SUMMARY:
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POSITION INFO:
Job Details:
Title: Wills Sales Manager
Location: Pretoria, Gauteng
Permanent: Yes
Full time: Yes
Industry: Insurance
Salary / CTC: R 50 000 – R 70 000 (basic plus great commission earning potential)
Reports to: Head of Sales
Job purpose
Our Client is seeking a dedicated and experienced Wills and Advice-Based Sales Manager to oversee the fulfilment of their wills proposition, ensuring timely and professional delivery of complimentary will services to all clients. The primary objective of this role is to maximise the number of clients benefiting from their wills service while also leveraging their product range to drive upsell and cross-sell opportunities. Additionally, the Wills and Advice- Based Sales Manager will collaborate with the Head of Sales to establish an advice-based sales function for High Net Worth (HNW) and complex client needs, developing financial planning principles, a hierarchy of advice, and a needs analysis and recommendation template.
The ideal candidate will mentor and motivate the team to ensure the attainment of sales goals, while upholding quality standards and compliance within insurance regulations and internal policies. Our Client wants someone with steadfast values, ethics, and the will to join an exciting business on an incredible growth trajectory.
They want to appoint someone who wants a career, not just a job.
Roles and responsibilities
Leadership and Team Management:
- Lead, inspire, and manage a dedicated team of sales consultants, fostering a culture of teamwork, accountability, and continuous improvement.
- Provide guidance, coaching, and mentorship to ensure the professional growth and development of team members.
- Monitor, manage, and ensure discipline among every sales consultant within the team, emphasizing self-responsibility and attention to detail.
- Develop and implement action plans to address performance gaps and drive continuous improvement.
- Conduct daily buzz session in the morning to ensure that your team knows what they did well in the previous day, identify areas they could do better and set daily sales goals and gain commitment to deliver on these goals.
Fulfilment of Wills Proposition:
- Oversee the fulfilment of our wills proposition, ensuring all BetterSure clients receive complimentary and professional will services in a timely manner.
- Manage the process of will creation, including client consultations, document preparation, and legal compliance.
- Develop and maintain relationships with legal partners and professionals to facilitate the will creation process.
Upsell and Cross-Sell Opportunities:
- Utilize our product range to identify and capitalize on upsell and cross-sell opportunities during client interactions.
- Provide personalized recommendations to clients based on their individual needs and circumstances, ensuring alignment with our product offerings.
Client-Centric Decision Making:
- Keep clients' needs, demands, and interests at the center of decision-making processes, prioritizing good client outcomes in all interactions.
- Implement strategies to enhance customer satisfaction and loyalty through exceptional service delivery and tailored solutions.
Establishment of Advice-Based Sales Function:
- Collaborate with the Head of Sales to create an advice-based sales function tailored to HNW and complex client needs.
- Develop financial planning principles, a hierarchy of advice, and a needs analysis and recommendation template to guide sales interactions and ensure comprehensive client engagement.
Team Collaboration and Training:
- Work closely with sales teams to provide guidance and support on incorporating advice-based sales principles into their client interactions.
- Conduct training sessions and workshops to educate sales staff on the importance of client-centric selling and the benefits of financial planning.
Performance Monitoring and Reporting:
- Monitor and track key performance indicators related to wills fulfilment, upsell/cross- sell effectiveness, and client satisfaction.
- Provide regular reports and updates to senior management on performance metrics, highlighting areas of success and opportunities for improvement.
Minimum Required Qualifications
- Grade 12.
- National Diploma and/or bachelor's degree in business, finance, marketing, or a related field is mandatory.
- Certified Financial Planner qualifications will also be considered.
- 5 years minimum experience in a advice based sales management or fiduciary services role.
- Must have previous experience in call centre sales and campaign management.
Minimum Required Experience
- Prior experience or knowledge in will services and estate planning would be beneficial. This includes understanding legal requirements, drafting wills, and managing the administration process.
- Prior experience in short-term and/or long-term insurance sales, preferably in a call centre environment, is essential. This includes a strong understanding of sales techniques, customer engagement strategies, and the ability to drive sales performance.
- Experience in managing and leading teams is crucial. The candidate should have demonstrated leadership abilities, including the ability to motivate, coach, and mentor sales agents to achieve targets.
- Experience in planning, executing, and optimizing sales campaigns within a call centre setting is valuable. This includes setting campaign objectives, monitoring performance metrics, and implementing strategies to improve campaign effectiveness.
- Proficiency in monitoring and analysing sales performance metrics is essential. This includes tracking key performance indicators (KPIs), identifying trends, and making data- driven decisions to optimize sales performance.
- Experience with CRM systems is beneficial, as it helps in managing customer interactions, tracking sales leads, and analysing customer data to improve sales strategies.
- Experience in training and developing sales teams to enhance their skills and capabilities is valuable. This includes providing ongoing coaching, feedback, and support to help sales agents succeed.
- Understanding of relevant industry regulations, compliance requirements, and ethical standards is beneficial, especially in industries such as insurance and/or bond origination.
Required Skills
- Strong communication skills, both written and verbal, are essential for this role. The ability to clearly and effectively communicate with stakeholders at all levels is critical.
- Strong analytical skills are important for interpreting data and identifying trends that can inform business development strategies.
- Developing and maintaining relationships with mortgage originators and other key stakeholders is critical for success in this role.
- The ability to think strategically and develop long-term plans to achieve business goals is important for this role.
- Strong problem-solving skills are essential for identifying and addressing issues that may arise in the course of business development activities.
- Computer Literate (Excel, Word & Outlook)
- Excellent verbal, written and numeracy skills.
- Excellent telephonic sales and service ability.
- Afrikaans competency an advantage.
Working Conditions
- Working hours are 8am to 5pm Monday to Friday, but longer hours are frequently required.
- May be required to work on Saturdays between 9:00 and 12:00 upon special request.
- Must work 4 days per week in office, Pretoria.
- Must work at least one late shift per week from 10:00 to 19:00.
- RESIDE WITHIN 25KM RADIUS FROM MENLYN MALL
Required Competencies
Assertiveness Persuasiveness
Have ability to stand one's ground confidently yet diplomatically and professionally whilst always look for way to resolve the client's issues. The ability to identify opportunity to influence and sell with confidence and in an assertive manner.
Time Management
Uses his/her time effectively and efficiently; values time; concentrates his/her efforts on the more important priorities; gets more done in less time than others; can attend to a broader range of activities
Problem Solving
Uses rigorous logic and methods to solve difficult problems with effective solutions; probes all fruitful sources for answers; can see hidden problems; is excellent at honest analysis; looks beyond the obvious and doesn't stop at the first answers
Customer Focus
Is dedicated to meeting the expectations and requirements of internal and external customers; gets first-hand-customer information and uses it for improvements in the products and services; acts with customers in mind; establishes and maintains effective relationships with customers and gains their trust and respect.
Listening
Practices attentive and active listening; has the patience to hear people out; can accurately restate the opinions of others even if he/she disagrees
Results orientated.
Knowing what results are important, focusing resources to achieve them, drive to achieve targets.
Attention to Detail
Thoroughness in accomplishing a task through concern for all the areas involved, no matter how small. Monitors and checks work or information and plans and organizes time and resources efficiently, with meticulous attention to detail in all areas of work.
Innovation
Suggests or proposes alternative ways to view, define and problems, especially with regards to removing obstacles to achieve solve the most desirable outcome
Takes Initiative
Voluntarily takes the first steps to identify and address existing and
potential obstacles, issues, and opportunities.
Note: This job specification is provided as a general guideline. Specific responsibilities and qualifications may vary based on the unique requirements of the position and the organisation's evolving needs.
The incumbent may be required to perform job related tasks other than that which is specified in this job description. This job description is subject to regular review.
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