Job Description
Agency Channel Management• Establish and execute a vision for the Agency Channel given current and expected market conditions, and aligned with Consumer and Commercial segment / profit center objectives. • Provide expert analysis and forecasting guidance for all aspects of agency retail trends during budget setting exercise. Review plan objectives and reassess market developments for opportunities, including new agency models and plan alterations.• Establish and execute a vision for the Agency Channel given current and expected market conditions, and aligned with Consumer and Commercial segment / profit center objectives. • Manage conflict among agents in a way that benefits target customers and AIG as a whole per agreed rules of engagement. • Design, implement and monitor best practices for sales management of agency channel, incl:• Recruitment and selection of producers – Develop target producer profiles, controlled recruiting processes, etc. and ensure standards are adhered to.• Producer training and development – Design and deliver a curriculum that provides producers with skills and knowledge required to achieve target validation and productivity KPI’s.• Performance management – Implement best practice sales management disciplines, activity and KPI management processes, incentive / recognition and compensation structures, etc. to motivate and enable sales managers to effectively manage agents sales activities and generate quality submissions, productivity and premium growth.• Responsible for deploying segmentation, producer and sales executive training, recognition programs, campaigns, and Producer NPS / Voice of Producer surveysBusiness Planning• Provide input into budget (new business and renewals) in cooperation with Head of Distribution• Responsible for the delivery of the set Agency Budget and StrategiesAgency Activity Management• New Businesso Empower agents by ensuring all Agents trained on Pre-underwriten Products as well as raters. Achieve over 80% usage of raterso Have weekly visitations for Corporate Agents and by Monthly meetings with other Agents segments to increase visibility and a sense of belonging for our producers. This will be tracked in Sales Force.o Implement, Communicate and constantly dramatize the Agency incentive programme to drive new business.o Work with Contact Centre on Agents Cross Sell initiative and communicate success Stories Monthly to gain support of all Agents.• Retentiono Work towards achieving the budgeted retention ratios by Line of Business.o Liaise with Profit Centres and CSG to ensure renewal notices go out on time.o Implement a follow-up and feedback mechanism to profit centre and Management team on Key renewal accounts. Liaise with CSG and Contact Centre to follow up on renewals for Consumer Business.o Share upcoming renewal listing with all Agents on a Monthly basis. o Get involved in the Large Corporate renewals and large Schemes.• Reportso Provide Weekly progress reports in the Departmental meetingso Provide Monthly Agents Production and Strategies update report to Local and Regional Management. Highlight key challenges or Roadblocks to achieving Goals in the report.o Review reports with your direct Manager to identify action points to ensure 100% achievement of Targets and Strategies. Agents Communication and Relationship• Constantly Communicate to Agents on New Developments on products, Industry Trends and issues that impact on their business.• Send Monthly production updates to each producer and discuss progress based on individual Targets.• Liaise with Contact Centre for Monthly E-Shots• Receivables• Track receivables position on a Monthly basis and ensure collection of Premiums over 90 days• Liaise with Finance Department to provide statements on a Monthly basis and discuss the receivables position with AgentsService Issues Management• Review Service status report from Salesforce to monitor achievement of Service standards with Agents. • Liaise with Head of Operations to improve service turn around times and enhancement of Service report for Management purposes.Audit & Compliance• Ensure adherence to audit and compliance & Regulatory requirements• Ensure that Agency Channel operations are all compliant with existing local regulations, company standards and direction. Self Development• Keep abreast on AIG underwriting guidelines and work with profit centres to attain and renew underwriting authority for SME, Consumer lines and some Commercial lines. Professional Qualifications• Bachelors Degree in Marketing from a recognized tertiary institution. • ACII Preferable• Strong sales and marketing background. Chartered Institute of Marketing qualification preferable.• 5 years relevant experience in the insurance sector• Minimum of 3 years in related marketing management role• Familiarity with general insurance products.Knowledge & Skills & Competencies• Excellent knowledge of the broker distribution channels• Confidence to prepare and present tailored presentations brokers and clients by effectively using a range of presentation skills• Strong client management skills and ability to keep promises• Confident negotiator and ability to “close the deal”• Team player• Excellent Computer skills in MS Office suite• In depth knowledge of the current business and marketing trends• Relevant Sales and Marketing Experience• Dealing with Ambiguity• Driving for results• Customer focus• Excellent Negotiation & Presentation skills• Marketing knowledge• Customer Relationship building and management• Strategic • Excellent in networking and Prospecting• Sales Conversion• Business Coaching• Marketing research analysis• Proposal development• Opportunity assessment• Products and market knowledge• Compliance & regulatory knowledge• Industry knowledge Professional Qualifications• Bachelors Degree in Marketing from a recognized tertiary institution. • ACII Preferable• Strong sales and marketing background. Chartered Institute of Marketing qualification preferable.• 5 years relevant experience in the insurance sector• Minimum of 3 years in related marketing management role• Familiarity with general insurance products.Knowledge & Skills & Competencies• Excellent knowledge of the broker distribution channels• Confidence to prepare and present tailored presentations brokers and clients by effectively using a range of presentation skills• Strong client management skills and ability to keep promises• Confident negotiator and ability to “close the deal”• Team player• Excellent Computer skills in MS Office suite• In depth knowledge of the current business and marketing trends• Relevant Sales and Marketing Experience• Dealing with Ambiguity• Driving for results• Customer focus• Excellent Negotiation & Presentation skills• Marketing knowledge• Customer Relationship building and management• Strategic • Excellent in networking and Prospecting• Sales Conversion• Business Coaching• Marketing research analysis• Proposal development• Opportunity assessment• Products and market knowledge• Compliance & regulatory knowledge• Industry knowledge
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