What will you do?
- To build, maintain, and solidify relationships with Key Brokers, representing all lines of business within Santam Specialist Solutions (SSS).
- This strategic role is focused on leading & driving key business development objectives to achieve the Strategic Goals and delivering on primary KPIs through a holistic and collaborative approach across the organization.
What will make you successful in this role?
This role will be measured against three core pillars:
Engagement: Building and Solidifying Relationships (35%)
- Communicate the SSS message to our intermediary market, including team & people updates, product updates, and risk appetite.
- Actively listen to our intermediaries to gather feedback on expectations, problems, service, and market intelligence (changes, competitor analysis, rate changes, and opportunities).
Creating Broker profiles with a comprehensive analysis to understand the broker holistically:
- Strategic Objectives: Understand the broker's own business goals, target markets, and growth ambitions.
- Financial & Operational Metrics: Analyze their GWP, client portfolio size, areas of specialty, and operational strengths.
- Current Relationship Mapping: Assess the volume of business placed with us, the specific clusters/products used, and our overall share of their wallet.
- Key Personnel & Structure: Identify decision-makers, influencers, and day-to-day operatives within the broker firm.
- Competitor Landscape: Determine which other insurers they use, the competitor's share, and the perceived strengths/weaknesses of those relationships.
- Perception & Feedback: Gauge their view of our service, underwriting appetite, competitiveness, and overall value proposition.
Business Development: Transactional Focus (45%)
- New Business: Identify and validate true cross-sell opportunities through a review of the Top renewals per business unit/cluster.
- Retention: Work with Business Unit Heads to promote business retention and packaging of SSS offerings within appetite, ensuring clarity on strategic accounts and timeous access to renewal lists.
- Lost Business: Analyze lost business data to understand market positioning and inform strategies to re-obtain submissions.
- Build, manage, and optimize a pipeline of prospects, tracking progress and forecasting accurately.
- Drive business development visits to establish new relationships and maintain the existing broker network.
- Implement structured engagements with agendas, action items, and tracking, maintaining records in shared folders/systems.
Business Intelligence and Data: Reporting Focus (20%)
- Conduct monthly, quarterly, half-year, and full-year analysis, concluding data and present agreed reports to management.
Deliver Monthly, Quarterly, Half-year & Full Year feedback to Head of Business Development SA, including:
- GWP Data (New Business, Lost Business, Retention Ratios).
- Competitor Feedback (new entrants, exits, key personnel changes, products/capacity).
- Cross-sell opportunities.
Qualifications & Experience
- Insurance-related qualification or relevant degree.
- FAIS Compliant
- Regulatory exam compliance.
- 5 to 10 years' experience in Business Development in a Strategic role involving Specialist and/or Niche classes of insurance.
- Experienced in maintaining and growing a profitable portfolio of Corporate/Commercial Insurance.
- Insurance-related qualification or relevant degree.
Knowledge & Skills
- Core ability to think and act on a strategic level.
- Technical ability across various specialist insurance product lines.
- Excellent interpersonal skills to develop and maintain understanding and working relationships with key selected brokers at all levels.
- Ability to identify new business and target cross-sell opportunities with a focused strategy.
- Proficiency in leveraging data and analytics tools to update dashboards and derive insights.
- Strong analytical skills for pipeline management, data analysis, and reporting.
- Ability to co-ordinate monthly and quarterly internal/cross-cluster meetings to ensure strategic alignment.
- Maintain a working knowledge of targeted industry groups and underwriting appetites.
Strategy and Collaboration:
- Assist in formulating, implementing, and coordinating a business development strategy as agreed with Clusters.
- Proactively lead all engagements specific to business development.
- Co-ordinate collaboration between respective Clusters to lead the pipeline management process.
- Work hand-in-hand with the Business Head to refine strategy, prioritize targets, and ensure alignment with company goals.
- Assist in preparing a budget for the relevant business/cluster area that aligns with the overall SSS strategy for growth and financial sustainability.
- Adhere to the approved budget through the generation of income and control of expenses, complying with internal expense policies.
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What will you do?
- Santam Operations, Commercial Portfolio Management have career opportunities available for Insurance Consultants base in Johannesburg Hill On Empire, Parktown . The insurance consultant role is focused on providing an end-to-end service and support to brokers.
What does Insurance Consultant do?
This role is focused on, but not limited to; servicing broker requests, including enquiries.
- Providing telephonic/ email support to the intermediary on record, authorised representatives from the brokerage, and broker services;
- Dealing with general insurance and policy specific enquiries;
- Dealing with issuance of new policies/ policy maintenance/ renewal / agri aspects of policies;
- Assisting to resolve all insurance queries within required timeframe and compliance requirements;
- Undertaking client follow-ups when policies are cancelled to ascertain the reasons and attempt to retain the policy onto books;
- Undertaking to adjust premiums in line with new asset values;
- Managing client expectation on expected turnaround times for submitted requests;
- Adhering to underwriting criteria and regional requirements;
- Assist with profiling the client with the best suitable product and underwriting criteria;
- Advising brokers to ensure that we meet with clients’ needs in terms of the correct cover and product;
- Assisting in implementing solutions for improvement; and
- Standing in for Consultants should they be absent or on leave during busy periods or absence of key resources, assisting where required.
Qualification and Experience
- Matric/ Grade 12
- 60 commercial lines FAIS credits
- A relevant insurance related qualification (e.g. NQF lev 5) would be advantageous
- Proven work experience in commercial, agriculture policy administration and underwriting within the short-term insurance industry
- Minimum of 3 years’ experience in short term insurance commercial lines and/or Agri assets
Knowledge and Skills
- Excellent verbal and written communication skills
- Excellent interpersonal skills, collaborating with internal colleagues and external stakeholders/clients
- Ensure adherence to quality, compliance and accreditation standards
- Conduct efficient administration
- Optimising work processes
Personal Attributes
- Customer Service
- Team Support
- Communicates effectively
- Situational Adaptability
- Action Oriented
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