Head of Business Development

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 REPORTING TO:                      CHIEF EXECUTIVE OFFICER                                   

Britam is a leading diversified financial services group, listed on the Nairobi Securities Exchange. The Group has interests across the East African Region and offers a wide range of financial products and services in Insurance, Asset Management, Banking, and Property. The product range includes life, health and general insurance, pensions, unit trusts, investment planning, wealth management, off-shore investments, retirement planning, discretionary portfolio management, property development, and private equity.

We wish to fill the above position in our Rwanda Subsidiary – Britam Insurance Company (Rwanda) Ltd.  Only Rwandese candidates are eligible.

Job purpose

The jobholder role is responsible for overseeing the overall sales and distribution strategy for the company from planning, execution and periodic review and delivery of the sales budget. In addition, He/she is responsible for coordinating all the distribution channels including, brokers, agents, branches, banks and direct clients to ensure alignment to corporate strategy and growing the business profitably.

Key Responsibilities

  1. Oversee the development, implementation and periodic review of the company sales strategic plan.
  2. Guide the sales team to ensure the company grows and defends its market share.
  3. Overall responsibility for directing, guiding, managing and supporting the sales team to ensure the team achieves agreed sales targets.
  4. Overall responsibility for determining staff requirements, recruitment, training, performance evaluations and career development for the sales team to ensure the company attracts, motivates and retains high performing sales staff.
  5. Oversee monitoring of customer preferences to determine the focus of sales efforts and segmentation of the market to offer tailor-made products and services.
  6. Liaise with operations team to manage the quality of business, retention of existing business, the collection of premiums from brokers/agents, productivity and overall sales performance of each distribution channel.
  7. Oversee the gathering of market intelligence statistics to facilitate the development of strategies to give the company a competitive advantage in its product offering.
  8. Ensure good relationship with brokers, agents, and corporate clients through excellent customer service, handling customer complaints and organizing meetings with current and prospective customers.
  9. Participate in new product design and launch to ensure client needs are addressed.
  10. Manage sales costs to ensure profitability.
  11. Deliver on performance requirements as defined in sales department strategy map, balanced scorecard and personal scorecard.

Key Performance Measures

  1. Revenue budget.
  2. A number of intermediaries with profit based incentive schemes.
  3. Percentage growth in revenue from selected top intermediaries.
  4. A number of new productive intermediaries recruited.
  5. Retention ratio per channel.
  6. Percentage of key talent retention.
  7. Percentage of intermediaries trained on product lines and cross selling techniques.
  8. Percentage completion of client segmentation.

 Working Relationships – Internal & External

Internal Relationships:

 The Head of Business Development will be:

  • Accountable to the Chief Executive Officer.
  • Responsible for the following:
  • Business Development Manager-Broking, Direct, and Bancassurance.
  • Agency Development Manager.
  • Branch Managers.
  • Required to liaise and work closely with the other staff members across the business.

External Relationships:

•    Insurance sector players.
•    Intermediaries.
•    Britam customers.

Knowledge, experience, and qualifications required

  1. Bachelor’s degree (marketing option preferred). MBA is an added advantage.
  2. Seven years of successful sales management experience three of which must be in a management position (Financial services and FMCG sector preferred);
  3. Proven experience as a Sales Manager within Financial services and FMCG industry.
  4. Extensive experience in ensuring sales targets are met through managing the entire sales process from prospecting to closure.
  5. A demonstrated track record in sales to enhance the overall top-line performance of a company.

Essential Competencies:

  1. Deciding and Initiating Action: Ensures, key organizational objectives are met, takes responsibility for decisions, actions, projects and people while focusing on achievement of strategic results; takes initiative and works under own direction; initiates and generates activity; makes quick, clear decisions with limited information available which may include tough choices or considered risks; decisions and actions take into account possible impact on all parts of the business.
  2. Leading and Supervising: Provides the business with a clear direction based on the overall strategic intent of the organization; motivates and empowers others with a clear sense of purpose; creates a positive organizational climate that fosters learning and development; acknowledge high potential talent; sets and articulates the vision and values through own personal behavior.
  3. Relating and Networking: Easily establishes, as well as assists others in building good relationships with customers and staff across all departments, inside and outside of the organization; relates well to people at all levels; facilitates the resolutions of conflict and manages disagreements with tact and diplomacy.
  4. Persuading and Influencing: Gains clear agreement and commitment from others by persuading, convincing and negotiating to the benefit of the organization, promote the organizational strategy during conversations; makes effective use of political processes to influence and persuade others; promotes ideas on behalf of oneself, the department or the organisation; makes a strong personal impact on others; takes care to manage the organisation’s impression and brand on others.
  5. Entrepreneurial and Commercial Thinking: Keeps up to date with competitor information and market trends; identifies business opportunities for the department; maintains awareness of developments, changes, trends and possible risks in the department’s structure and politics; demonstrates financial awareness; ensure costs are monitored and controlled and thinks in terms of profit, loss and added value.
  6. Formulating Strategies and Concepts: Works strategically to realise organisational goals; sets and develops organisational strategies; identifies, develops positive and compelling visions of the organisation’s future potential; takes account of a wide range of issues across, and related to, the organisation; encourage others to take a strategic and long-term view in terms of the organisation’s future; communicates the organisational strategy, vision and objectives effectively across all levels of the organisation.

If you believe you are the right candidate for the above position and can clearly demonstrate your ability to meet the criteria, please submit your online application to us on or before 19th October 2018, at https://britam.taleo.net/careersection/rw/jobsearch.ftl?lang=en&location=705010173&radiusType=K&searchExpanded=true&radius=1&portal=101430233

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