Head of Distribution

1 week ago

Durban, South Africa Momentum Distribution Services Full time

**Introduction**
- Momentum, a financial services provider of choice for advisers and their clients, known for its entrepreneurial spirit and innovative culture is committed to wealth creation and preservation, insurance, and income protection for all our clients. We do this through our understanding of the retail insurance, savings, and investment markets in SA.

**Disclaimer**
- As an applicant, please verify the legitimacy of this job advert on our company career page.

**Role Purpose**
- The Head of Distribution (HoD)**:KwaZulu Natal** **(KZN)** and **Eastern Cape (EC)** crafts and develops key growth sales strategies, tactics, and action plans for the area and justify these to the Chief Executive Officer (CEO) of Momentum distribution services (MDS) to ensure the strategies are successfully executed to achieve annual financial, sales and growth targets. In addition, the HoD leads Regional General Managers (RGMs) to ensure they, in turn, successfully lead and mentor their teams. At the core of the HoD role is execution of the MDS and Momentum Group’s Impact Strategy. By living this culture, behaviour, and leadership, the HoD enthuses our sales force and aims to achieve our goal of growing our productive independent financial advisers (IFAs).

**Requirements**:
**Qualifications**:

- Degree in Finance, Marketing or Business Management,
- Bachelor of Commerce Honours (preferred), and
- Certified Financial Planner (CFP®) (preferred).

**Experience**:

- 7 to 10 years of experience in financial services (Insurance and investment distribution) distribution
- 3 to five years of senior management experience in a multi-product distribution channel environment.
- Exposure to IFA development and practice management.
- Knowledge of how legislation impacts the insurance industry.
- Proven ability to drive the sales process from plan to close.
- Proven sales executive experience meeting or exceeding targets.

**Duties & Responsibilities**
- A deep understanding of the MDS Strategy and the KZN and EC area. Through relentless influence and focus the HoD is the catalyst that turns MDS into a high-performance sales area.
- A great HoD actively mobilises support services that enable sales as well as product houses and assists them to meet MDS’ business objectives.
- The HoD takes ownership of IFA and key account relationships in their area and is accountable for independent financial adviser (IFA) footprint growth against well-defined targets.
- The HoD owns the culture and leadership in the area and determines the way of work through:

- **
Effectively leading the team.** The HoD is the leader (captain) of the area.
- **
Drives high performance.** The HoD is self-confident, instils confidence in the sales force and ensures that everyone follows the plan for success for the area.
- **
Segmentation/understanding the area**. A great HoD is a catalyst for change and business opportunities in the area. They have meaningful and crucial conversations with the right stakeholders to understand who is on the field. They also ensure correct and accurate broker profiles, statistics, analytics, and that systems are updated for a deep understanding of IFAs and competitors in the area.
- **
Team and role composition.** The HoD appoints the best managers (leaders), and through great leadership inspires and enthuses the sales force to co-create a high-performance culture. A great HoD assists their RGMs to understand recruitment and match the correct BC to the correct IFA, to ensure our sales force grows and achieves their targets. An example of this is to make sure the RGM hires great BCs. Therefore, the HoD continuously scouts for the best RGMs and BCs and ensures the right people are appointed in the right places and positions.
- **
Panel management.** The great HODs knows MDS can only have valuable panels and understands the importance of our approach to IFA panels, i.e., no ‘panel-creep’ or ‘panel spinning’.
- **
Activity management.** At MDS we believe in 16 IFA visits per week for BCs, regular visits from RGMs and HoDs, and we will continue to count case levels until IFA business flows naturally. We track every activity that adds value. HODs pre-empt the essential activities they need in their area to be successful and share it with their leaders.
- **
Meaningful relationships.** The HoD has meaningful and quality relationships and conducts quality meetings.
- **
Knowledge distribution.** The HoD helps ensure that MDS has the best-trained BCs in the industry and is the “go-to”-person for IFAs when it comes to industry discussions. The great HoD understands that their level of knowledge enhances knowledge distribution and therefore encourages and promotes initiatives aimed at improving knowledge (continuous learning), performance, and coaching. The HoD also knows that true growth lies in self-improvement and continually pursues self-development because of the belief that true leaders lead by example.
- **
Coaching and mentoring.**

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