What will you do?<\/p>\n
\tTo build, maintain, and solidify relationships with Key Brokers, representing all lines of business within Santam Specialist Solutions (SSS).
\n\tThis strategic role is focused on leading & driving key business development objectives to achieve the Strategic Goals and delivering on primary KPIs through a holistic and collaborative approach across the organization.<\/p>\n
What will make you successful in this role?<\/p>\n
This role will be measured against three core pillars:<\/p>\n
Engagement: Building and Solidifying Relationships (35%)<\/p>\n
\tCommunicate the SSS message to our intermediary market, including team & people updates, product updates, and risk appetite.
\n\tActively listen to our intermediaries to gather feedback on expectations, problems, service, and market intelligence (changes, competitor analysis, rate changes, and opportunities).<\/p>\n
Creating Broker profiles with a comprehensive analysis to understand the broker holistically:<\/p>\n
\tStrategic Objectives:\u00a0Understand the broker’s own business goals, target markets, and growth ambitions.
\n\tFinancial & Operational Metrics:\u00a0Analyze their GWP, client portfolio size, areas of specialty, and operational strengths.
\n\tCurrent Relationship Mapping:\u00a0Assess the volume of business placed with us, the specific clusters\/products used, and our overall share of their wallet.
\n\tKey Personnel & Structure:\u00a0Identify decision-makers, influencers, and day-to-day operatives within the broker firm.
\n\tCompetitor Landscape:\u00a0Determine which other insurers they use, the competitor’s share, and the perceived strengths\/weaknesses of those relationships.
\n\tPerception & Feedback:\u00a0Gauge their view of our service, underwriting appetite, competitiveness, and overall value proposition.<\/p>\n
Business Development: Transactional Focus (45%)<\/p>\n
\tNew Business:\u00a0Identify and validate true cross-sell opportunities through a review of the Top renewals per business unit\/cluster.
\n\tRetention:\u00a0Work with Business Unit Heads to promote business retention and packaging of SSS offerings within appetite, ensuring clarity on strategic accounts and timeous access to renewal lists.
\n\tLost Business:\u00a0Analyze lost business data to understand market positioning and inform strategies to re-obtain submissions.
\n\tBuild, manage, and optimize a pipeline of prospects, tracking progress and forecasting accurately.
\n\tDrive business development visits to establish new relationships and maintain the existing broker network.
\n\tImplement structured engagements with agendas, action items, and tracking, maintaining records in shared folders\/systems.<\/p>\n
Business Intelligence and Data: Reporting Focus (20%)<\/p>\n
\tConduct monthly, quarterly, half-year, and full-year analysis, concluding data and present agreed reports to management.<\/p>\n
Deliver Monthly, Quarterly, Half-year & Full Year feedback to Head of Business Development SA, including:<\/p>\n
\tGWP Data (New Business, Lost Business, Retention Ratios).
\n\tCompetitor Feedback (new entrants, exits, key personnel changes, products\/capacity).
\n\tCross-sell opportunities.<\/p>\n
Qualifications & Experience<\/p>\n
\tInsurance-related qualification or relevant degree.
\n\tFAIS Compliant
\n\tRegulatory exam compliance.
\n\t5 to 10 years’ experience in Business Development in a Strategic role\u00a0involving Specialist and\/or Niche classes of insurance.
\n\tExperienced in maintaining and growing a profitable portfolio of Corporate\/Commercial Insurance.
\n\tInsurance-related qualification or relevant degree.<\/p>\n
Knowledge & Skills<\/p>\n
\tCore ability to think and act on a strategic level.
\n\tTechnical ability across various specialist insurance product lines.
\n\tExcellent interpersonal skills to develop and maintain understanding and working relationships with key selected brokers at all levels.
\n\tAbility to identify new business and target cross-sell opportunities with a focused strategy.
\n\tProficiency in leveraging data and analytics tools to update dashboards and derive insights.
\n\tStrong analytical skills for pipeline management, data analysis, and reporting.
\n\tAbility to co-ordinate monthly and quarterly internal\/cross-cluster meetings to ensure strategic alignment.
\n\tMaintain a working knowledge of targeted industry groups and underwriting appetites.<\/p>\n
Strategy and Collaboration:<\/p>\n
\tAssist in formulating, implementing, and coordinating a business development strategy as agreed with Clusters.
\n\tProactively lead all engagements specific to business development.
\n\tCo-ordinate collaboration between respective Clusters to lead the pipeline management process.
\n\tWork hand-in-hand with the Business Head to refine strategy, prioritize targets, and ensure alignment with company goals.
\n\tAssist in preparing a budget for the relevant business\/cluster area that aligns with the overall SSS strategy for growth and financial sustainability.
\n\tAdhere to the approved budget through the generation of income and control of expenses, complying with internal expense policies.<\/p>\n
go to method of application \u00bb<\/p>\n
Apply via company website ( http:\/\/www.santam.co.za ) or<\/p>\n
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