Achievement of the business targets, income and profit budgets by way of engaging the stakeholders and offering insurance supports and advice to commercial lines customers.
Manage and develop business strategies and identify opportunities within the segments for commercial lines. Implement strategies for profitable results.
Overview of policy classes.
Helping in diversifying our business portfolio into other non- conventional product which is in line with current market trends e.g. Terrorism cover, cables, contractors all risks cover, Trade and credit insurance, renewable energy etc.
Ensuring that policies issued are in line with the risk exposures for clients.
Providing technical input to clients and the team, this should help in revenue generation…
Key Responsibilities/Accountabilities
Sales Management
Oversee the sales performance on CIB lines.
Identify anomalies and develop strategies to rectify and improve performance.
Maximize penetration of SIA by achieving sales volumes targets timeously
Correction of poor performance
Achieve targets
Relationship building
Constantly maintain a professional environment and celebrate our successes
Timeously feedback to the network
Build relationship with key stakeholders
Attend regular meetings with key stakeholders
Analysis competitor trends, pricing to optimize on sales
Liaise with insurance companies
Service all complaints in respect of our clients
Training
Ensures competency-based training on Advisory products takes place with various stakeholders as and when required.
Management
Servicing of expenses and control cost to income ratios
Control expenses and use them correctly in order for us to achieve the highest return related to business
Analysis MIS and act accordingly
Apply knowledge, resources and experience to resolve problems
Able to follow or professional challenge defined processes
Participate in adhoc company events
Support other business units and other departments within SIA
Live the values and the brand
Be a brand Ambassador
Share best practices, tactics and action plans
Risk & Compliance
Provides complete disclosure to the customers in terms of accreditation, service fees, and commission.
Ensures proper record keeping in terms of Proceeds of Crime and Anti Money Laundering Act, The Banking Act (Cap 488), The Anti-Corruption & Economic Crimes Act, The Insurance Act (Cap 487) and any other relevant legislation
Ensure all forms are completed correctly and send to Operations for uploading to Bancassurance Policy Management system as the record keeper
Assist channel in achieving their risk compliance ratings in terms of all SIA requirements
Ensure customers are satisfied with SIA Advisory solutions
Preferred Qualification and Experience
Relevant degree from a recognized university
ACII or other relevant high level insurance qualification
Previous banking or Insurance sales
Experience of working within a team that delivers
Experience in the Insurance and insurance broking industry
Proven business acquisition skills
Over 10 years’ experience in handling Business/ commercial customers
Knowledge/Technical Skills/Expertise
Understanding of macro-economic, business, social, political trends and the transformation of this knowledge into operational strategy
In depth understanding of range of solutions in the market, competitor advantages and disadvantages and our own product competitive position
A sound understanding of risk cycles pertaining to the industry being analysed.
A good current knowledge and understanding of different industry sectors and sector risk profiles/ trends.
Results orientated/Customer service focused and people orientated
Negotiation, listening skill, presentation skills, sales skills, communication skills, marketing skills and coaching skills
Problem-solving Skills
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.
Ensures effective implementation of change initiatives (new process, systems and work methods).
The job holder should plan 3-6 months ahead
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.
Relationship building skills
Ability to build and sustain credibility with key stakeholders
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