Bancassurance Head - B2B Sales - Insurance

Key Deliverables:

Responsible to develop and implement strategic business plans for the acquisition of accounts that will deliver agreed volume and profit targets.

The job incumbent will be responsible for the overall development and execution of the BD Sales Strategy, leading the process from inception through to the signing of new partnerships.

The Head of BD will be responsible for leading and motivating the BD team, to focus on new business acquisition, developing a team that is - sales hungry- and applies effective sales skills with successful results.

Main Responsibilities:

- Identify, solicit, prospect and secure new business relationships, generating new income for Company to an agreed annual target in ANP sales.

- Actively manage the sales process: lead generation, credentials pitch, consultative questioning, solutions pitch, negotiations, closing and handover to the RM team.

- Create and be accountable for all client proposals, contracts and any other documentation following Company procedures.

- Possess drive, motivation and acute attention to details in ensuring that all sales opportunities to Company are captured and explored.

- Display flexibility and creativity in finding innovative solutions to beat the competition in an increasingly competitive market.

- Create compelling profit objectives and maximize cross-selling opportunities by keeping up-to-date with the new product developments and enhancements. This includes conducting revenue analysis of current business partners, distribution channels and product lines.

- Develop overall BD strategic action plans to ensure achievement of revenue targets including market intelligence, business segmentation, competitor analysis and customizing our value proposition accordingly.

- Interact effectively with other departments including the RM and TM teams when handing over accounts, ensuring accurate and comprehensive briefing on all aspects of the sale.

- Lead and manage the BD team to ensure that they have the right skills and development and are motivated to perform well in their roles. This includes coaching as well as transferring specific sales skills and techniques on-the-job, leading to successful execution and results.

Education and Experience:

- More than 15 years- experience in B2B distribution / Sales, 5 years of which is within the insurance sector

- Demonstrated successful track record in delivering revenue and growth targets through BD / Sales

- Strong network development and building capabilities, with solid portfolio within the financial industry

- Strong commercial acumen and understanding of business profit drivers; where product would sit within the complex operations of a client and how to embed it.

- Excellent communication skills, fluent in local language - both written and verbal. Good command of English as a second language where applicable.

- Strong presentation skills and highly engaging - able to influence and persuade others to take action or gain buy-in

- Confident negotiator with good closing instincts and abilities

- Persistent and tenacious in both driving for results and overcoming challenges

Behavioral Expectations:

- Highly results oriented and driven to succeed

- Proactive, agile and highly responsive towards achieving goals - leveraging key strengths and capitalizing on opportunities with a keen sense of urgency

- Strong interpersonal skills, able to successfully build and maintain networking relationships (both formal and informal)

- Able to achieve results by working through others and proactively engaging a wide range of stakeholders

- Problem Solver - overcomes issues and barriers to implement complex solutions

- Persistent and resilient to resolve complex problems that requires negotiation, issue navigation and organization agility

- Drives innovation and change - thinks out-of-the box and is creative in looking for opportunities and solutions

- Demonstrates courage in challenging the status quo, resilience to withstand opposition

- Continuously strives for excellence and improvement