Senior Sales Manager

2 weeks ago

Durban, KwaZulu-Natal, South Africa Talksure Full time

MAIN PURPOSE OF THE ROLE
To manage the production environment with the focus on people leadership, maximising productivity and revenue generation, with the specialisation in one or more of the following areas:

  • STI Insurance Sales
  • STI Multiplatform sales experience
  • Cross Sell
  • Onboarding and testing of new Campaigns
  • Resource management
  • Lead management across various lead sources

DUTIES AND RESPONSIBILITIES

Sales Production and Resourcing within the Operational Environment

  • Establish and communicate KPIs to all stakeholders on a monthly basis, in order to achieve business objectives;
  • Manage campaign resourcing to meet production requirements and increase revenue, by working closely with Recruitment to ensure headcount is always on target;
  • Work closely with L&D to formulate training plans for the respective business units, with the focus on Team Leaders and Contact Centre Agent development, to enhance work performance and production levels;
  • Analyse people and data trends on an ongoing basis to address pinch points within the business units, by implementing resolutions;
  • Manage multiple business segments to drive outcome

Leading and Motivating a high performing team

  • Develop and implement individual and team KPIs in line with business objectives;
  • Manage Sales Managers and Team Leaders to enhance work performance with the view of achieving production KPIs, while encompassing the people element in a work environment;
  • Coach and mentor direct reports;
  • Plan, Direct, Supervise and Coordinate activities of Sales Managers and Team Leaders;
  • Direct line manager duties encompasses staff members conduct modification through the guidelines of the various internal policies and procedures to ensure appropriate discipline is maintained and corrected if required;
  • Create a high performance culture through focused incentives, supported with celebration and regular communication;
  • Micromanage end to end process

Client Relationship Management with internal and external stakeholders

  • Build positive and productive relationships with internal and external stakeholders, e.g. Business Partners, New Business, BI, QA, etc.;
  • Regular meetings and tele conferences to strengthen relationship;
  • Understand client needs, products and revenue goals and translate that into operational strategy to meet their needs;
  • Set KPIs in accordance with contractual & client expectations

Communicate and manage changes to create a positive impact

  • Create a culture of continuous improvement to drive effectiveness and efficiencies;
  • Build effective and long lasting relationships with internal and external stakeholders;
  • Ensure clear and concise transfer of information to all stakeholders, to support smooth product implementation and subsequent product management;
  • Encourage and lead an engaged team through positive people influence factors;
  • Customise your communication to meet the situation and individual requirements;
  • Spearhead networking initiatives for your team members to improve their overall effectiveness in the business;
  • Continuously review sales process with a view to reengineer the process to drive specific outcomes

Manage all financial components with the view of Revenue Generation

  • Utilise revenue expectations to set campaign targets;
  • Manage campaign budget by monitoring staff headcount, incentive spend, data usage, etc.;
  • Manage budget, income, expenditure, cost, profit, etc.;
  • Identify opportunities to improve revenue such as different product enhancements or bolt on opportunities;
  • Focus on premium collection rates and behaviours that drive high collections

Analysis and Reporting

  • Recommend the nature and scope of present and future product lines by appraising current product ideas and market trends;
  • Constantly review current production data, and take appropriate action;
  • Utilise info and reports to drive performance, identify improvements and track trends over time;
  • Use info from post sales e.g. complaints and claims to infer future sales strategy;
  • Create dashboards for Sales Manager and Team Leader focus
  • Compile reports from various sources

Compliance with relevant legal and regulatory requirements

  • Lead on script development ensuring the need for sales volume and does not compromise on quality and compliance
  • Ensure that key legislative and regulatory requirements are adhered to within sales management
  • Establish appropriate controls to ensure compliance with above and to minimise exposure to risk
  • Lead on preparation of relevant information for internal or external audits, verifications, and inspections

QUALIFICATIONS AND EXPERIENCE REQUIRED

  • Matric
  • Degree/ Diploma is an added advantage
  • RE, FAIS and KI qualification advantageous
  • At least 5 years of experience in a similar role e.g., Campaign Director, Call Centre Manager, Senior Ops Manager or Head of sales
  • Proven track record with solid references
  • Intensive STI S

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