Executive: Sales and Distribution at Old Mutual

Job Description

• Old Mutual Corporate (OMC) is a B2B2C business with a strong core in employee benefits. It has adopted a customer led operating model structured around two focussed customer segments which includes large/institutional clients and for SME clients. Sales and Distribution is required to service both client markets and their varied customer offerings through an efficient and effective multi-channel strategy. Channels include but are not limited to a Direct channel, Tied Intermediary and Independent Intermediary channels. Your responsibility will be to manage the Sales & Distribution organisation for OMC and develop and drive the sales and distribution strategy for the segment aligned to the business strategy and oversee the implementation of current propositions aligned to each distribution channel and customer segment priorities and targets. You will also be responsible for retention of existing business through the Intermediary channels. You will participate in the OMC Executive Committee and as such contribute to the wider strategy and the delivery of the segment.

Key Result Areas 

• Develops and drives segment sales and distribution strategy 
• Develop and implement a multi-channel distribution strategy aligned to each of the customer segments and targets 
• Develop and implement a business development strategy in line with organizational growth strategy and targets 
• Identify environmental, market, product, technology and competitive changes that will impact on sales and profitability, and identify appropriate strategies to address in the immediate, medium and long term 
• Support the Retailisation strategy through collaborative efforts and the interface with retail channels. (through collaboration with other segments/divisions within the group and in within OMC) 
• Translates and cascades strategic directives into operational goals 
• Translate strategies into relevant business development, distribution and client management operating model and organisational structures, roles and processes, and lead the resultant organisation to achieve sales and business targets across the relevant market segments 
• Monitor and manage the performance and activities of the Distribution business unit to agreed strategic and operational objectives 
• Maintain the expense budget within parameters  
• Ensure that standard operating procedures are developed and implemented across the business unit and remain in an audit- ready state 
• Ensure the development of a healthy sales pipeline  
• Undertake key client and prospect engagement where appropriate, to support segment objectives 
• Develops and drives client retention strategy 
• Develop strategies to drive effective client account management that result in retention, cross-sell and upsell into the Corporate business 
• Accountable for ensuring ongoing intermediary and client satisfaction; monitoring and intervening on performance related to churn rates, client satisfaction scores and net promoter score 
• Role model client centric behaviour  
• Facilitates robust business partnering and stakeholder management 
• Works in close collaboration across the value chain to ensure alignment and effective client delivery 
• Provide ongoing thought leadership and expert decision support for all parts of the value chain 
• Monitor and responds to developments in client’s business interests  
• Models management & leadership effectiveness 
• Define performance parameters and measurements for area under supervision 
• Manage service delivery through other managers and their teams. 
• Hold first line managers accountable for managerial work, including selection, performance management and talent management 
• Ensure effective talent management including succession planning; transformation per the BBBEE targets of the segment and national EAC (economically active population), skills development and training for a sustainable operating model and diverse high performing team 
• Encourage a culture of continuous learning and development in the organisation  
• Champions and enables change initiatives and facilitates constructive Culture shift  
• Oversees and ensures risk management, governance and compliance 
• Ensure that the business unit is compliant with Group Governance Framework, Segment strategy and operating model and any statutory legislation and regulations 
• Interpret Group policies and frameworks for the business and embed into the business 
• Enable appropriate supplier procurement oversight and contracting in line with the business’s BBBEE objectives, SMME focus and agile delivery 
• Function as the business area point of contact with External Auditors 
• Identify and manage key strategic risks; escalates where risks cannot be addressed at this level 
• Understand the unfolding environment that industry & competitors face and defines related risks 

Role Requirements: Skills, Qualification and Experience 

• Relevant business / commercial degree  
• NQF 7 
• Relevant post graduate qualification (CFP, CFA, MBA) 
• At least 10 years in a B2B sales environment with some experience at senior sales leadership or similar role with a solid track record of sales delivery via multiple channels.  
• Executive management experience - preferably on a national scale - as well as proven experience with financial management of a large functional area 
• Demonstrated ability to develop and maintain positive relationships with internal and external stakeholders. 
• Highly resilient and ability to work under pressure with multiple internal and external stakeholders 
• Demonstrated sound leadership and people management skills with the ability to influence and inspire the sales teams 
• FAIS compliant (added advantage)  

Skills

• Business Strategies, Client Management, Leadership, People Management, Sales Execution, Strategy Development

Education

• Certified Financial Planner Provided Underlying Qualification Achieved, Chartered Financial Analyst (CFA)(Foreign Qualification), Master of Business Administration (MBA)