Posted on :
1 Oct, 2021
1 Oct, 2021
Develop relationships with strategic partners to enable growth within business
insurance channel. Manage a team’s performance outputs within the BI sales
department. Meet the metrics that has been set out by business and manage the
tactical strategy and execution within the BI sales unit
Job Title: Regional Manager: Business Development
Location: Durban, KwaZulu-Natal, South Africa
Reference #: RM01/10/21
Contract Type: Permanent
Salary: Market Related
Create a business development plan to identify, evaluate, and structure key
transactions to ensure continued financial health and maximum value creation
through the entire product life cycle. These transactions may involve alliances,
collaborations, mergers and acquisitions, in and out licensing initiatives, and
Leadership and Direction:
Communicate the actions needed to implement the function’s strategy and
business plan within the team; explain the relationship to the broader
organization’s mission, vision and values; motivate people to commit to these
and to doing extraordinary things to achieve local business goals.
Manage, drive and report on performance within the area of responsibility.
Set appropriate KPI’s that are aligned to business 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.
Customer Relationship Development / Prospecting:
Build a pipeline in order to identify potential partners. Implement relationship
management plans for complex potential customer accounts to identify and build
relationships with relevant decision makers and influencers within the customer
organization and to enable effective two-way flow of information and resolution
Sales Opportunities Creation:
Develop a personal network within the business sector and represent the
organization at business sector events. Obtain market intelligence and enhance
the visibility and reputation of the organization, its products, and its services.
Sell Customer Propositions:
Lead a cross-functional internal team (for example, technical, commercial, and
legal) to configure a complex tailored or bespoke product and services solution
and associated contractual terms that meet the customer’s mid- to long-term
needs at a national/key operating unit level. Negotiate agreement with the
customer and internally with commercial colleagues to ensure that customer
requirements are met at an acceptable level of profitability and cash flow.
Review sales proposals from team members and authorize those that deviate
from standard terms, escalating issues to senior management where
Build profit and loss business cases in order to support the partnership
Negotiate and build partner tailor made product offerings.
Negotiate and agree on commercial terms for partnerships.
Customer Needs Clarification:
Consult with a range of customer representatives at different levels to identify
the outcomes they require, introducing relevant internal specialists and utilizing
their expertise to gather and analyse complex customer data, clarify mid- to
long-term customer needs, and develop and agree to a specification of customer
Present new product offerings to partners in order to influence the outcome of
Promoting Customer Focus:
Develop internal marketing plans and work collaboratively with other
departments to improve internal relationships in a large organization and to build
strong external customer relationships.
Manage internal stakeholder relationships in order to facilitate and implement
Maintain and renew a deep knowledge and understanding of the organization’s
policies and procedures and of relevant regulatory codes and codes of conduct,
and ensure own work adheres to required standards.
Identify, within the team, patterns of non-compliance with the organization’s
policies and procedures, and with relevant regulatory codes and codes of
conduct, taking appropriate action to report and resolve these and escalating
issues as appropriate.
Insights and Reporting:
Prepare and coordinate the completion of various day to day reporting and
Identifying and interpreting patterns and trends, and translating those insights
into actionable recommendations and by implementing solutions.
Organizational Capability Building:
Use the organization’s formal development framework to identify the team’s
individual development needs. Plan and implement actions, including continuing
professional development specified by professional or regulatory institutions, to
build their professional capabilities. Provide informal training or coaching to
others in own area of expertise to enable others to improve performance and
fulfill personal potential.
Personal Capability Building:
Develop own capabilities by participating in assessment and development
planning activities as well as formal and informal training and coaching; gain or
maintain external professional accreditation where relevant to improve
performance and fulfill personal potential. Maintain an in-depth understanding of
technology, external regulation, and industry best practices through ongoing
education, attending conferences, and reading specialist media.
Customer Relationship Management (CRM) Data:
Enter customer information that has been gathered through research and/or
through direct customer contact into the customer relationship management
system, to ensure that the organization has quality data to enable effective
customer retention and business development activities.
Ensure that team members maintain up-to-date customer relationship
management data, identifying and resolving issues.
Grade 12/SAQA Accredited (Essential); RE compliant (Essential); 150 FAIS
Commercial Credits (Essential); Relevant 3 year degree or diploma in relevant
4-6 years commercial experience (Essential); 2-3 years commercial underwriting
experience (Advantageous); Experience in Financial Services Industry
Application Deadline: 08/10/2021