Job Description

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Welcome to the
Land and Agricultural
Development Bank of South Africa

Careers

Executive Manager: Sales

Details

Closing Date 2024/01/23
Reference Number LAN231221-1
Job Title Executive Manager: Sales
Division Land Bank Insurance Company
Unit LBIC
Job Type Classification Permanent
Location - Country South Africa
Location - Province Gauteng
Location - Town / City Centurion
Job Advert Summary

The Land and Agricultural Development Bank of South Africa (Land Bank) is South Africaxe2x80x99s only specialist agricultural bank established in 1912, the bankxe2x80x99s sole objective is to serve South African commercial and emerging farmers and bring specially designed financial services within their reach. These services enable farmers to finance land, equipment, improve assets and obtain production credit. The Land Bank provides financial services that have moved with the times and continues to provide services to agri-business and constantly reviews its offerings to ensure that they match the needs of an industry. As change has swept across the sector in South Africa the socio-economic makeup of agriculture has altered, bringing new entrants from historically disadvantaged backgrounds on to the land, these new farmers, facing the challenges of establishing sustainable agri-businesses across the agricultural value chain, Land Bank has been a commercial lifeline offering appropriately designed financial products that facilitate personal and commercial viability in a sector that is vital to the sustainability of South Africa and its people.

MAIN PURPOSE OF THE JOB

Leading the alignment and implementation of the Sales strategy by identifying opportunities in the market and optimising distribution channels and resource deployment in order to support the overall growth of LBIC and LBLIC. Identify opportunities for profitable top line growth of the LBIC and LBLIC businesses through strategic stakeholder engagement and marketing strategy development by generating new business sales across distribution channels and product lines.
Key Performance Areas

1. Develop, implement and align Sales strategy and plan to achieve targets including market & competitors research and analysis to inform company strategy and tactical implementation

• Develop, implement and align Sales strategy to achieve the overall business objectives

• Research market trends, opportunities and tactically incorporate into the plan

• Identify geographic locations, broker markets, product gaps to support profitable premium growth

• Monitor progress, make adjustments and reorganise resources to achieve set targets

• Implement robust and consistent Sales reporting mechanisms

2. Develop Sales frameworks and policies for achievement of targets

• Create frameworks and policies for engagement with intermediaries for regional structures

• Segments market according to areas of focus and sets client visit schedules and plans

• Consult the LBIC and LBLIC strategy to determine the objectives and targets to be achieved

• Implement regional Profit and Loss for example Sales Volumes, Average Premium, Product Mix etc.

• Manage and negotiate sales targets in accordance with budget policies, procedures and legal requirements

• Monitor the sales activities to ensure that targets are achieved, institute corrective steps when targets are not met and maintain achievement of sales targets at all times

• Ensure that reports are compiled and the relevant reports are submitted to the role players within allocated time frames

3. Management of Stakeholder Relationships

• Identify the relevant role players in accordance with business requirements and dependencies

• Land Bank

• Brokers

• Strategic Partners

• Arrange engagements with strategic role players to identify possible areas of cooperation, improvement and conflict

• Review existing agreements for opportunities for expansion

• Negotiate terms and conditions, commission structures etc.

• Constant stakeholder engagement to ensure smooth running of stakeholder relationship

• Manage relationships in accordance with policies, procedures and legal requirements

4. Implement effective Marketing initiatives to support Sales growth and performance

• Implement marketing plans in accordance with business strategies

• Develop and implement sales and promotional programmes in support of the business

• Procure and manage sales and promotional items / material for use by the business in sales and promotional initiative

• Proactively seeks brand positioning opportunities

• Determines appropriate communications channels and establish best practices based on latest technologies

• Packaging and branding of products for launch to targeted consumers including White labelling

5. Distribution strategy

• Researches general industry trends and conducts consultations to determine which products are still relevant, performing best and conditions for success

• Recommend product enhancements and/ new products to service the market demands

• Test product concepts with intermediary market and adjust accordingly

• Select distribution channels best suited to launch products

• Sets parameters, requirements and minimum levels for intermediary product training

• Determine the requirements related to the launching of new/improved products

6. Departmental and People Management

• Performance Management

• Capacity Planning

• Financial Management

Preferred Minimum Education and Experience

• B Degree in Finance, Accounting, Business Management, Insurance or equivalent

• Post Graduate qualification

• RE 1 Eligible to be appointed as a Key Individual

• RE 5 Eligible to be appointed as a Representative

• 10 years Experience as a Senior Manager in Sales & Distribution in the Insurance sector

Critical Competencies

• Sales

• Distribution

• Marketing

• People Management

• Stakeholder Management: Land Bank, Brokers, UMA, Administrators, Strategic Partners etc.

• Insurance Operations

• Agricultural Insurance Industry

Additional Requirements

• Extensive travel as and when required

• Extended hours as and when required

• Driverxe2x80x99s License (Code 08)

Policy

Preference will be given to suitably qualified Applicants who are members of the designated groups in line with the Employment Equity Plan and Targets of the Land Bank.

Registered Credit Provider: NCRCP18 | VAT number: 4560121081

xc2xa9 LAND BANK. All rights reserved.

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