About the role
Context (external/internal factors which influence the work environment, taking into account future conditions and strategic requirements):
- Financial services sector
- South African regulatory framework of insurance/brokerage industry
- Competitive environment
- Economic, social and technological environment
- Customer focus
- Service excellence
- Target driven environment
Customers (to whom the service is rendered/impacted upon):
- External clients
- Suppliers (insurers)
- Internal customers: Indwe divisions and departments
Number of subordinates: 0
Reporting line (immediate manager): Manager: Business Development
Minimum requirements
Education:
- Matric
- Level 4 FETC Short-Term Insurance Qualification
- Passed FAIS Regulatory Exam
- Higher Certificate in Insurance
- Post-matric qualification is an advantage (BComm Risk/Accounting, BBA)
Experience:
- Minimum 7 years short term insurance experience, with 5 of the 7 years in an individual and commercial sales and service capacity in a broking environment.
Competencies
Skills:
- Business Acumen (understand the economic environment and identify viable financial opportunities)
- Broking skills – medium to large commercial accounts
- Influencing and negotiation
- Computer literacy
- Communication
- Delegation
- Analytical ability
- Numeracy skills
- Networking
- Presentation
- Report Writing
- Decision making
- Time management
- Selling
- Ability to manage own work and outputs
Knowledge:
- Insurance and brokerage industry and environment
- Comprehensive commercial & individual lines Insurance
- Product knowledge
- Legal requirements of the insurance industry
- Marketing and sales principles
- Knowledge of products and services
- Technical commercial & individual lines insurance
- Knowledge of underwriting criteria
Personal attributes:
- Assertiveness
- Interpersonal effectiveness
- Service excellence
- Ability to effectively adapt to change
- Attention to detail
- Self-motivated
- Enthusiastic
- Result oriented/Deadline oriented
- Professionalism
- Ability to work under pressure
- Perseverance
- Work according to set policies and procedures
- Target driven
- Creative and innovation
- Business honesty and integrity
- Ability to work in a team
- Self-confidence and visible
KEY PERFORMANCE AREAS KEY PERFORMANCE OUTPUTS
1. PROSPECTING / SALES
- Compile target lists based on the sales plan for identified clients as well as your own
- Development of new business pipeline
- Prepare action plans for effective search of sales leads and prospects
- Initiate and coordinate development of action plans to penetrate new markets
- Create and conduct proposal presentations to potential clients
- Achieve new business sales targets in line with sales plans
- Provide after-sales service for new business
- Identify opportunities for up/cross selling and write additional business
2. CLIENT LIAISON
- Regular networking - identify opportunities and implement marketing and promotional activities
- Build relationships through regular contact, identifying critical decision makers with all stakeholders (client, insurers, etc)
- Client communication - keep clients informed of developments in the industry and market
3. REGULATORY COMPLIANCE
- Adhere to FAIS requirements and set company procedures
4. PERFORM ADMINISTRATION
- Collate all relevant information once opportunity is presented by potential client and agree a mandate
- Negotiate with market (insurers) and obtain best possible proposals
- Present to potential client using standardised Indwe documentation only
- Incept covers with Insurers once appointed using standardised Indwe procedures only
- Obtain a “Letter of Appointment” and “Debit Authority” from client
- Issue client in writing a “Summary of Insurances” in respect of covers laid off
- Introduce the Account Executive to the client appointed on their account and ensure a smooth handover procedure
- Maintain a hard copy file throughout process as well as electronic version
About Indwe
All Indwe employees are expected to conduct themselves in a manner commensurate with the Indwe values:
Innovative
Actively seeking continuous Improvement
Nurturing
To care for our clients with Empathy
Driven
Proving the best solutions to our customers
Willing
To learn, grow and embrace diversity
Eager
To take responsibility and use initiative
