The purpose is to provide strategic direction and execution in the management of a successful Direct Client Engagement business across Momentum Corporate to ensure sustainable profit growth in New Business Development, Key Client Management, Momentum Consultants & Actuaries (MCA). Develop and implement engagement and distribution strategies in order to support the delivery of sales and retention targets and increased productivity of the direct distribution channel.
Requirements
- Degree in Finance, Marketing or Business Management
- Certified Financial Planner (CFP)or CA(SA)
- Qualified key individual for FAIS purposes
- 7-10 years experience in employee benefits, insurance or related industry distribution and consulting
- 5 years senior management experience in a multi-channel environment
- Exposure to broker development and portfolio management
- Knowledge of relevant legislation relating to the employee benefits and insurance industry
- Develop and implement a growth strategy for the Direct business aligned to the 2027 Ambition and Strategy of Momentum Corporate.
- Craft and implement strategies to grow the Consulting business and deliver on business opportunities.
- Define a vision, strategy, and clear goals for the Business Development and Consulting teams to ensure sales objectives are met.
- Provide the strategic direction for the design and development of the Business Development and Key Client Management architecture that supports strategic objectives.
- Establish and manage relevant Business Development and Key Client Management models in collaboration with the relevant product houses and distribution channels.
- Drive profitable growth of the Consulting business
- Responsible for P&L of the Direct Client Engagement (DCE) business partnering with key stakeholders to enable sustainable profit growth.
- Apply a deep understanding of client and competitive markets needs to contribute to the development and packaging of segment Client Value Proposition (CVP), products and solutions to ensure that operational considerations are incorporated into the development process.
- Develop and maintain a winning and fit-for-purpose portfolio management strategy.
- Oversee the implementation tactics to drive the retention of existing business and generation of new business in line with good governance principles and legislative compliance.
- Develop innovative methods to identify and develop new business opportunities, from internal and external sources.
- Implement and manage practices that continuously grow the market and position the message through the correct mediums and channels.
- Oversee the delivery of meaningful and relevant reporting on new business, client retention, competitor, and industry trends.
- Implement cross- and up-selling in collaboration with the appropriate segments, distribution channels and product houses.
- Oversee the process of leads generation, sales conversions and channel profitability and other sales metrics.
- Contribute to the strategic direction and execution of the broader business strategy in partnership with the Momentum Corporate Executive team.
- Implement initiatives to maintain a sound risk & control environment and significantly reduce operational losses.
- Collaboration with relevant segments within the Momentum Group and key stakeholders within the Corporate business in the execution and support of the Group purpose and strategy.
- Participate and contribute to a culture which builds and maintains enduring and rewarding relationships and facilitates feedback with clients, and other key stakeholders.
- Contribute to sustaining a competitive edge through external networking and benchmarking and representation on related forums.
- Define fair and innovative client service practices which build rewarding relationships and allows teams and channels to provide exceptional client service.
- Engage with key internal and external stakeholders to identify changing client needs and make recommendations to align service offering and CVP with client needs.
- Drive efforts to improve client service and fair treatment of clients within the Direct business.
- Create a positive high performing work climate to energise employees, give meaning to work, minimise work disruption and maximise employee productivity.
- Demonstrate exemplary leadership behaviour, through personal involvement, commitment, and dedication in support of organisational values.
- Select and recruit suitably qualified talent in line with Employment Equity principles and values.
- Drive an enabling culture that fosters inclusivity, entrepreneurial thinking and prioritising the human experience.
- Enable learning and growth whereby information regarding successes, issues, trends, and ideas are actively shared between all appropriate stakeholders.
- Execute effective workforce planning practices to enable fit for growth and support a productive environment with LEAN principles.
- Identify employee growth and development needs and schedule interventions to enable ongoing development, training, and personal growth.
- Effectively manage performance within the team in order to ensure business objectives are achieved.
- Encourage innovation, change agility and collaboration within the business.
- Manage the delivery of the required volumes of quality business through the profitable sales of appropriate products and solutions to the intended client base.
- Control the budget for the area, including the authorisation of expenditures and implementation of financial regulations.
- Manage high risk and problematic financial issues in area of accountability and contribute to the development of policy.
- Identify solutions to enhance cost effectiveness and increase operational efficiency.
- Implement and manage financial risk methodologies, techniques and systems and use these to monitor and report on financial activities.
- Implement and provide feedback on the effectiveness of risk management, financial, governance and compliance policies, practice and procedures preventing illegal, unethical or improper conduct and manage governance and risk exposure liability.
- Investigate reported willful acts of non-compliance to organisation policy and practice and report on findings.
