To support Stanbic Insurance Agency Limited – SIAL in achieving goals, income and profit budgets by way of managing the behaviour of staff and relationships Vehicle & Asset Finance (VAF) teams across Stanbic bank.
To ensure on-going and successful sales and distribution of Insurance including renewals and Bancassurance products through the branch network (branch including business staff, and Vehicle & Asset Finance)
To implement sales plans/actions and identify sales opportunities.
To ensure all compliance issues are dealt with and compliance targets are met.
Key Responsibilities/Accountabilities
Sales management
Oversees the sales performance across Vehicle & Asset Finance (VAF) and achieve 90% New to Bank, 90% renewals and 60% on Assets financed but not insured with Stanbic Insurance Agency Limited (SIAL)
Clearly understands sales targets set and influences and drives the achievement of SIAL sales targets within Vehicle & Asset Finance (VAF)
Ensures that SIAL cross-selling takes place in new and existing business, within Vehicle & Asset Finance (VAF)
Markets and provides information on the full range of products to customers to optimise cross-sell.
Identifies gaps/anomalies and develops ideas to rectify and improve performance.
Assists in the development and repositioning on new product initiatives.
Provides timeous feedback to the stakeholders teams on queries/complaints and sales statistics.
Analyses MIS to understand where the sales gaps, are within VAF and the different channels.
Advises and shares best practices, tactics and actions plans with VAF consultants and Business Development teams to close sales gaps.
Handles basic activities/queries that fall within the policy terms and understands impact of actions on other areas of the business (claims/underwriting/sales). Differentiates between product features and benefits based on customer needs.
Office administration
Completes all administration requirements timeously, e.g. weekly Vehicle & Asset Finance (VAF) penetration report ,renewals reports, activity sheets and discusses this daily with the Business Development and during the weekly sales meeting.
Preferred Qualification and Experience
Relevant degree from a recognised University
Experience
2-5 years’ Sales experience
Proven Sales track record.
Experience in performing elementary functions on computer systems (most often used)
Knowledge/Technical Skills/Expertise
Problem solving
Analyses and monitors sales trends and volumes and proposes changes to training, processes, systems and procedures. Ensures compliance to standards. Intervenes when problems and issues arise.
Negotiates or resolves conflict and differences, agrees upon courses of action, bargains for advantage, to satisfy various needs: Realises seriousness, shows diplomacy and transparency, and involves key parties.
Planning
Plans sales activities to meet and exceed targets on a daily weekly and monthly basis.
Formulates action plans – sets goals, standards and priorities on a daily weekly and monthly basis.
Decision making
Monitors and responds to changes in the environment to ensure that customer’s needs are met.
Decisions must be made within policies, but the jobholder can propose changes to the process.
Able to take the initiative within limits of authority.
Excellent verbal communication skills, sincere and articulate, and be able to communicate to customers
Should be energetic, and be able to relate well to the local branch of work.
Must enjoy selling and be customer service-orientated.
Has a general understanding of diversity and the value thereof. Deals with and resolves conflict, hostility, and unsympathetic behaviour as relating to diversity. Supports diversity policies and interventions.
Establish effective working relationships with all stakeholders
Deals with staff and other managers: required to show insight into others’ emotions and behaviour and deals with moderate levels of complexity, and engagement. Shows empathy, respect, patience with positive body language.
Good presentation and negotiation skills.
Emotional intelligence/maturity
Self and time management
Able to convey factual information clearly.
Ability to listen and probe effectively to determine customers’ real needs.
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