Head of Business Development Management (Insurance)

ROLE SUMMARY

The Head of Business Development (Insurance) is responsible for driving new business at a business to business level by building strong networks and relationships within the Insurance sector. The role focuses on enhancing the organisation's market position and achieving financial growth. The incumbent is required to implement effective strategies to both increase and retain business. Key responsibilities include increasing sales, securing new clients, and sustaining growth for future opportunities. In addition, this role requires managing existing clients to ensure their ongoing satisfaction and confidence in the services provided. The incumbent will also collaborate closely with relevant departments and Executive Members to ensure that the business development strategy is aligned with the company's overall growth and maintenance objectives. If you're ready to belong to an "open mindset" work culture that promotes continuous learning and improvement, prioritises service excellence, values individuals, and celebrates the people who light up our world, apply now and show us how you'll shine!

QUALIFICATIONS

• Minimum: Diploma in Sales / Marketing / Business Development Management / Project Management or a related qualification
• Preferred: COM Degree or Honours Degree
• Advantageous: MBA qualification

EXPERIENCE

• Minimum: 6 to 8 years in Business Development (lead generation, sales, customer relationship management), preferably in insurance sector
• Exposure to national and international markets
• Experience liaising with internal departments and executive teams

SKILLS & KNOWLEDGE

• Advanced computer literacy, with strong proficiency in Microsoft Office Suite (Excel, PowerPoint, Word & Outlook).
• Exceptional written and verbal communication skills (English), with the ability to influence, negotiate, and present at executive level.
• Good understanding of the insurance landscape, market trends, and competitor dynamics.
• In depth understanding of FAIS legislation, regulatory requirements, and industry compliance standards.
• Strong commercial acumen with the ability to forecast, budget and analyse performance data.
• Demonstrates exceptional professional etiquette and represents the organisation with credibility and integrity.
• Proven ability to build, sustain and collaborate with senior internal and external stakeholders, including executives, industry partners and strategic clients.

RESPONSIBILITIES Financial Management

• Provide input and compile the annual sales budget in collaboration with the Chief Finance Officer and Chief Commercial Officer.
• Implement, control and manage sales division's resources and procedures within approved budget guidelines (e.g., events)
• Compile and present budget reports regarding sales expenditure to keep the CCO appropriately informed of the Cluster budget position.
• Present sales tracking at Sales forum meetings.
• Reconciliation of fuel and travel expenses.

Strategy Effective Implementation of the Sales Strategy and Plan

• Create and define the Business Development strategy - a business to business marketing strategy that will effectively communicate with potential clients.
• Align the development of Business Development efforts to overarching commercial strategy.
• Interpret and execute Digicall's Commercial strategy and business plan into a sales plan with specific objectives and targets and communicate to team.
• Create, review and update sales plan that will contribute to profitability and favourable achievement of sales targets.
• Evaluate and optimize departmental systems and procedures in support of the business plan/strategy.
• Compile, implement and enforce sales procedures in support of business plan/strategy.
• Gain buy in from departments regarding Business Development strategy.
• Keep departments informed and updated on Business Development plans and strategies.
• Ensure relevant employees/ departments are informed of strategy roll out plans for new business.

Operational New Business Development & Client Retention

• Determine potential new business by analysing the market and competitors, to increase it into new business.
• Identify opposition companies that pose any major potential threats to the existing business.
• Actively pursue new business and contact potential clients through established network/ cold calling/ referrals/ targeted acquisitions strategies and building a robust pipeline of opportunities.
• Portray the brand of the company through professional presentations.
• Prepare proposals and presentations targeted at potential clients.
• Negotiate terms and implementation plans with prospective clients in collaboration with CCO.
• Ensure constant visibility of the company's brand in the industry as well as with current and potential clients.
• Execute a hands on approach to expand business development by actively targeting new customers and partners.
• Working with the relevant stakeholders to ensure the successful delivery of product and service solutions.
• Review sales methods for cost cutting / improved technology opportunities.
• Participate in pricing the solution or service.
• Conduct regular meetings with relevant stakeholders to gain insight into problem areas, make necessary recommendations for required changes that may be evident / required.
• Present new products and services and enhance existing relationships.
• Liaise with various staff (technical and internal colleagues) to meet client needs.
• Ensure to schedule internal/external client debriefs.

Reporting - Executive Reporting

• Contribute to strategic insights as well as with industry related proposals.
• Provide Business Development reporting on strategy and statistics on a monthly, quarterly and annual basis.
• Present to and consult with the CCO on business trends with a view to developing new services and products.

Risk Management Reporting

• Ensure strategic retention of clients through client visits, staying up to date on the client's needs and being aware of the company's financial status.

Marketing & Management

• Attend industry functions, such as events and conferences, and provide feedback and information on market and creative trends.
• Liaise with the Marketing team to assist in creating relevant industry content and comparison.
• Identify opportunities for campaigns, services, and distribution channels that will lead to an increase in sales.
• Conduct and execute data interpretation of retained clients and potential new clients.

Client and Vendor Management Sound partnership with internal and external stakeholders

• Maintain client satisfaction at all times.
• Ensure to network with various industry stakeholders at events and conferences.
• Represent in professional manner when interacting with clients and stakeholders.
• Developing strategic partnerships and alignment with key stakeholders.
• Increase the company's network in alignment with the growth strategy
• Meet annual sales and retention targets.
• Increase clients in alignment with the growth strategy.
• Conduct client visits to maintain strong relationship with clients.
• Prepare customised proposals to favourably position the company and its services to the client.
• Professional communication and interaction to clients.

Benefits

Digicall offers a range of core and value added benefits to equip and empower you to live your best life. You will benefit from support and assistance that offers you choices and gives you peace of mind, including medical cover, provident fund, funeral cover, long service awards, and learnerships and bursaries. Through our employee wellness and recognition programmes, we foster a workplace where every individual is supported, celebrated, and empowered to shine.