General Manager | Life and Investments | Johannesburg
Responsible for the Tied Agency distribution channel strategy implementation across the Group, including Life, Wealth, Commercial and Personal Lines. Facilitate significant growth in the business through building and implementing a digitally enabled Tied Agency model and digitally disrupting the market.
Digital Strategy/Transformational Projects Execution
Lead execution of digital road map for the Tied Agency model, establishing and managing business processes, programs, and projects, resource allocation, KPIs, and governance activities.
Functional Strategy Formation & Implementation
Develop the strategy for a digital Tied Agent strategy for intermediated sales operations to meet business growth requirements, anticipating complex issues, challenges and opportunities. Ensure the strategy is successfully implemented and meets medium-term business needs. Successfully implement channel initiatives and projects ensuring profit targets are exceeded in line with the commercial business cases.
Contribute to the development and ensure successful implementation and monitoring of the digitally enabled Tied Agent processes, procedures and models for intermediated sales operations.
Implement the Tied Agency Sales strategy. Sell complex, often customized products and services to significant customers and/or manage a significant sales department.
Develop and gain agreement to annual business plans for a function or substantial business area, ensuring alignment with strategy; quantify business outcomes (i.e. revenues or other key performance indicators); detail expense and headcount budgets; and develop business cases for key strategic objectives, ensuring cross-functional integration.
Stakeholder Engagement (Internal and External)
Identify and manage stakeholders up to top management level, finding out their needs/issues/concerns and reacting to these by leading and coordinating the development of stakeholder engagement plans to support the communication of business information and decisions. Maintain working relationships with government and external regulatory bodies. When required develop and maintain working relationships with Exco.
Customer Relationship Management (CRM) Data
Ensure that an internal function and/or a cross-functional customer account team maintains high-quality customer information; monitor and review information quality to ensure that it is fit for purpose. Provide user input to the development or improvement of the customer relationship management system to ensure that it meets immediate and longer-term business needs.
Promoting Customer Focus
Manage, monitor and ensure that exceptional customer service is delivered across the intermediated distribution channels.
Organizational Capability Building
Evaluate the capabilities of staff within the department to identify gaps and prioritize development activities. Implement the organization's formal development frameworks within the area of responsibility. Coach and mentor others to support the development of the organization's talent pool.
Help develop compliance policies for an area of the organization, while also developing underlying procedures and monitoring their implementation.
Manage and report on the performance of the function / business area; set appropriate performance objectives for direct reports and hold them accountable for achieving these; take appropriate corrective action where necessary to ensure the achievement of annual business objectives.
Personal Capability Building
Act as subject matter expert in an area of technology, policy, regulation, or operational management for the team. Maintain external accreditations and in-depth understanding of current and emerging external regulation and industry best practices through continuing professional development, attending conferences, and reading specialist media.
Sees ahead to future possibilities and translates them into breakthrough strategies. For example, keeps business strategies up to date to address evolving dynamics in the market and organization. Leverages key differentiators in the market. Aligns the strategies of different business units to address long-term opportunities.
Applies knowledge of business and the marketplace to advance
the organization's goals. For example, finds creative, industry- leading responses to changing market dynamics and new business information. Has incisive business insight; foresees emerging policies and external changes.
Creates new and better ways for the organization to be successful. For example, allocates resources to build a solid innovation portfolio and take advantage of new opportunities. Fosters a climate that supports and rewards creativity and innovation; removes obstacles to creativity.
Consistently achieves results, even under tough circumstances. For example, creates a feeling of energy and an emphasis on excellence in the team, using productive behaviors. Builds a strong sense of urgency to exceed goals and beat deadlines. Ensures that the team pushes through obstacles and establishes a superior track record.
Plans and Aligns
Plans and prioritizes work to meet commitments aligned with organizational goals. For example, takes steps to coordinate and align plans across workgroups; supports strategic objectives with aggressive yet realistic time frames; shares some critical objectives to help with prioritizing and planning.
Makes sense of complex, high quantity, and sometimes contradictory information to effectively solve problems. For example, offers penetrating questions to help others get to the heart of complex situations and find strong solutions. Uses a range of inputs to fully understand and solve problems.
Builds partnerships and works collaboratively with others to meet shared objectives. For example, promotes a culture of collaboration across boundaries, where people can express themselves honestly; addresses major barriers to collaboration. Seeks out a broad range of perspectives to address issues.
Builds Effective Teams
Builds strong-identity teams that apply their diverse skills and perspectives to achieve common goals. For example, builds a leadership team that advances organizational strategies. Enables cross-functional teamwork; builds team spirit across the organization. Models teamwork; partners well with a wide range of leaders.
Develops and delivers multi-mode communications that convey a clear understanding of the unique needs of different audiences. For example, ensures a free flow of information throughout the organization. Delivers messages effectively to all levels of the organization; creates forums for people to express themselves openly and regularly.
Builds strong customer relationships and delivers customer- centric solutions. For example, uses customer feedback and data to drive continuous improvement; creates an environment in which team members feel a strong sense of ownership and accountability toward creating the best possible customer experience.
Relates openly and comfortably with diverse groups of people. For example, takes steps to ensure healthy interpersonal and group dynamics inside and outside the organization. Builds relationships with key people in the community. Exercises diplomacy in representing the organization externally.
Interprets and applies key financial indicators to make better business decisions. For example, takes anticipated returns and risks into account when determining investment decisions. Ensures that organizational performance is being measured by sound data, analyses, and insights.
Effectively builds formal and informal relationship networks inside and outside the organization. For example, connects people with one another in ways that help advance the organization's goals. Has a presence in the wider industry and across various boundaries; is active in the conversations that shape the landscape.
Rebounds from setbacks and adversity when facing difficult situations. For example, exhibits great composure during crisis situations and helps foster resilience and determination throughout the organization. Is a role model for dealing with hardships, and helps the organization learn and grow from the experiences.
Apply comprehensive understanding of the business environment and objectives developing solutions while providing guidance and training to others.
Use comprehensive knowledge and skills and provide guidance and training to others to develop appropriate plans or perform necessary actions based on recommendations and requirements.
Sales Planning and Coordination
Uses comprehensive knowledge and skills to act independently while guiding and training others on achieving the best possible returns by planning and coordinating effective Tied Agency sales campaigns and related initiatives.
Works independently and provides technical guidance when required on managing client accounts in a way that provides benefits both for the organization and its clients.
Engages in strategic planning independently and provides technical guidance when required.
Apply comprehensive knowledge / skill, and provide guidance and training to others.
Uses comprehensive knowledge and skills to communicate with other people independently while providing guidance and training to others on speaking in a clear, concise and compelling manner.
Review and Reporting
Apply comprehensive knowledge and skill and provide guidance and training to others to review and create relevant, lucid and effective reports.
Works independently and provides technical guidance when required on supporting research schedules using appropriate analytical processes and procedures.
Policy and Regulation
Provide guidance and training to others while interpreting and applying comprehensive knowledge of laws, regulations and policies in area of expertise.
Relevant Marketing or Commercial Degree / Diploma or Business Administration qualification
RE1 and 2 and KI RE1 (Preferred)
CFP or a post graduate qualification (Advantageous)
7 - 10 years' substantial general work experience together with comprehensive job related experience with a specific focus on intermediated sales and distribution to fully competent level (Essential)
3 - 5 years' senior management experience in Financial Services / General Management experience in either the long-term or short-term insurance industry
Experience managing in a Tied Channel Distribution (Advantageous)