Head of Sales: Centurion
Role Purpose:
To effectively manage the sales operational areas in terms of people, resource allocation, budgeting, systems, and processes to ensure achievement of strategic objectives and targets.
Responsibilities and work outputs:
Strategic:
Set operational strategy in conjunction with Executive of Sales, Services and Distribution
Implement, drive, measure, monitor and achieve strategic objectives and targets
Track and monitor the key performance areas of the Sales functions
Identify, develop, and execute on best operating practices
Revenue Growth:
Increase sales revenue by achieving or surpassing sales targets and quotas, identifying new sales opportunities, penetrating existing markets, and expanding into new markets.
Operational Management:
Effective use of Management Information to manage the Sales Operational areas and to identify opportunities, risks, trends and possible areas of cost savings and efficiency improvements
Proactive assessment of future departmental needs
Regular on the floor involvement and communication with staff is encouraged to facilitate operational problem solving and development of processes and procedures.
Risk Management:
Identify potential risks and challenges that could impact sales performance, such as changes in market conditions, competitive pressures, or regulatory issues.
Develop contingency plans to mitigate these risks and ensure continuity of sales operations.
Actively looking at ways to drive and improve efficiency and productivity
Implement, manage, monitor, and measure efficient, effective, and consistent workflows and processes
Maximize gains and minimize claim costs.
Identifying enhancements for current processes and systems through innovation and ensure that they are executed on.
Identify, manage, and monitor risks within the department
Ensure best practices in minimizing risk and compliance with policies and procedures to contain risk
Manage the Sales Operational areas within the regulatory environment (Treating Customer Fairly, FAIS Act, Short Term Insurance Act, Policy Protection Rules etc.)
Sales Process Optimization:
Continuously improve sales processes to increase efficiency and effectiveness, streamlining sales workflows, implementing sales automation tools, and analyzing sales data to identify areas for improvement.
Regularly analyze sales data to identify trends, opportunities, and areas for improvement.
Staff:
Leading and developing staff to ensure high levels of productivity and performance
Ensure a high level of staff morale
Pay for Performance Models in place in the areas where it is applicable and regular review of the appropriateness and effectiveness of such a model together with the Actuarial team.
Ensure that continuous communication takes place with staff with aim of improving their understanding of the PFP models.
Performance Excellence Reviews conducted and recorded bi-annually with all staff
Performance Dialogues held regularly, both formally and informally.
Non-performance issues investigated and resolved speedily.
Incentive programs in place and applied consistently
Non-adherence to Company values, ethics and codes strongly actioned
Ensure focus on EE, diversity, and retention issues
Ensure disciplinary code/matrix in place and in use
Ensure recruitment in line with EE focus and resigned staff replaced speedily (where relevant) by recruiting and appointing the right staff, at the right time, for the right position
Ensure that training (informal and formal) is encouraged and supported opportunities for staff development proactively identified and recommended coaching opportunities identified and frequently utilized
Relationship Management:
Problem solving assistance provided to staff within a reasonable timeframe
Monitoring of effective communication processes in place
Customer Relationship Management:
Strengthen relationships with existing customers to drive repeat business and customer loyalty, implementing customer relationship management (CRM) systems, establishing customer feedback mechanisms, and providing exceptional customer service.
Foster a culture of collaboration, accountability, and continuous improvement within the sales organization.
Intervention, where appropriate, to ensure effective critical problem resolution.
Decision-making after appropriate consultation and within appropriate mandate
Position of related stakeholders considered.
Clear justification for decisions
Decision making for the Organizational/Departmental good.
Maintain relations with external parties who add value to the specific department.
Financial Discipline:
Development of Department budgets in line with strategic vision
IDU budget monitored on a monthly basis and variances in budget questioned and evaluated
Assessment and approval of budgetary expenses requests from staff
Customer and Broker Service:
Manage client and broker complaints and handle the most complicated customer/broker complaints
Effectively addressing problems or trends identified in analysing complaint feedbacks received from clients and brokers
Experience and Qualifications:
Bachelor's Degree / Advanced Diploma relevant to Industry
At least 5 years' experience at a middle management level, specifically in a short-term insurance sales environment
Leadership or Management studies/ qualification advantageous
FAIS representative (Must have completed all relevant RE exams)
18 CPD (Continuous Professional Development) points
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