Managing Executive : Sales and Distribution

SUMMARY:
The Managing Executive: Sales and Distribution is responsible for leading and executing the organisation’s distribution strategy to drive sustainable sales growth, market expansion, and client acquisition across all distribution channels.

POSITION INFO:

The role provides strategic leadership for the sales and distribution ecosystem, including tied agency, intermediated distribution, partnerships, and emerging channels, ensuring the effective delivery of the organisation’s products and value proposition to clients.

This executive role is accountable for delivering profitable growth, strengthening distribution capability, enabling sales performance, and ensuring alignment between the organisation’s strategic priorities and the execution of the distribution model.

Key Responsibilities:

• Distribution Strategy and Growth
• Develop and execute the organisation’s sales and distribution strategy aligned to overall business objectives.
• Drive sustainable premium growth, client acquisition, and market share expansion.
• Identify new distribution opportunities including partnerships, digital channels, and alternative distribution models.
• Ensure alignment between product strategy, client segments, and distribution execution

Sales Performance Management

• Lead the national sales force to achieve production targets, revenue growth, and profitability goals.
• Establish robust sales performance management frameworks including targets, incentives, and productivity metrics.
• Monitor key sales indicators including pipeline health, conversion rates, adviser productivity, and persistency.
• Ensure strong governance over sales practices and customer outcomes.

Distribution Channel Leadership

• Provide strategic oversight across all distribution channels including:
• oTied agency sales
• oBranch distribution
• oIntermediated / broker distribution
• oStrategic partnerships
• oEmerging digital or hybrid channels
• Strengthen relationships with intermediaries, advisers, and strategic partners.
• Drive channel effectiveness and scalability.

Sales Capability and Culture

• Build a high-performance sales culture focused on accountability, client centricity, and ethical selling.
• Lead the development of sales capability including training, coaching, and leadership development.
• Drive adviser productivity, recruitment, retention, and succession planning.
• Embed client value propositions across the distribution network.

Customer and Market Leadership

• Ensure the distribution strategy delivers meaningful customer value.
• Use customer insights and market intelligence to refine distribution strategies.
• Represent the organisation in industry forums, adviser networks, and strategic partnerships

Operational Excellence and Governance

• Ensure strong governance and compliance within the sales and distribution environment.
• Align distribution operations with regulatory requirements and conduct standards.
• Improve operational efficiency across sales processes and distribution support functions

Executive Leadership

• Serve as a member of the Executive Committee, contributing to overall organisational strategy and performance.
• Partner with Product, Marketing, Finance, Risk, and Human Capital functions to deliver integrated business outcomes.
• Lead large and geographically dispersed teams across the distribution ecosystem.

Leadership Capabilities

• Strategic leadership
• Commercial acumen
• Sales leadership and influence
• Stakeholder and relationship management
• Market insight and innovation
• Change leadership
• High-performance culture building

Qualifications and Experience Required:

• Relevant tertiary qualification in Business, Commerce, Finance, or related field
• Postgraduate qualification (MBA or equivalent) is advantageous
• 10–15+ years experience in financial services
• 10 years experience in a Senior Management role
• Extensive leadership experience within sales or distribution environments
• Proven track record of leading large, geographically dispersed sales teams
• Strong experience in insurance distribution models
• Executive leadership experience preferred