SUMMARY:
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.
POSITION INFO:
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 organization 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 organization; gather and analyze 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 organization 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
organization at business sector events. Obtain market intelligence and enhance
the visibility and reputation of the organization, 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 organization 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 organization''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 fulfil personal potential. Maintain an in-depth understanding of technology, external regulation, and industry best practices through ongoing education, attending conferences, and reading specialist media.
SKILLS
Customer-Focused Approach
Works without supervision and provides technical guidance when required to
orient the seller''s organization around delivering to the key needs of their customers.
Understands Customer Needs
Works without supervision and provides technical guidance when required
to quickly and accurately define the needs of the key buying influencers.
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
organization.
Verbal Communication
Acts with expertise as the organization''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 organizational strategies and objectives.
Commercial Acumen
Acts as the organization''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.
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.
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.
Manages Customer Indifference
Works without supervision and provides technical guidance when required to
acknowledge and ask questions to understand the circumstances surrounding
client indifference.
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.
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.
EDUCATION
General Education
Matric/SAQA Accredited Equivalent (Essential)
Full FAIS accreditation (150 credits) (Essential)
RE 5 (Essential)
RE 1 (Advantageous)
EXPERIENCE
General Experience
3-6 years industry and commercial experience
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