The posting
About the Division/Dept
The Commercial Distribution Division is responsible for the growth of the commercial business across multiple channels including Bancassurance, Intermediaries, and Direct. It is also responsible for delivering service excellence for all UOI customers and increasing market awareness of UOI to achieve consumer trust and recognition.
Job Purpose
As a Manager for Intermediaries, you will be responsible for driving revenue growth through the Agents and Brokers channels. This will include managing relationships with key stakeholders and driving strategic initiatives.
Main Responsibilities
Strategy
- Develop the Commercial Intermediary growth strategy in line with business objectives.
- Solicitation, acquisition and retention of Agents, and liaison with Brokers for the referral of customers.
- Develop business cases for additional or new products to launch through the Intermediary channels, including sales and profit potential.
- Execute strategies designed to impact growth and provide data that supports conclusions to ensure organisational support.
- Define areas of risk / opportunity based competitive threats and collaborate with underwriting and product to provide competitive intelligence and create competitive advantage.
- Work with the Strategy and Transformation Office (STO) to ensure optimal sales and customer experience through intermediary channels.
- Analyse market trends, competitor activities, and customer feedback to identify opportunities for business growth.
- Stay updated on industry regulations, product knowledge, and market developments to ensure compliance and competitiveness.
- Collaborate with the marketing team to develop promotional materials and campaigns to boost sales.
Business Development
- Create business development frameworks that ensure partners are qualified, onboarded and managed to enable maximum revenue growth and profitability.
- Screen all potential Intermediaries by analysing requirements, client potential and financials.
- Build and manage the commercial sales pipeline, identifying primary and secondary market opportunities and take ownership for pipeline management and follow-up.
- Tailor tactics to build relationships with Intermediaries and procedures to keep running successful business development initiatives.
- Network on behalf of UOI.
- Develop and recommend measurable production and profit objectives. This includes budgeting and forecasting activities as well as analysis by Intermediary and channel.
- Gain a deep understanding of Intermediary drivers and objections, becoming the expert in commerical lines insurance and building strategies to reflect these.
- Develop negotiating strategies and value propositions for Intermediaries.
- Gain extensive knowledge of competition’s value proposition so as to develop and maintain knowledge/expertise of UOI’s business model, capabilities, and use that knowledge to champion UOI ’s business objectives as the key liaison with Intermediaries.
Sales Management
- Work with STO to develop processes and tools to support the growth of the commercial channels.
- Track, monitor and report channel production and profitability to achieve budget.
- Provide training to Intermediaries.
- Manage Commercial Intermediary engagement.
- Centralise and manage the Intermediary communications including GIA circulars and CPD training.
- Create SOPs relevant for the Intermediary channel.
- Build and manage commercial agreements to increase customer referrals, integrating agreement requirements into business operations where necessary.
- Build relationship frameworks and effective lines of communication to remain the ‘Partner of Choice’ for Intermediaries.
- Ensure that sales processes are efficient, effective and compliant with appropriate legal rules and regulations.
- Establish regular reporting procedures, both formal and informal, and ensure that they are used.
- Maximise business opportunity and profits from each Business Partner.
- Be the leader in business and knowledge about the Business Partner’s respective industries.
Requirements
- Bachelor’s degree in Business, Finance, Marketing, or a related field.
- Proven experience in insurance sales, with a focus on general insurance commercial products.
- Excellent interpersonal and communication skills to build and maintain relationships with intermediaries.
- Strong sales and negotiation abilities, with a track record of meeting or exceeding targets.
- Sound understanding of the insurance industry, including regulations and market dynamics.
- Ability to conduct effective training sessions for intermediaries on insurance products.
- Detail-oriented with strong organizational and analytical skills.
- Self-motivated and able to work independently as well as collaboratively within a team.
- Proficient in using Microsoft Office Suite and CRM software.
- Relevant insurance certifications/licenses would be an asset.
