Regional Manager: Business Development

Telesure Investment Holdings

KwaZulu-Natal, South Africa


Oct 1

Develop relationships with strategic partners to enable growth within businessinsurance channel. Manage a team's performance outputs within the BI salesdepartment. Meet the metrics that has been set out by business and manage thetactical strategy and execution within the BI sales unit Business DevelopmentCreate a business development plan to identify, evaluate, and structure keytransactions to ensure continued financial health and maximum value creationthrough the entire product life cycle. These transactions may involve alliances,collaborations, mergers and acquisitions, in and out licensing initiatives, andother activities.Leadership and DirectionCommunicate the actions needed to implement the function's strategy andbusiness plan within the team; explain the relationship to the broaderorganization's mission, vision and values; motivate people to commit to theseand to doing extraordinary things to achieve local business goals.Performance ManagementManage, drive and report on performance within the area of responsibility.Set appropriate KPI's that are aligned to business objectives for direct reportsand hold them accountable for achieving these.Take appropriate corrective action where necessary to ensure the achievementof annual business objectives.Customer Relationship Development / ProspectingBuild a pipeline in order to identify potential partners. Implement relationshipmanagement plans for complex potential customer accounts to identify and buildrelationships with relevant decision makers and influencers within the customerorganization and to enable effective two-way flow of information and resolutionof issues.Sales Opportunities CreationDevelop a personal network within the business sector and represent theorganization at business sector events. Obtain market intelligence and enhancethe visibility and reputation of the organization, its products, and its services.Sell Customer PropositionsLead a cross-functional internal team (for example, technical, commercial, andlegal) to configure a complex tailored or bespoke product and services solutionand associated contractual terms that meet the customer's mid- to long-termneeds at a national/key operating unit level. Negotiate agreement with thecustomer and internally with commercial colleagues to ensure that customerrequirements are met at an acceptable level of profitability and cash flow.Review sales proposals from team members and authorize those that deviatefrom standard terms, escalating issues to senior management whereappropriate.Build profit and loss business cases in order to support the partnershipagreements.Negotiate and build partner tailor made product offerings.Negotiate and agree on commercial terms for partnerships.Customer Needs ClarificationConsult with a range of customer representatives at different levels to identifythe outcomes they require, introducing relevant internal specialists and utilizingtheir expertise to gather and analyse complex customer data, clarify mid- tolong-term customer needs, and develop and agree to a specification of customerrequirements.Present new product offerings to partners in order to influence the outcome ofagreements.Promoting Customer FocusDevelop internal marketing plans and work collaboratively with otherdepartments to improve internal relationships in a large organization and to buildstrong external customer relationships.Manage internal stakeholder relationships in order to facilitate and implementpartner agreements.Operational ComplianceMaintain and renew a deep knowledge and understanding of the organization'spolicies and procedures and of relevant regulatory codes and codes of conduct,and ensure own work adheres to required standards.Identify, within the team, patterns of non-compliance with the organization'spolicies and procedures, and with relevant regulatory codes and codes ofconduct, taking appropriate action to report and resolve these and escalatingissues as appropriate.Insights and ReportingPrepare and coordinate the completion of various day to day reporting andmonthly reporting.Identifying and interpreting patterns and trends, and translating those insightsinto actionable recommendations and by implementing solutions.Organizational Capability BuildingUse the organization's formal development framework to identify the team'sindividual development needs. Plan and implement actions, including continuingprofessional development specified by professional or regulatory institutions, tobuild their professional capabilities. Provide informal training or coaching toothers in own area of expertise to enable others to improve performance andfulfill personal potential.Personal Capability BuildingDevelop own capabilities by participating in assessment and developmentplanning activities as well as formal and informal training and coaching; gain ormaintain external professional accreditation where relevant to improveperformance and fulfill personal potential. Maintain an in-depth understanding oftechnology, external regulation, and industry best practices through ongoingeducation, attending conferences, and reading specialist media.Customer Relationship Management (CRM) DataEnter customer information that has been gathered through research and/orthrough direct customer contact into the customer relationship managementsystem, to ensure that the organization has quality data to enable effectivecustomer retention and business development activities.Ensure that team members maintain up-to-date customer relationshipmanagement data, identifying and resolving issues.

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