Head of Key Accounts

-Introduction

Momentum, a financial services provider of choice since 1966, 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.
Role Purpose

The Head: MDS Key Account Management is responsible for driving the MDS key account strategy on a business-to-business level. He/She is also responsible for enabling the sales force to deliver on MDS growth and sales targets from the identified key accounts.
Requirements

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

**Experience**
- Eight to ten years’ experience in financial services distribution with a focus on the business-to-business market experience in South Africa.
- Three to five years’ senior management experience.
- Knowledge of the impact of legislation on the insurance and investment industry.
- Proven ability to drive the sales process from plan to close.
- Proven sales executive experience in meeting or exceeding targets.
Duties & Responsibilities
- Develop and improve long-term, mutually beneficial business-to-business relationships by:

- Establishing a strategic plan and value proposition for every key account.
- Facilitating the implementation of initiatives across Momentum business units.
- Taking ownership in Momentum for MDS Key Accounts.
- Driving, coordinating and tracking implementation of all strategic objectives on a business-to-business level.
- Enabling the Key Accounts value proposition through thought leadership, sales and operational support, and advice-led/strategic alignment, while ensuring that it remains relevant and competitive.
- Acting as a conduit and facilitator between key role players in MDS, Channel Technology, Product Houses and the Key Account, thus ensuring that initiatives are aligned, complementary and adding value to Momentum.
- Gather and distribute Key Account intelligence to Momentum:

- Understand Key Accounts: Strategy, structures, key financial metrics, way-of-work requirements and house views.
- Ensure the business knows about of Key Account strategic initiatives and implementation plans.
- Drive awareness of Key Account profiles, how we do business with specific Key Accounts, house views, etc. in Momentum Metropolitan.
- Improve pro-active identification of future opportunities for intentional strategic partnerships with? key IFA businesses.
- Understand and influence strategic direction to drive product design, service delivery and distribution approach decisions in line with Key Account requirements:

- Give input to make the most of strategic, distribution and relationship management decisions.
- Identify lead indicators from Key Account feedback and drive product house best-of-breed product/service decisions; product development based on Key Account requirements and requests.
- Keep Key Account leadership teams abreast of Momentum business, strategies, developments and initiatives.
- Relentless focus to ensure MDS is a high-performance business partner of the Key Account
- Manage the implementation of Key Account strategies and initiatives nationally, through coordination and communication of relevant Key Account information:

- Profile per Key Account
- Data per Key Account
- Decisions taken
- Approved houseview
- Procurement sign-off
- Dashboards
- The Head: MDS Key Account Management role must provide feedback at meetings on strategies and initiatives and track the progress and report on results (production, support, etc.)
- Ensure communication and commitments made are followed through.
Competencies

Business and market acumen: Understands how the business operates, the key issues and risks that drive business success and their impact on the commercial viability of potential ventures and the profitability of the Group.

Adviser commitment: Anticipates, meets, and exceeds key account needs by creating long-lasting relationships that support the adviser value proposition, their sustainability, and ensures client centricity.

Drive for results: Drive a sense of urgency, focus, accountability, agility, and execution to deliver business results.

Leads change and innovation: Actively leads change, does what is right for the business and drives continuous improvement through innovation.

Collaboration: Prioritises the business interests of Momentum and invests in the success of the Group by aligning efforts across divisions.

Motivate and inspire team: Creates and maintains an open, positive working environment by generating commitment, building trust, a shared sense of purpose, and empowerment in others, and encouraging them to contribute to the best of their ability.

Impact and influence: Persuades, convinces, influences and inspires others, both within Momentum Metropolita