Head of Credit Sales

2 weeks ago

Sandton, South Africa Discovery Ltd. Full time

**Business Unit**:Discovery Bank**Function**:Marketing Management**Date**:23-Mar-2023**About Discovery**

Discovery’s core purpose is to make people healthier and to enhance and protect their lives. We seek out and invest in exceptional individuals who understand and support our core purpose, and whose own values align with those of Discovery. Our fast-paced and dynamic environment enables smart, self-driven people to be their best. As global thought leaders, Discovery is passionate about innovating to not only achieve financial success, but to ignite positive and meaningful change within our society.

**About Discovery Bank**
- Discovery’s intention is to expand our business model into banking and to establish a brilliant, innovative, full-service, shared value retail bank in South Africa. We have built great digital and system capabilities as well as robust operational processes to date and will continue to grow its products, market share and the value we offer our clients.
We are looking for smart, energetic, experienced, and dynamic achievers who take initiative and ownership, are passionate about dazzling clients, and who thrive on constant challenges and high-speed change to continue with on this journey with us thus far.
- **Key Purpose**
- The successful applicant will lead and continue to build the established marketing analytics capability, while reporting directly to the Head of Sales - Discovery Bank. In addition, the applicant will also be responsible for overseeing the MIS area within the Discovery Bank Sales area. Responsibilities will involve a very wide variety of analytical and strategic tasks focused on building Discovery Bank’s sales capabilities.**Areas of responsibility may include but not limited to.**
- Lead and grow a small, high-performing analytics team made up of both data scientists and the core MIS function within Discovery Bank.
- Work closely with the digital-, advertising-, leads management-, tele sales, finance
- and other internal analytics teams to maximise sales and conversion rates.
- Work with external agencies and other third parties on a regular basis with regard to media buying, systems solutions and creative campaign proposals.
- Advise on interpretation of marketing data, including campaigns, engagement, web analytics, and sales performance and provide insight and recommendations to the different marketing teams involved.
- Accountable to delivering the sales targets within the target cost-per-sale metrics and identify further opportunities to improve the cost per sale.
- Ensure best-in-class data reports and reliable operational data systems to equip the call centre management team with the tools required to manage agent performance and sales outcomes.
- Drive the following key initiatives within Discovery’s marketing environment:

- Optimisation of TV advertising, digital advertising, and other parts of the sales funnel.
- Client segmentation for marketing campaigns and tracking and interpreting the results thereof.
- Predictive modelling (aimed at driving sales).
- Tracking of KPI’s for the D2C channel and assistance with decision making based on past business performance.
- Development and production of standard reports, dashboards, and analysis on the performance of direct marketing activities across the chain of Discovery’s marketing activities.
- Ad hoc investigations to support management decision-making and strategy.
- Ad hoc data support for several areas within Discovery Bank.
- Support the Head of Sales to report to the Discovery Bank Marketing Exco and Discovery Bank Exco on the sales performance.
- Significant interaction and collaboration with Marketing exco representatives and the CMO for strategic planning and delivery of performance marketing spend.
- Significant interaction and collaboration with Exco representatives across the Discovery Bank Exco, including credit, operations, new business admin, product and technical marketing.

**Personal Attributes and Skills**
- Strong analytical and statistical skills
- Keen interest in the growing role that analytics and big data will play in marketing.
- Strong work ethic with focus on value added delivery.
- Passion for performance in self and others
- Good business understanding
- High level of attention to detail
- Above average ability to work with, analyse and report on data.
- Customer centric
- Strong relationship building skills at all levels.
- High degree of personal maturity, personal insight and a natural capacity to self-reflect, learn and develop
- Self-starter
- Resilience, enthusiasm, energy and drive
- Ability to handle change and navigate ambiguity.
- Organized
- Positive, can-do attitude
- Ethical and able to maintain confidentiality and manage boundaries.
- Aligned to Discovery values and core purpose.

**Qualifications and Experience**
- Qualified actuary / experienced statistician / experienced data scientist (i.e. highly numerate with excellent analytical skills)
- 5+

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