The posting
Trust is the first of a new breed of banks in Singapore – digitally native and focused on delivering a delightful customer experience. You will work in a fast-paced and collaborative environment to solve new and interesting challenges each day. Together with our Trust team, you will help shape the future of our bank.
As a Bancassurance Sales Performance Lead, you'd be able to work on and solve many interesting challenges which we are facing, learn new ways of working, and help build a high-performing bancassurance sales force that delivers quality advice and delightful experiences for our customers.
Job Description
Reporting to the Head of Bancassurance, you will be responsible for the end-to-end sales performance of the Bancassurance business. You will own the lead-to-sale funnel, from the leads generated on the Bank's mobile app, supplemented by cold leads, through to the face-to-face sale completed by our Bancassurance Sales team. You will also work with the Sales Associate Team Leads to deliver the monthly and quarterly targets appropriate for the individual salespeople, team and the overall channel. You will own the sales scorecard, including its design, tracking and calculation, and the incentive inputs that flow from it. You will be a key member of our agile cross-functional teams across Product, Technology, Operations, Compliance, Legal, Marketing, Risk and Finance, iterating for 10x better as both our customer and business needs change.
You are a performance-driven sales leader who is equally comfortable in the numbers and on the sales floor. You combine strong analytical and data skills with the ability to coach, motivate and hold a team to account, and you know how to turn a target into daily activity. You are comfortable working in a fast-paced environment with high degrees of ambiguity and are happy to roll your sleeves up to get things done. Your success is critically dependent on a positive and progressive attitude as well as your ability to communicate and collaborate effectively with both internal and external stakeholders, including our insurance partner.
The Role Responsibility:
- Own the sales numbers and pipeline for the Bancassurance channel - set, cascade and track the monthly and quarterly targets at an individual, team and channel level
- Manage the lead-to-sale funnel end-to-end, from lead generation, allocation of leads individuals, contact and appointment rates, face-to-face conversion, case submission and policy issuance
- Work with the Sales Associate Team Leads to ensure leads are contacted within agreed service standards, appointments are set, and outcomes are captured accurately and on time in the lead management platform
- Monitor and improve sales efficiency and productivity per Specialist - stage-by-stage conversion rates, cases and premium per head, ramp-up of new joiners, and capacity planning across the three teams
- Own the sales scorecard (FLIP): design, monthly and quarterly performance calculation, validation of results, and timely publication to the teams and to management.
- Ensure incentive frameworks comply with applicable regulatory requirements and internal governance standards
- Prepare the incentive, contest and commission inputs arising from the scorecard, and work with Finance, Product and the Insurance Partner, as necessary, to ensure accurate and timely payout
- Run the sales performance cadence - weekly pipeline huddles, monthly performance reviews with the Sales Associate Team Leads, and quarterly business reviews with the Head of Bancassurance and the partner
- Identify performance gaps early and put in place recovery plans, coaching and targeted interventions together with the Sales Associate Team Leads to enhance sales effectiveness
- Drive training, certification and continuous capability building for the Bancassurance Specialists, including onboarding of new hires, product training with the partner, and needs-based sales and objection-handling training
- Provide structured feedback, data-driven insights and actionable recommendations to improve lead quality, lead volumes and in-app journeys ensuring improved conversion rates
- Work closely with the insurance partner's Account Managers on joint targets, training support, product launches and performance reporting
- Oversee sales quality and governance, including fair dealing, needs-based advice, complaints and mis-selling indicators, and ensure compliance with all applicable laws and regulations, internal standards and policies in both the Banking and Insurance industries
- Maintain accurate sales data, dashboards and management reporting for the Head of Bancassurance and senior management, including the monthly scorecard pack
- Support recruitment, retention and succession planning for the sales teams together with the Sales Associate Team Leads and the People Team
Role Specific Technical Competencies:
Skill
Target proficiency level
Life Insurance sales process & management
Expert
Sales performance management, targets and scorecards
Expert
Lead management and conversion optimisation
Expert
Coaching, training and sales capability building
Advanced
Data analytics and performance reporting
Advanced
Knowledge on Banking and Insurance regulations
Advanced
Life Insurance product knowledge
Core
CRM and digital sales tools
Core
You'll Fit Right In If You Are
- Someone who can see the big picture while driving perfection down to the last number
- A creative problem solver who can turn performance data into clear actions for the sales floor
- Leads through influence and collaboration, driving accountability, alignment, and execution among the Bancassurance Sales team within a matrixed operating environment
- Highly collaborative and can communicate openly and respectfully
- Comfortable in fast paced environments, and highly adaptable
- A strong voice for the customer, balancing sales targets with advice quality and fair dealing
- Proactive and self-motivated learner
- You can be pragmatic and balance the needs of the customer, the business and our partner
Our Ideal Candidate:
- Bachelor’s degree in Business, Finance, Marketing or a related discipline; holding Insurance qualifications will be a positive.
- CMFAS certifications (M5, M9, M9A, HI) or the willingness to obtain them
- More than 10 years of experience in sales performance management, sales operations or distribution management, preferably in a bank, bancassurance or life insurance environment
- A proven track record of managing an advisory or field sales force against monthly and quarterly targets
- Knowledge of Insurance products (Life and General), bancassurance business models, and lead-based, appointment-driven sales models
- Hands-on experience designing and running sales scorecards, incentive schemes and performance dashboards
- Strong data skills including advanced skills in excel, and knowledge of SQL, Tableau, Power BI or similar is an advantage
- Possess a strong customer focus and a clear commitment to sales quality and fair dealing
- Demonstrates the ability to navigate a fast-paced environment, balancing multiple priorities and driving execution through effective planning, stakeholder engagement, and influential communication
- Exceptional stakeholder management, interpersonal, negotiation and communication skills
- Exceptional attention to detail
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Come as you are! Trust is an inclusive and open-minded workplace. If you are good at what you do and care about doing a good job, that’s what we focus and want from you. So come as you are. 😊
Trust is an equal opportunity employer. We prohibit discrimination and harassment of any kind. We are committed to the principle of equal employment opportunity for all employees and to providing employees with a work environment free of discrimination and harassment. All employment decisions at Trust are based on business needs, job requirements and individual qualifications, without regard to age, gender, physical ability, race, religion or belief, family or parental status, sexuality, or any other status protected by laws or regulations. We will not tolerate discrimination or harassment based on any of these characteristics. We encourage applicants of all ages.
