JOB PROFILE

JOB TITLE / Business Development Manager: Per Region
DIVISION / Indwe Risk Services – Business Insurance
PURPOSE / To promote, implement and develop the Indwe growth strategy for Business Insurance in the region:specifically attaining new business clients, new business development throughleadership, guidance and measurement of the agreed tactics employed.
CONTEXT
(External/ Internal factors which influence the work environment, taking into account future conditions and strategic requirements.) /
  • South African Economy
  • Financial Services Sector
  • South African Regulatory framework of insurance / brokerage industry
  • Industry Associations and Bodies
  • Competitive environment
  • Customer Focus
  • Service Excellence
  • Target driven environment

CUSTOMERS
(Customers to whom the service is rendered / impacted upon.) /
  • External Clients
  • Suppliers (Insurers)
  • Internal customers: Indwe divisions and departments

VALUES
All Indwe employees are expected to conduct themselves in a manner commensurate with the Indwe values. /
  • Innovative – we will continue to strive to find a more effective and efficient way of doing our business. We will continue to look for new opportunities and to reassess our existing business.
  • Nurturing – we will ensure that all clients receiving services from Indwe will experience the Indwe “Cares” culture
  • Driven – we will ensure that all personnel are driven to perform to the highest standards set by the Company
  • Willingness – we will require of all sales and service staff to demonstrate a willingness to serve our clients. The objective of every interaction will be to provide the client with a solution or answer to their queries.
  • Eagerness – Indwe personnel must demonstrate their eagerness to resolve a client’s insurance or risk related problems, whether it is a claim, a risk enquiry or need to develop a unique insurance related solution.

NUMBER OF
SUBORDINATES / Business Development Executives – number as required by the pipeline. The BDM will lead all resources, including Broker Support in the attainment of objectives.
REPORTING LINE
(Immediate manager) / Head Business Development
MINIMUM REQUIREMENTS
EDUCATION /
  • Matric
  • 3 year undergraduate degree in finance, economic or commerce or similar.
  • Insurance qualifications to at least NQF5
  • Risk Management qualifications to at least NQF 5
  • FAIS Compliant (Credits and Regulatory Exams)

EXPERIENCE /
  • 7 years short-term insurance experience, preferably in an intermediary environment
  • Previous leadership experience ( at least 2 years ) of similar size businesses in the insurance industry
  • Proven ability to successfully lead Business Development function in an intermediary environment in the insurance industry.

COMPETENCIES
SKILLS /
  • Business Acumen (understand the economic environment & more specifically the insurance environment)
  • Effective Sales Management Skills.
  • Thorough understanding of the implementation of basic insurance protocols to achieve year on year growth.
  • Basic understanding of financial management
  • High level of knowledge and understanding of TCF
  • High level of knowledge and understanding of FAIS
  • High level of knowledge and understanding of S15 of FAIS
  • Computer Literacy and understanding of system requirements for an effective broking system.
  • Mathematical Literacy
  • Effective Communication Skills
  • High level Negotiation Skills
  • Effective Presentation Skills
  • Delegation
  • Analytical Ability
  • Networking
  • Decision making
  • Problem Solving
  • Strategic Analysis skills
  • Time management
  • Selling –proven high level sales skills
  • Ability to manage own work and outputs
  • Leadership ability
  • Project Management

PERSONAL ATTRIBUTES /
  • Ability to lead and influence people across all levels in the organisation.
  • Assertiveness
  • Lateral thinking
  • Effective Problem Solving at a high level.
  • Interpersonal effectiveness : High level of Emotional Intelligence
  • Service excellence
  • Ability to effectively adapt to change
  • Attention to detail
  • Self motivated
  • Enthusiastic
  • Result oriented / Deadline orientated
  • Sales Oriented
  • Professionalism
  • Ability to work under pressure
  • Work according to set policies and procedures
  • Target driven
  • Creative and innovative
  • Strategic thinking: ability to move the organization quickly and efficiently through change.

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JOB PROFILE

Key Performance Area
/ Key Performance Outputs
  1. Talent Management
/
  • Assist in identifying talent on the ground as well as training requirements in support of the strategy
  • Identify shortages in talent in specific positions and develop a medium term plan to counter this.
  • Participate in the recruitment process of potential business developmentcandidates.
  • Actively identify shortcomings in the existing business development talent pool and plan to recruit and develop talent
  • Ensure business development non-performers are actively performance managed

  1. Learning and Growth
/
  • Identify training and development requirements for the business development role in the business
  • Assist in building a culture of constant development and improvement in the company
  • Ensure the learning and development programs are aligned with our strategic intent in businessinsurance.
  • Ensure all business developmentpersonnel receive at least intermediate negotiation skills, presentation skills and interpersonal skills.

  1. Systems /Processes
/
  • Implement Sales Manager measurement system throughout the region which addresses pipelines and forecasting.
  • Ensure LMS is utilized for effective leadsmanagement throughout the region.
  • Ensure the system delivers accurate and timeous financial information.

  1. Growth
/
  • Ensure the key requirements for revenue growth are inplace:systems, administrative processes,competitive products.
  • Identify new growth opportunities through attending networking forums and identifying partnerships to develop the pipeline of leads.
  • Develop lead opportunities from existing clients as required by the servicing team.
  • Attain the budgeted revenue targets for new business development in the region by quoting on new business clients.
  • Chair the weekly Sales Manager Meetings in the Region.
  • Identify growth opportunities by assisting with renewal strategy meetings for existing branch clients when required.
  • Look for cross selling opportunities for Individual lines, Specialist Lines and BlueStar.
  • Actively participate in a national forum of Business Development Management to ensure that the Indwe strategy is given uniform effect.

  1. Compliance
/
  • Ensure that Indwe complies with S15 of the FAIS Act.
  • Ensure that all documentation used when quoting to clients complies with FAIS and TCF standards and handover form is completed and signed by BDE and AE.

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