Senior Manager: VAPS Sales at Telesure Investment Holdings (TIH)

JOB PURPOSE

• Contribute to the VAPS Division's goals by tactically and strategically positioning the Sales channel to effectively and optimally conduct in-house VAPS sales practices in order to expand and sustain market share.

Responsibilities
Leadership and Direction

• Communicate the VAPS Divisional strategy and its relationship to the organization's mission, vision and values; clarify the actions needed to implement it within VAPS Sales; motivate people to commit to VAPS Sales targets and to doing extraordinary things to achieve VAPS business goals. Lead the expansion of VAPS Sales operation within the broader VAPS strategy.

Business Planning

• Develop and propose annual business plans for VAPS Sales, ensuring alignment with strategy. Align business targets with appropriate gearing models.
• Recommend financial and headcount budgets; propose business targets; carefully monitor and manage cost per sale within the planned gearing models to enable growth; and schedule key activities/projects, ensuring continuous monitoring of QA, effectiveness and sale system enablement and integration with other elements of the organization.

Performance Management

• Manage and report on the performance of VAPS Sales; set appropriate performance objectives in relation to sales volume, sales effectiveness, campaign optimisation and QA for the VAPS Sales division and hold direct reports accountable for achieving these; take appropriate corrective action where necessary to ensure the achievement of sales targets.

Functional Strategy Formation

• Lead the development and implementation of strategy for Sales within VAPS, anticipating complex issues, challenges, and opportunities, and ensuring integration with the wider functional VAPS strategy, targets and planning.

Sell Customer Propositions

• Collaborate with a cross-functional internal team (VAPS Marketing, VAPS
• Product and Actuarial) to optimally offer the right product solution, to the right customer, at the right time, in order to deliver value add for the customer.
• Negotiate agreement internally, to ensure the customer requirements are met and carefully monitor adherence to these requirements (E.g.: QA) on an ongoing basis. Continuously look for improvements in current campaign design and campaign rules, in order to deliver correct combinations of products to customers.

Insights and Reporting

• Set and drive execution of a data and analytics reporting plan in VAPS Sales, creating strategies and templates to report data in a meaningful way. Create, present, and communicate high-impact data and analytics insights and recommendations to critical internal and external stakeholders.

Organizational Capability Building

• Identify the capabilities needed to meet the current and emerging business needs of VAPS Sales. Ensure that high caliber of skills is maintained, specifically within a growth environment. Evaluate current capabilities, identify gaps, and prioritize development activities. Motivate others to develop their capabilities and fulfill their personal potential.

Budgeting & Costing

• Take responsibility for setting and managing the VAPS Sales budget so it aligns with VAPS Divisional strategy. Carefully deploy VAPS Sales resources, in line with VAPS commercial strategy and profitability objectives, ensuring optimal return on costs incurred in a growth environment.

Stakeholder Engagement

• Identify and manage stakeholders up to top management level, finding out their needs/issues/concerns and reacting to these by leading and coordinating the development of stakeholder engagement plans to support the communication of business information and decisions.

Customer Relationship Management (CRM) Data

• Identify and communicate opportunities for system improvement that may enhance the management of customer relationships including scripting, compliance, systems usability and sales quality.

Operational Compliance

• Ensure that business activities within VAPS Sales comply with relevant external regulatory and/or voluntary codes and with internal policies and procedures to minimize business risk and to protect the reputation of the organization.

EDUCATION

General Education

• Grade 12/ SAQA Accredited Equivalent (Essential); RE Qualification (Essential);
• 3 year Business Related Degree/Diploma (Essential)

Experience

General Experience

• 7-9 years experience within a sales call centre/financial services environment(Essential)

Managerial Experience

• 3 or more years experience of planning and managing resources to deliver predetermined objectives as specified by more senior managers (Essential)