of proposed solutions across the business, develop business cases to explain/demonstrate business requirements/specifications.
• Assess, monitor, and report on overall strategic objective delivery and performance of the AIT function.
• Represent the Group CIO at key stakeholder meetings as and when required.

Effective Project Oversight

• Act as the project sponsor/owner for various Commercial aIT projects.
• Work closely with the Project Management Office in ensuring that the Project Management Office, determines the resources (time, money, equipment, etc.) required to complete projects.
• Ensure that the Project Management Office creates a detailed schedule for project completion that effectively allocates the resources to the activities and takes into account the long-term impact of decisions and possible risks.

Office Management and Executive Support

• Prepare all relevant documentation and information for the Group CIO for various executive meetings.

WHAT YOU'LL BRING TO THE TABLE?

• Knowledge of business policies, processes and procedures, legal compliance
• NQF Level 8:  Postgraduate Degree in Law, Finance, Business Administration
• MBA or CA (SA) (advantageous)
• Qualification in project management or equivalent
• 8 - 10 years senior management experience: Compromising of 5 years of senior specialist level with strategy execution and operational experience
• Proven track record of being part of a sustainable growing business
• Sound experience in delivering and implementing complex medium to long-term projects (6 – 24 months)
• Exposure to African Markets

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THE JOB AT A GLANCE

• As the Assistant Company Secretarial, you will be responsible for the end-to-end management of the company secretarial function as well as providing ancillary and administrative support to the Group: Company Secretary.

WHAT WILL YOU DO?

Board of Directors’ Management:

•  Providing guidance and advice to the Board and individual directors on their duties and responsibilities.
•  Assist with the management review and update of the skills matrix for Directors in line with Governance prescripts
•  Assist in the proper induction, orientation, ongoing training and education of Directors, including assessing the specific training needs of the Directors in their fiduciary and other governance responsibilities.
•  Assist in providing Board (collectively / individually) with guidance as to their rights, duties, responsibilities and powers in line with Legislation and Policies and Procedures.
•  Support in making the Directors aware of the Company’s Memorandum of Incorporation, Companies Act and Insurance Act.
•  
• Management of Company Secretarial Function of the Department:
•  Ensure the preparation of appropriate Board and sub-committee papers as well as other submissions applicable to management committee.
•  Assist with the development of the RMA Governance framework and ensure that Board, its committees and the Company operate within the framework.
•  Drafting and facilitating approval of written resolutions.
•  Ensuring compliance of the company with the Delegation of Authority (DoA).
•  Assist with the review and amendment of RMA Governance Policies.
•  Develop annual meeting plans for Board, Board Committees and EXCO.
•  Provide for the proper recording of Board and Management Committee minutes and resolutions.
•  Support the Company Secretary in the effective and efficient provision of secretariat services to the Board, its sub-committees and the Executive Leadership Team including preparing agendas, co-ordinating the production of papers and minutes, record-keeping and ensuring that there is effective follow through on all relevant matters arising and action points
•  Assist in developing and maintaining relationships with stakeholders and industry bodies (PA) through ensuring effective communication to internal and external audiences, and growth of relationship with regulators
•  Attend meetings of the Board and its sub-committees and taking minutes on behalf of the Company Secretary when required.
•  Work with the Company Secretary in prioritizing the demanding workload to meet all deadlines.
•  Work with the Company Secretary to ensure that all relevant scheduling activities are carried out, including organising all aspects of Board and other meetings and ensuring all involved are aware of upcoming commitments and responsibilities.
•  Collate, review and prepare a range of papers and correspondence, proactively identify and distill pertinent issues where appropriate.
•  Communicate directly, and on behalf of the Company Secretary, with Board members and others.
•  Manage projects, research and prepare appropriate reports or presentations independently.
•  Handle correspondence and documentation for the Company Secretary, including financial reports and documentation of a sensitive or confidential nature using a high degree of discretion.
•  Research, prioritise and follow up on incoming issues and concerns for the Company Secretary.
•  Review and improve operating practices within the function to ensure it operates to its optimum.
•  Set up and manage agreed communication systems and protocols to ensure consistent standards in all communications from the Company Secretary.
•  Maintain all statutory records including all registers of shareholders and directors, minute books and attendance registers.
•  Ensure all records are timeously filed with the Registrar of Companies, PA
•  Ensure that the Board Committees and Management Committees are aware of all the legislation and governance requirements, relevant to, or affecting the Company and reporting at any Shareholder / Board/Management Committee Meeting on any failure to comply.
•  Ensure that the Board sub-committees, and relevant Management Committees’ charters and terms of reference, are relevant and updated.
•  Responsible for the effective adoption, roll out and embedding of governance related policies, within the organization, including around ethics and conflicts of interest.
•  Assist the Company Secretary in providing an effective Board and Committee reporting function. This will include the organisation of meetings, minuting and adherence to constitutional documents.
•  Responsible for successful implementation of the Annual General meeting
•  Co-ordination of the Board Strategic session on behalf of the Company; and
•  Co-ordination of the EXCO Strategic session on behalf of the Company.

Stakeholder Management:

•  Work effectively in a demanding environment with competing priorities
•  Support the Company Secretary in identifying, developing, and retaining high potential and scarce skills talent, for the benefit of the business
•  Retain exceptional communication skills to discharge duties in interactions with the directors, senior management, external stakeholders and employees
•  Retain the highest standard of ethics, integrity, and professionalism
•  Deepened values and embraces a culture of trust, respect, and openness

Compliance:

•  Ensure that the Company is in compliance with all legislative and governance requirements by working with the team to create appropriate control measures for the risk register and respond to Findings from the Department as required
•  Ensure compliance with the Memorandum of Incorporation of the Company, Company policies, charters and terms of reference of various governance structures
•  Ensure that the Company complies with all applicable laws and regulations and best practice governance requirements, including the Companies Act, 71 of 2008 as amended, the Insurance Act and King Code on Corporate Governance
•  Facilitation of performance evaluations of relevant Committees
•  Obtain information from relevant parties for reporting the relevant regulatory bodies
•  Develop governance policies and company secretary practice in line with RMA’s priorities on internal and external governance matters.

WHAT YOU'LL BRING TO THE TABLE?

•   LLB Degree
•  CSSA Qualification with Completed Boards
•  Minimum ACIS Status with CGISA (Formally CSSA)
•  Minimum 5 years in a similar role 
•  Excellent drafting skills, particularly in respect of minute taking and attention to detail
•  Proven experience in managing of Board and Committee meetings
•  Experience using Board meeting management platforms (Diligent / convene or similar)
•  Reporting experience using King IV Principles
•  Experience in operationalising Legislative requirements (Companies Act/ KingIV)
•  Good administration and organisational skills
•  Excellent communication and interpersonal skills
•  Companies act 2008 as it relates to the administration of companies and statutory requirements
•  Knowledge of Microsoft office suite (word, excel, power point)
•  Very good organisational skills and attention to detail
•  Good decision & judgement skills
•  Self-starter

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THE JOB AT A GLANCE

The incumbent will oversee the Anti-Money Laundering portfolio for the RMA Group, and other allocated portfolios. Performing periodic compliance monitoring reviews to identify issues of non-compliance. The outcome of monitoring reviews will assist the business unit to identify areas of non-compliance and improvement and aid the business unit in executing its responsibility to comply with all regulatory codes and legislative requirements.

The incumbent will also be required to ensure that the business is operating withing the prescribed legal and regulatory frameworks by facilitating and periodically monitoring compliance with internal policies and procedures embedded within the company via manual and electronic formats.

WHAT WILL YOU DO?

Oversee the Anti-Money Laundering Portfolio for Group Compliance

• Oversee the FIC Reporting requirements for RMA Group.
• Ensure regulatory reports are submitted via go AML as required.
• Manage users on go AML as and when required.
• Ensure adequate record-keeping for reports lodged.
• Ensure Umoja AML reports are submitted timeously.
• Mange and oversee the AML Software System from RMA Group perspective.
• Facilitate the AML Forum for the RMA Group.

Performing periodic compliance monitoring reviews

• Plan and execute compliance monitoring activities timeously
• Complete online reviews for each business unit
• Interact quarterly with stakeholders in each business unit gathering information
• Execute the monitoring plan as allocated by the Compliance Manager
• Business unit compliance report
• Implement an organization-wide reporting procedure to ensure compliance with the reporting responsibilities as required by the Regulator(s)
• Analyze, collate and interpret organization-wide compliance reports
• Submit detailed and summarized reports on areas covered, findings and appropriate
• recommendations for improvement to management and other
• Board-Sub Committees
• Conduct independent compliance monitoring e.g., Control Adequacy Assessments and Control Effectiveness Assessments / testing, special reviews and risk indicator monitoring via the compliance software system.
• Monitor new regulatory developments and assist with interpreting regulatory requirements for impact assessments.

Identify areas of non-compliance and improvement

• Provide each business unit with their compliance report highlighting areas of non-conformance
• Agree deadlines/responsibilities and required improvement
• Update Combined Assurance Findings Tracking document to monitor progress on a monthly basis, to track findings closure.

Ensuring compliance with all regulatory codes and legislative requirements

• Monitor the efficiency and consistency of compliance controls
• Consolidating business unit reports to reflect companywide compliance
• Consolidating tracking documents and progress report
  •  Company report
  •   Company tracking document

Stakeholder relationship management and training

• Facilitate resolution of compliance breaches
• Provide ongoing guidance and advice to Divisions / Departments
• Assist with the training of staff on compliance related matters, and review of training programme.
• Promote compliance awareness and participate in initiatives to enhance the RMA compliance culture.

WHAT YOU'LL BRING TO THE TABLE?

Minimum Qualification

• Relevant business-related degree (Essential); with an accompanying Compliance related qualification
• B. Com Law / LLB (Advantageous)
• Registered as a Member with the CISA (Essential)
• FSCA Regulatory Exam (RE1) (Advantageous)
• Professional Compliance Designations i.e., AML CPRAC(SA) or CPRAC(SA) (Advantageous)

Minimum Experience

• 5-7 years’ experience working in a compliance environment
• 3-5 years’ experience in an AML role within the insurance industry or financial services industry
• Excellent working knowledge of the AML legislation is a must, and good working knowledge of all Insurance related legislation will be an added advantage
• Good working knowledge of the GACP will be an added advantage

Knowledge and Skills required

• Excellent working knowledge of AML will be an added advantage
• Practical knowledge of applicable insurance and related legislation
• Ability to interface with Regulators
• Functional Knowledge of COIDA
• Excellent verbal communication and writing skills
• Ability to work under pressure and meet deadlines
• Good presentation skills and ability to interact with senior management
• Experience in compiling compliance reports and regulatory submissions
• Professional Compliance Designations i.e., AML CPRAC(SA) or CPRAC(SA) an advantage

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THE JOB AT A GLANCE

As a Customer Account Executive, you will be responsible for growing the number of lives within the COID business through effective customer engagement and the position of a value proposition to the targeted employers to move to RMA. The incumbent will be required to manage and resolve client services queries and visit clients to assist with the submission of the Return on Earnings. The Customer Account Executive will also be responsible for improving customer experience by addressing customer pain points and contributing to high levels of customer satisfaction and loyalty.

WHAT WILL YOU DO?

Growing the COID business lives, handling and resolving service-related queries:

• Provide a value proposition to the employers to enable the transfer and move to RMA
• Understand the RMA products and promote RMA products and generate leads for RMA Life Sales and Distribution
• Provide first line product, process and technical support to customers
• Identify up-selling and cross-selling opportunities through ongoing engagements with customers by explaining product benefits to potential customers
• Follow up on leads and referrals as received from customer engagement
• Ensure adherence to TCF principles and report any transgressions
• Participate in ad hoc assignments as per role requirements.

Liaising and maintaining good relationships with all the employers:

• Follow up on customer by engaging with the relevant stakeholders to identify whether all issues have been resolved
• Set up continuous sessions with the client to build relationship but more importantly to ensure that RMA is providing the right service.

Address customer service and satisfaction issues promptly:

• Conduct customer satisfaction surveys, identify and close any gaps identified
• Address customer service and satisfaction issues promptly
• Conduct a root cause analysis of customer pain points/service failures by analysing trends and identifying areas of improvements
• Ensure customers always receive professional communication regardless of the channel used
• Identify areas of improvement on the system to ensure timeous communication with customers
• Conduct customer satisfaction surveys, capture information received from surveys and share relevant feedback with sales for action
• Assist in projects aimed at transforming customer experience
• Ensure customer contact details are updated on the system.

Identify training requirements and organise with the Stakeholder Training Officers:

• Identify training requirements and organise with the Stakeholder Training Officers.

Providing first line product, process and technical support to customers:

• Provide a service to clients, including support on the Return of Earnings, manage and report on the RMA processes including Renewal process, claims process, to ensure customer service and satisfaction, productivity and cost control in comparison with targets set
• Act as an intermediary by coordinating different RMA service team, including training, claims and any other related services for the benefit of the employers/members
• Manage the Office honestly, follow high ethical standards, and comply with all Company policies and procedures
• Deal the appropriate authorities on matters regarding RMA services.
• Carry out all office planning on a regular basis, as issues arise, or in advance of anticipated needs
• Ensure timely submission of various periodical reports, highlights of the previous month’s reports
• Ensure proper housekeeping, safety and security of the Rand Mutual Properties.
• To ensure that the Office assets are in a proper condition including ensuring control over movement of same through logbooks and that they are used for official purposes only
• Communicate effectively with other Departments and Middle Managers by sharing information on effective practices, competitive intelligence, business opportunities and needs

Requirements

WHAT YOU'LL BRING TO THE TABLE?

• NQF Level 6: Diploma in Insurance or a related field
• Experience within the Short-term insurance / Medical Insurance or Long-term Insurance field
• 2-3 years’ experience in sales, customer service or claims within an insurance environment would be preferable
• Experience in selling and growing business, sales and generating of leads
• Experience in managing customer relationships
• Experience in handling customer complaints
• Experience administering customer and service satisfaction surveys
• Sound knowledge of COID and Life Insurance products
• Knowledge of insurance value chain
• Knowledge of industry regulations, e.g. POPI, COIDA, TCF, etc.
• Good understanding of the customer experience value chain
• Computer Literacy: Particularly using Outlook, Excel spreadsheets and the Internet
• Data interpretation and report writing skills
• Must be able to travel for business related matters
• Customer centricity
• Strong selling abilities
• Multilingual
• Ability to check work accurately
• Administrative skills
• Good self-image (Presentable)
• Ability to interface with clients and staff
• Excellent verbal communication and writing skills
• Ability to work under pressure and meet deadlines
• Good presentation skills and ability to interact with middle and senior management.

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THE JOB AT A GLANCE

Reporting to the COID Risk and Compliance Manager, the COID Risk and Compliance Specialist will be responsible for ensuring that all regulatory compliance that is applicable to the COID business, are implemented and enforced and are in line with the controls established by the Risk and Compliance department in RMA. The incumbent will also be responsible for performing periodic compliance monitoring reviews, to identify areas of non-compliance and improvement and aid the business unit in executing its responsibility to comply with all regulatory codes and legislative requirements. Furthermore, the Risk and Compliance Specialist will also be responsible for working closely with the Risk and Compliance Manager and Group Risk and Compliance to assist with the implementation and operationalisation of risk and compliance management frameworks within the COID business.

WHAT WILL YOU DO?

Performing Periodic Compliance Monitoring Reviews

• Interact periodically with stakeholders in each BU gathering information in preparation for monitoring activities.
• Conduct controls assessment in advance of monitoring, where required, using defined methodology.
• Plan and execute compliance monitoring activities timeously, using Compliance monitoring processes, systems, and methodology.

Identify Areas of Non-Compliance and Improvement

• Provide the business with their compliance report highlighting areas of non-conformance.
• Agree deadlines/responsibilities and required improvement.

Ensuring Compliance with All Regulatory Codes and Legislative Requirements

• Monitor the efficiency and consistency of compliance controls.
• Monitor regulatory updates and assist in conducting gap analysis where there are changes.
• Provide inputs on implementation/ operationalisation of regulatory changes.
• Consolidate reports to reflect compliance for the COID business.
• Consolidate tracking documents and progress reports.
• Consolidate defined Regulatory reports for sign off prior to submission to the relevant internal/ external stakeholders.
• Monitor completion of mandatory Compliance training, conducting escalations and reporting on progress. 

Administration of the Risk Function within the COID Business

• Assist with the implementation of all aspects of the risk function within the COID business, including implementation of risk management framework and processes, utilization of tools and systems to identify, assess, measure, manage, monitor and report risk.
• Assist in the development and management of processes to identify and evaluate business areas' risks and risk and control self-assessments within the COID business.
• Consolidate tracking documents and progress reports.
• Assist in the co-ordination of Risk and Compliance activities (first line of defence) and collaboration through appropriate forums.
• Communicate and facilitate the use of appropriate risk management methodologies, tools, and techniques across the COID business.
• Highlight areas of constraints, areas of improvement and report recommendation to management.
• Co-ordinate with business for escalation and reporting of risks and Loss Data Collection (LDC).
• Develop and ensure maintenance of risk register for the COID business.

Regular and Ad Hoc Reporting

• Use appropriate templates and channels to engage stakeholders and report progress on a weekly and monthly basis or as required.
• Consolidate defined Regulatory reports for sign off prior to submission to the relevant internal/ external stakeholders. 

Requirements

WHAT YOU'LL BRING TO THE TABLE?

• NQF Level 7: Bachelor’s degree in Law or a Compliance Qualification
• RE1 and/or RE 5 qualification/s required
• Eligible to be registered with FSCA
• At least 3 - 5 years’ experience in financial services sector within legal/ risk/ compliance environment
• Strong working knowledge of regulatory universe within the Financial Services Industry
• Good working knowledge of GACP (added advantage)

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THE JOB AT A GLANCE

As a Key Accounts Manager, you will be responsible for managing partnerships, operational delivery, relationship management, sales management as well as optimizing business opportunities in the strategic partnerships division.

WHAT WILL YOU DO?

Revenue generation Non-COID (New Business)

• Sell Non-COID and other RMA products through self-generated sales leads through networking, referrals and warm/cold calling
• Follow up on leads in respect of sales opportunities
• Manage business intelligence and business generated leads in a professional and timely manner

Customer Service and Relationship Management

• Make Lead analysis initiatives and service improvement reviews across the business

Building channels and finding partners

• Build strong relationships with existing customers and new business prospects from initial call strategy gaining their trust and respect
• Attend prospect premises to undertake surveys and progress sale

Compliance and Reporting

• Prepare periodic sales pipeline reports showing sales volume and potential sales
• Mitigate controllable Risks through Quality, due diligence and disclosures

WHAT YOU'LL BRING TO THE TABLE?

• NQF 6 National Diploma in an FSB recognised qualification
• CFP is Advantageous
• RE 5 (Representatives) non-negotiable and RE 1 (Key Individual) advantageous
• FAIS accredited
• At least 5 years proven sales experience at senior level
• Ability to interact at a C suite level
• Knowledge of business policies, processes and procedures, legal compliance
• Highly developed, demonstrated Sales Skills
• Proven track record of sales experience in a Business to Business employee benefit product environment
• Appropriate experience in a customer facing environment
• Experienced in identifying potential client’s teams about potential markets
• Appropriate experience in a customer facing environment
• Experienced in identifying potential client’s teams about potential markets
• Demonstrated ability to increase productivity and continuously improve methods, approaches, and departmental contribution
• Demonstrated effectiveness in holding conversations with customers, customer evangelism, and customer-focused product development and outreach
• Demonstrated ability to see the big picture and provide useful advice and input
• Competitive in their approach to business
• Experienced in identifying potential client’s teams about potential markets, desirable product features, go-to-market best practices, and measuring the success of outreach and product sales

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THE JOB AT A GLANCE

As a Senior Portfolio Manager: Partnerships you will be reporting to GM: Strategic partnerships, you will be responsible for the management of strategic client partnerships. You will be supported by key account executives in the execution of his/her duties. You will focus on the identification and management of key strategic partners with the aim to maximise on business opportunities that generate revenue resources and profitability. Key to this role is sales management, Partnership engagements, an operational focus of the various businesses, and understanding of ROI and key life metrics as well as team management. 

WHAT WILL YOU DO?

Front- end Sales Management

• Develop short- and long-term sales strategy to ensure attainment of company sales goals and profitability through the development and maintenance of effective partnerships with key decision makers in key partner organisations.
• Focus on value creation by selling by discussing business strategy and challenges with executive business leaders and delivering sales presentations.
• Set strategy for assigned partners/clients and direct execution in accordance with business objectives.
• Analyse business opportunities in terms of profitability to the company and benefit to each partner.
• Report on sales progress, pipeline reporting and attainment of goals; create accurate forecast for partners on a weekly and monthly basis via pipeline reports.
• Manage and develop partnerships proposals in line with RMA’s strategy and prioritise projects.

Developing and Maintaining Strong Partner Relationships

• Raise RML’s profile by cultivating and establishing productive and professional strategic relationships with key decision makers across current partners.
• Schedule regular visits to partners.
• Oversee existing relationships with senior leaders at key partner organizations and ensuring service levels and expectations are met.
• Help maintain and ensure partner renewal rates.

Operational Focus

• Work with partners to identify strategic opportunities for future collaboration and growth.
• Measure effectiveness of customer success through metrics and data in order to Influence future lifetime value through higher customer satisfaction and overall health scores.
• Evaluate effectivity of partner relationships and engagements in delivering positive ROI.
• Develop strong relationships with partners maximise revenue streams and explore new initiatives that will drive revenue growth and offer RMA brand and media presence across key markets.
• Responsible for setting the direction for development of partnership relationships and helps negotiate partner agreements.

Team Management

• Manages a team of specialists who enhance existing relationships, deliver campaigns and further penetrate existing accounts.
• Set staff and departmental performance targets and expectations, ensuring that the targets and expectations are achieved through regular monitoring and management
• Identify talent within the team and develop employees through effective staff management and assist them in meeting their training requirements and achieving their career aspirations
• Identify and recruit new staff members
• Ensure that financial resources are used efficiently and effectively.
• Manage and maintain relationships with RMA’s PR Agencies and work jointly with the agencies and business to write editorials, advertorials etc.

WHAT YOU'LL BRING TO THE TABLE?

• NQF Level 7: Degree in Business Management
• Postgraduate Degree in Business Management (advantageous)
• RE5
• Key Individual (Advantageous)
• CFP (Advantageous)
• 5 – 8 years Financial Services Industry Knowledge
• 5 years Long term insurance experience
• 3 years management experience
• Experience in Insurance/Financial Services sector (preferred)
• Must have a proven sales track record
• Experience engaging with C-suite clients
• Proven experience in building and managing strategic partnerships with key account organisations at executive levels.
• Proven experience in driving sales revenue generation activities through effective partnership development and maintenance
• Financial Services Industry Knowledge
• Legal technical Knowledge (product related)
• New and Existing business processes
• Advanced understanding and application of the end-to-end Key Accounts Management function
• Experience managing budgets and sales teams
• Sound Long-term (Life) Insurance knowledge and experience
• Strong insurance product knowledge (group benefits)
• Proven track record on setting, achieving and exceeding sales targets
• Extensive experience developing partnerships with
• Ability to demonstrate past sales achievement in large and complex deals
• Financial Services Industry Knowledge
• Legal technical Knowledge (product related)
• Must have knowledge of employee benefits
• Strong relationship building skills and an entrepreneurial approach that leverages further opportunities