Relationship Manager

Let's Write Africa's Story Together!

Old Mutual is a firm believer in the African opportunity and our diverse talent reflects this.

• Drive the achievement of new and existing business profitability and growth targets by ensuring that services and solutions provided to brokers and / or intermediaries meets or exceeds defined service level agreements across the product/s lifecycle as measured in a performance metrics plan.
• Manage relationships with the broker channel and ensure effective broker service levels.
• Identify and create coordinated business development opportunities.
• Ensure a consistent, detailed understanding amongst all team members of the business development targets, goals, performance levels, products, business rules and conditions.
• Manage campaigns and interventions in line with opportunities, available resources, product scope and best practices.
• Manage the allocated business development, incentive and expense budget for the team against set targets.
• Manage all costs, resource capacity planning and utilisation to support the achievement of business development targets, volumes, operational budgets and plans.
• Identify and drive opportunities to improve and expand product and service offerings.
• Actively manage and report on the achievement of business development targets as well as industry performance and trends.
• Lead the measurement, assessment and reporting on the performance of teams against targets and industry norms.
• Translate strategy into relevant service standards and processes, setting, communicating and measuring the corresponding operational measures and targets.
• Deliver new business opportunities in the intermediary market in support of the segmentation strategy.
• Collaborate with Underwriting, Operations and Claims to develop or enhance the current underwriting strategy with the intent to manage the risk and quality of the business being underwritten, while driving growth targets.
• Proactively monitor sales trends and identify and implement corrective actions as required.
• Lead the implementation of measures that monitor the quality and speed of services provided to brokers / customers.
• Ensure that risk is managed optimally within the technical framework particularly in risk acceptance and underwriting appetite.

Supports business development strategy implementation by investigating key strategic priorities, developing a suitable response and ensuring that an appropriate solution is effectively implemented.

Monitor and assess sales and market data for a specific geographic region and produce reports that will assist management in formulating strategy and identifying areas in the market where business can be developed.

Develop and implement a relationship management plan for potential customer accounts to identify and build relationships with relevant decision-makers and influencers within the customer organization and to enable effective two-way flow of information and resolution of issues.

Set clear objectives for each sales call or meeting; tailor standard materials to make presentations to decision-makers and influencers within the customer organization; and ask relevant questions to gather information, to evaluate the customer's level of interest, and to identify and respond to areas requiring further information or explanation.

Develop a personal network within the sales territory and represent the organization at trade shows and other events to identify sales opportunities, promote the organization, and enhance its reputation.

Use personal expertise to identify the complex standard products and/or services offered by the organization that meet the customer's needs, together with quantities and product configurations. Present these to the customer with a clear rationale and at standard commercial terms, referring to senior colleagues where necessary to ask for concessions (e.g., price reduction) that gain the customer's agreement.

Assist with the development of internal communications and work collaboratively with colleagues to build strong external customer relationships and meet customer needs.

Develop and implement a relationship management plan for existing customer accounts to identify and build relationships with relevant decision-makers and influencers within the customer organization and to enable effective two-way flow of information and resolution of issues. Collect feedback from identified customers or customer segments to ensure their needs are met, providing themes, summary analyses, and recommendations for changes based on customer input.

Monitor team members' use of the CRM system, identifying and resolving standard issues and escalating them to a senior manager as appropriate.

Identify,…