Job Title

Sales Manager: Short-term Insurance

South Africa, Gauteng
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Market Related
Area: South Africa, Gauteng
Sector: Insurance
Posted: 22 February 2024

Job Details

Job Purpose:

Responsible for the overall sales effort and effectiveness of the sales team in the Contact Centre and including the Commercial sales environment which is a face-2-face business model, in order to achieve the sales objectives of the Short-Term Insurance Division.  The Sales Manager pursues sales excellence, works to achieve stakeholder benefit and to increase the long-term value of the department by maintaining high levels of individual and team performance.

Job Outputs: 

  • Responsible for implementation, supervision and execution of sales strategy on both Personal Lines & Commercial Lines
  • Responsible to compile, implement and monitor annual sales budget, forecasts and projections.
  • Actively and effectively monitor operational standards of the team in and outside of the Contact Centre and implement corrective action
  • Proactively identify areas for process improvement and operational efficiency within the sales team
  • Drive the implementation of enhancements to streamline workflows and enhance member experiences
  • Campaign management: develop and implement effective sales strategies to optimize lead conversion and maximize revenue generation
  • Prepare, sift, determine propensity to sell, provide all leads streams to all sales agents to be able to achieve required sales according to targets as well as mange and report on results per sales agent and for the team as whole on all leads pipelines
  • Identify new products (both Personal Lines & Commercial Lines) that will suit the iMas client base to ensure that the product basket contains products that will complement the financial wellness ethos and propose this to the product committee
  • Establish and maintain positive and productive relationships with internal and external stakeholders fostering effective communication and alignment
  • Ensure the successful implementation of departmental processes and business practices that’s aligned with legislative stipulations that govern the insurance industry
  • Assist external and/or internal audit department with information during audit process
  • Identify compliance risk and recommend and implement corrective action to minimise risk
  • Daily, weekly, monthly reporting on all facets of the sales environment
  • Present our value proposition, that is tailored to the known interests, needs, issues, and concerns of decision makers and influencers within and external to the organisation.
  • Conclude and manage the conclusion of commercial sales deals, from needs analysis to sale with high quality of product & service delivery level up to and including active policy level and premium payment, in line with unit and premium target and in line with legal requirements.
  • Ensure presence at Employee Wellness engagements and other networking opportunities with the intention to generate leads.
  • Engage with existing commercial customers upon renewal of policies to grow the average premium by selling onto existing risks.
  • Contribute strategically through data analytics and identifying trends, in order to identify opportunities for improvement and make data driven recommendations
  • Lead, inspire, and indirectly manage a team of sales consultants who are committed to the company vision to reach and exceed sales targets and who value collaboration, continuous learning, and exceptional performance
  • Provide guidance, coaching, and mentoring to team members, ensuring their professional growth and development
  • Recruit and select suitably qualified and experienced candidates
  • Manage employee relations
  • Ensure timeous training employees
  • Ensure employee remuneration and retention strategies are in place
  • Manage commission, commission sharing and incentive payment to all sales staff effectively, timeously and according to policy
  • Maintain quality assurance by implementing best practices and conducting regular audits of sales interactions
  • Ensure team members are well-equipped to engage with leads effectively and provide valuable insurance solutions
  • Monitor team performance, track KPIs, involvement in performance and correcting under performance discussions and provide regular updates to senior management as required
  • Able to find additional leads sources and mine leads effectively to produce effective leads to the whole team

Qualifications:

  • Matric/Grade 12 
  • Regulatory Exams for representative (RE 5) is essential
  • Regulatory Exams for Key Individuals (RE 1) is essential
  • FSCA recognized qualification on NQF level 4 is essential

Experience:

  • Minimum 2 years face-to-face sales experience in business insurance
  • Minimum 3 years operational experience in short term insurance
  • Minimum 3 years experience in middle management
  • Minimum 5 year experience in a Contact Centre environment

Knowledge and Skills:

  • Code 8 driving license (Manual)
  • MS Office with Advanced excel
  • Selling and negotiation skills
  • Strong Interpersonal skills
  • Problem solving skills
  • Knowledge of applicable legislation
  • Customer experience and service delivery
  • Attention to detail
  • Up to date knowledge of regulatory landscape within the financial sector
  • Industry knowledge
  • Written and verbal communication skills
  • Target driven
  • Knowledge of various distribution channels
  • Knowledge of marketing and product development strategies
  • Insurance Market knowledge
  • Presentation skills
  • Retention processes and procedures
  • Coping under pressure
  • Conflict handling skills
  • Contact Centre technology
  • Data analytical skills
  • Change management skills
  • Ability to function in a dynamic environment
  • The ability to motivate salespeople, drive productivity and deliver on sales targets.
  • Consultative management style
  • Strong numerical/financial acumen
  • Ability to lead, manage and inspire