Head Of Distribution

IntroductionMomentum, a financial services provider of choice for advisers and their clients, known for its entrepreneurial spirit and innovative culture is committed to wealth creation and preservation, insurance, and income protection for all our clients. We do this through our understanding of the retail insurance, savings, and investment markets in SA.Role PurposeThe Head of Distribution (HoD): KwaZulu Natal (KZN) and Eastern Cape (EC) crafts and develops key growth sales strategies, tactics, and action plans for the area and justifies these to the Chief Executive Officer (CEO) of Momentum distribution services (MDS) to ensure the strategies are successfully executed to achieve annual financial, sales and growth targets. In addition, the HoD leads Regional General Managers (RGMs) to ensure they, in turn, successfully lead and mentor their teams. At the core of the HoD role is execution of the MDS and Momentum Group's Impact Strategy. By living this culture, behaviour, and leadership, the HoD enthuses our sales force and aims to achieve our goal of growing our productive independent financial advisers (IFAs).RequirementsQualifications:Degree in Finance, Marketing or Business Management,Bachelor of Commerce Honours (preferred), andCertified Financial Planner (CFP) (preferred).Experience:7 to 10 years of experience in financial services (Insurance and investment distribution)3 to 5 years of senior management experience in a multi-product distribution channel environment.Exposure to IFA development and practice management.Knowledge of how legislation impacts the insurance industry.Proven ability to drive the sales process from plan to close.Proven sales executive experience meeting or exceeding targets.Duties & ResponsibilitiesA deep understanding of the MDS Strategy and the KZN and EC area. Through relentless influence and focus the HoD is the catalyst that turns MDS into a high-performance sales area.A great HoD actively mobilises support services that enable sales as well as product houses and assists them to meet MDS' business objectives.The HoD takes ownership of IFA and key account relationships in their area and is accountable for independent financial adviser (IFA) footprint growth against well-defined targets.The HoD owns the culture and leadership in the area and determines the way of work through:Effectively leading the team. The HoD is the leader (captain) of the area.Drives high performance. The HoD is self-confident, instils confidence in the sales force and ensures that everyone follows the plan for success for the area.Segmentation/understanding the area. A great HoD is a catalyst for change and business opportunities in the area. They have meaningful and crucial conversations with the right stakeholders to understand who is on the field. They also ensure correct and accurate broker profiles, statistics, analytics, and that systems are updated for a deep understanding of IFAs and competitors in the area.Team and role composition. The HoD appoints the best managers (leaders), and through great leadership inspires and enthuses the sales force to co-create a high-performance culture. A great HoD assists their RGMs to understand recruitment and match the correct BC to the correct IFA, to ensure our sales force grows and achieves their targets.Panel management. The great HoD knows MDS can only have valuable panels and understands the importance of our approach to IFA panels, i.e., no 'panel-creep' or 'panel spinning'.Activity management. At MDS we believe in 16 IFA visits per week for BCs, regular visits from RGMs and HoDs, and we will continue to count case levels until IFA business flows naturally. We track every activity that adds value. HODs pre-empt the essential activities they need in their area to be successful and share it with their leaders.Meaningful relationships. The HoD has meaningful and quality relationships and conducts quality meetings.Knowledge distribution. The HoD helps ensure that MDS has the best-trained BCs in the industry and is the "go-to" person for IFAs when it comes to industry discussions. The great HoD understands that their level of knowledge enhances knowledge distribution and therefore encourages and promotes initiatives aimed at improving knowledge (continuous learning), performance, and coaching.Coaching and mentoring. The great HoD coaches and mentors the RGMs in the area by reflecting on the losses and successes of the previous month but also changes and improves sales tactics for the upcoming month.Sales performance owner: Ensures their sales teams achieve their set targets every month.The HoD owns the numbers and the budget for the region, tracks it continually, and initiates actions to stay on target. Identifies solutions to enhance cost effectiveness and increase operational efficiency.Leads from the front and guides their teams to achieve their monthly targets.Motivates their teams to grow their performance, exceed their targets, and set new targets.CompetenciesBusiness and market acumen. Understands how the business operates, the key issues and risks that drive business success and their impact on the commercial viability of potential ventures and the profitability of the Group.Adviser commitment. Anticipates, meets, and exceeds advisers' needs by creating long-lasting relationships that support the adviser value proposition, supports their financial sustainability, and ensures client centricity.Drives for results. Drives a sense of urgency, focus, accountability, agility, and execution to deliver business results.Leads change and innovation. Actively leads change, does what is right for the business, and drives continuous improvement through innovation.Prioritises the business interests of Momentum and invests in the success of the group by aligning effort across divisions.Motivates and inspires the team. Creates and maintains an open, positive working environment by generating commitment, building trust, a shared sense of purpose and empowerment in others, and encouraging them to contribute to the best of their ability.Impact and influence. Persuades, convinces, influences, and inspires others, both within Momentum and externally to win support, loyalty, and gain commitment to the purpose of the Group.Self-awareness and insight. Effectively manages self and relationships with others and provides perspective in difficult situations.Diversity and inclusiveness. Is sensitive to individual and cultural similarities and differences, demonstrates humility and openness to engage people from diverse backgrounds and cultures for mutual benefit of all.This role forms part of the Momentum Distribution Services (MDS) Executive Committee. For the successful incumbent to be successful, they will need to deliver on the following MDS team goals:Expand and optimise our specialist BC footprintEstablish mutually beneficial strategic partnershipsKeep the IFA independent by creating a partnership proposition offered by Momentum Adviser PartnershipsSupport and drive transformation, diversity and inclusion initiatives to contribute to a more transformed adviser base in South AfricaDrive efficiencies across the value chain through adviser digital enablement and VIA integrationCreate a competitive advantage through the New Business onboarding experience for advisersCreate a leading digitally enabled adviser experienceAligned product business and distribution go-to-market strategiesEstablish Momentum Investments as a seeded player and increase adoption of in-house investment capabilitiesVest an enabling cultureGrow and retain talented leaders and specialists
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