WHO ARE WE?
Santam is the market leader in the general insurance industry in Southern Africa. We are a large, diversified, expanding and transforming company and whilst based in South Africa, we are rapidly moving into a number of emerging markets, both in Africa and Asia. Our success is rooted in our passion for our clients and everything we do is centred on our delivery of Insurance Good and Proper.
PRINCIPLE ACCOUNTABILITIES
- To ensure that the Executive approved sales targets are reached / exceeded.
- Define the strategic intent and direction of Santam Direct, and Referral Sales.
- To develop an effective sales strategy with accurate sales measurements (metrics) and timelines to ensure the achievement of all key performance objectives.
- Drive a market leading operational capability to maximise efficiencies and our growth. Both set and drive a high performance culture and move Santam Direct sales to market leader status.
- The role has overall accountability for our leads strategy, ensuring both that we have enough leads and that the leads we get are maximised for our potential to convert.
- Effectively manage the division’s budget and its resource.
- Full income statement responsibility for Santam Direct Sales.
- The Head of Sales must have the strategic ability and thinking as well as agility to both create and make new opportunities work to the benefit of our Business as well as the wider Commercial and Personal Business.
- Has a core responsibility for writing sustainable and profitable new business
- Possessing a keen business understanding and acumen to identify potential risks and opportunities with regards to underwriting criteria, pricing etc. As such head needs to engage actively with actuarial and underwriting.
- To ensure that the sales team adheres to TCF principles and clients receive a great experience in line with sales being the first engagement area for new clients with Santam.
- To monitor trends and market developments.
- Effectively manage projects, with internal and external impact (i.e. those allocated at a business unit level, operation specific, and those that require interaction with other business units within Santam).
- Build strategic & operational alliances with business units within Santam and the wider Sanlam group.
- Paramount is the responsibility bestowed to this position to implement and promote performance, coaching and talent development for a sustainable business operation.
- Play a key role in the management of our relationships with:
o Marketing Partners – lead generation business
o Referral partnerships, in collaboration with the Head of Business Development
- Conduct and/or make use of benchmark information affecting the Direct and Contact Centre environment.
- Ensure that all agents’ activities are in accordance with the guidelines of the Quality Assurance standards as set by the company.
- Ensure that the Sales contact center is efficient, productive and all sales opportunities are maximized.
QUALIFICATIONS AND EXPERIENCE
- Experience and proven track record in Direct to client sales required
- A minimum of 8 years’ experience in a direct environment, majority in sales and of which a minimum of 5 are at a senior management level
- Degree in Finance, Economics or Commerce (advantageous)
- Insurance qualification – minimum NQF5
- FAIS compliant
- Minimum 5 years Short Term Insurance experience
SKILLS AND SPECIFICATIONS
- Proven business acumen and experience.
- Proven ability to lead business development and sales function required.
- Knowledge of advanced call centre technologies and best practices.
- Product knowledge of Personal Lines and Commercial Lines.
- In depth understanding of the competitive landscape in the industry.
- In depth understanding of the key legislation and its impacts on the business.
- Technical insurance knowledge – advanced insurance and underwriting principles preferred.
- Risk management knowledge essential.
- Understanding of financial statements, ratios and key indicators essential.
- Must be a strategic thinker who can develop new sales initiatives / campaigns.
- Must be analytical and able to comprehend / react to the key statistical drivers / metrics of the business unit.
- Must be self-motivated and target driven.
- Must be a good communicator and motivator of sales staff.
- Ability to improve productivity and reduce costs by maximizing operational capabilities.
- Success in working with cross-functional groups both internal and external to the organization.
- Knowledge of Industrial Relations and Human Resource processes and procedures.
- Knowledge and application of call centre capacity management strategies.
- Extensive capability in managing other managers and large teams.
- Knowledge of legislation affecting the call centre practices, business process and products.
- Financial Reporting and Forecasting.
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