JOB PURPOSE

Assists in planning and implementing pursuit of strategic opportunities for Business Insurance, by cultivating client relationships or other commercial relationships and identifying new markets for Business Insurance products or services.

RESPONSIBILITIES

Business Development

• Monitor and assess sales and market data for a specific geographic region and market segment; and produce reports that will assist management in formulating strategy and identifying areas in the market where business can be developed.

Customer Relationship Development / Prospecting

• Develop and implement relationship management plans for complex potential customer accounts to identify and build relationships with relevant decision makers and influencers within the customer organisation and to enable effective two-way flow of information and resolution of issues.

Customer Needs Clarification

• Set clear objectives for each sales call; develop and make presentations that are tailored to the known interests, needs, issues, and concerns of decision makers and influencers within the customer organisation; gather and analyse relevant information; and gain agreement to a statement of customer requirements.

Sell Customer Propositions

• Use personal expertise to identify the complex standard products and/or services offered by the organisation that meet the customer's needs, together with quantities and product configurations. Present these to the customer with a clear rationale and at standard commercial terms, referring to senior colleagues where necessary to ask for concessions (e.g., price reduction) that gain the customer's agreement.

Sales Opportunities Creation

• Develop a personal network within the business sector and represent the organisation at business sector events. Obtain market intelligence and enhance the visibility and reputation of the organisation, its products, and its services.

Customer Relationship Management / Account Management

• Develop and implement a customer contact plan to communicate product launches and engage the customers in relevant sales campaigns. Act as first point of contact for customer queries and complaints and resolve these, referring complex issues to others and ensuring that the customer receives an appropriate response.

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 organisation has quality data to enable effective customer retention and business development activities OR Ensure that team members maintain up-to-date customer relationship management data, identifying and resolving issues.

Operational Compliance

• Maintain and renew a deep knowledge and understanding of the organisation's policies and procedures and of relevant regulatory codes and codes of conduct, and ensure own work adheres to required standards.

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 (CPD, Class of Business) where relevant to improve performance and fulfill personal potential. Maintain an indepth understanding of technology, external regulation, and industry best practices through ongoing education, attending conferences, and reading specialist media.

BEHAVIORAL COMPETENCIES

Customer Focus

• Builds strong customer relationships and delivers customer-centric solutions. For example, keeps in contact with customers to ensure problems are resolved, or to improve customer service. Studies customer feedback and emerging customer needs and uses these to determine some creative new ideas.

Drives Results

• Consistently achieves results, even under tough circumstances. For example, holds self to high standards of performance; sets some challenging goals; wants to achieve meaningful results; pursues initiatives/efforts to successful completion and closure. Focuses on key goals, even during setbacks and obstacles.

Communicates Effectively

• Develops and delivers multi-mode communications that convey a clear understanding of the unique needs of different audiences. For example, listens attentively and takes an interest. Keeps others well informed; conveys information clearly, concisely, and professionally when speaking or writing.

Interpersonal Savvy

• Relates openly and comfortably with diverse groups of people. For example, takes time to build rapport in meetings; speaks about common interests and priorities; shows tact and sensitivity in difficult interpersonal situations. Maintains productive relationships with a wide variety of people and from a range of backgrounds.

Manages Complexity

• Makes sense of complex, high quantity, and sometimes contradictory information to effectively solve problems. For example, looks at complex issues from multiple angles; explores issues to uncover underlying issues and root causes; sees the main consequences and implications of different options.

Persuades

• Uses compelling arguments to gain the support and commitment of others. For example, positions and packages ideas so that they will resonate strongly with a wide variety of stakeholders. Uses strong logic and compelling evidence. Works with others to find creative win-win solutions; achieves consensus through compromise.

Collaborates

• Builds partnerships and works collaboratively with others to meet shared objectives. For example, readily involves others to accomplish goals; stays in touch and shares information; discourages "us versus them" thinking; shows appreciation for others' ideas and input.

Being Resilient

• Rebounds from setbacks and adversity when facing difficult situations. For example, is calm and professional in difficult situations; continues to work toward objectives. Overcomes obstacles without becoming discouraged; draws lessons from failures. Recovers from setbacks and adversity.

SKILLS

Customer-Focused Approach

• Works without supervision and provides technical guidance when required to orient the seller's organisation around delivering to the key needs of their customers.
• Keeps customer at center of sale, collaborates with customers, elevates partner insights and uses common terminology

Understands Customer Needs

• Works without supervision and provides technical guidance when required to quickly and accurately define the needs of the key buying influencers.
• Seeks to understand customer needs, determines the root of customer needs, uncovers customer's goals, seeks customer need priorities and assesses channel relationship needs and expectations

Builds Rapport

• Works without supervision and provides technical guidance when required to quickly and effectively establish trust within the buying centers in the client's organisation.
• Shows interest in buyer needs, shows empathy with buyer's circumstances, respects the client's time, incorporates client's point of view, provides relevant context, confirms understanding and reinforces professional capability

Verbal Communication

• Acts with expertise as the organisation's authority on using clear and effective verbal communications skills to express ideas, request actions and formulate plans or policies.

Policy and procedures

• Works without supervision and provides technical guidance when required on developing, monitoring, interpreting and understanding policies and procedures, while making sure they match organisational strategies and objectives.

Commercial Acumen

• Acts as the organisation's authority and established expert to develop solutions based on an understanding of the business environment and objectives.

Negotiates Tactically

• Uses comprehensive knowledge and skills to act independently while guiding and training others to facilitate the commercial details of an opportunity such that both parties are satisfied with the value gained.
• Maximises the opportunity, determines when to cease deal, negotiates on value, understands evolving objectives and indicates progress with partnership

Closes Effectively

• Uses comprehensive knowledge and skills to act independently while guiding and training others to arrive at mutually beneficial commitments that help move the sales/client relationship forward.
• Pre-plans for commitment, closes calls with mutually beneficial commitments and focuses toward mutual profitability

Knows the Buying Influences

• Works without supervision and provides technical guidance when required to accurately identify and understand the key buying influences pertaining to an opportunity.
• Identifies all buyers and their level of influence, assesses each buyer's sense of urgency and readiness, seeks to understand each buyer's desired business results and concerns and assesses buyer feelings about the proposed solution

Manages Customer Indifference

• Works without supervision and provides technical guidance when required to acknowledge and ask questions to understand the circumstances surrounding client indifference.
• Acknowledges indifference, probes for relevance to proceed, probes to understand indifference and identifies new needs or opportunities

Strengthens Customer Connections

• Works at an advanced level to connect with customers to strengthen the relationship, meeting personal needs through positive customer experiences. Typically works independently and provides guidance.
• Connects on a personal level, demonstrates a willingness to help customers, chooses customer-focused words and phrases, acknowledges what the customer says, affirms the customer's choices, appreciates what the customer does, assures the customer of the organisation's commitment and avoids technical or industry-specific jargon

Effectively Presents Solutions

• Applies expertise to act as an authority to clearly present solutions that link directly to the key objectives and challenges important to the client.
• Communicates offerings in a compelling way, conveys initiatives to partners, offers solutions at the optimal time, compels clients to a desire to act, invests appropriate time to understand core needs, aligns stated needs with solution benefits and explains how the solution aligns with needs

EDUCATION

General Education

• Matric/SAQA Accredited Equivalent (Essential)
• Full FAIS accreditation (150 credits) (Essential)
• RE 5 (Essential)
• RE 1 (Advantageous)
• Valid driver's licence (Essential)
  
• Own reliable vehicle (Essential)
  

EXPERIENCE

General Experience

• 3-6 years industry and commercial experience

ADDITIONAL INFORMATION

• SAQA Accredited Equivalent - it is the onus of the applicant to provide TIH and its subsidiaries with certified evidence that their qualification(s) meet the equivalent NQF level required for this role at time of application.
• Financial Sector Conduct Authority (FSCA) competency requirements: FAIS recognised qualifications / Regulatory Examinations / Class of Business Certification and / or CPD according to your DOFA (where applicable). As a registered Financial Service Provider, we are mandated to ensure that all our representatives are and remain fit and proper at all times. By applying for this role, you consent to having your relevant qualification and or accreditation or confirm that you are working towards meeting the competency requirements. You further consent to the relevant information being verified.