JOB PURPOSEAssists in planning and implementing pursuit of strategic opportunities for Business Insurance, by cultivating client relationships or other commercial relationships and identifying new markets for Business Insurance products or services.RESPONSIBILITIESBusiness DevelopmentMonitor and assess sales and market data for a specific geographic region and market segment; and produce reports that will assist management in formulating strategy and identifying areas in the market where business can be developed.Customer Relationship Development / ProspectingDevelop and implement relationship management plans for complex potential customer accounts to identify and build relationships with relevant decision makers and influencers within the customer organisation and to enable effective two-way flow of information and resolution of issues.Customer Needs ClarificationSet clear objectives for each sales call; develop and make presentations that are tailored to the known interests, needs, issues, and concerns of decision makers and influencers within the customer organisation; gather and analyse relevant information; and gain agreement to a statement of customer requirements.Sell Customer PropositionsUse personal expertise to identify the complex standard products and/or services offered by the organisation 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.Sales Opportunities CreationDevelop a personal network within the business sector and represent the organisation at business sector events. Obtain market intelligence and enhance the visibility and reputation of the organisation, its products, and its services.Customer Relationship Management / Account ManagementDevelop and implement a customer contact plan to communicate product launches and engage the customers in relevant sales campaigns. Act as first point of contact for customer queries and complaints and resolve these, referring complex issues to others and ensuring that the customer receives an appropriate response.Customer Relationship Management (CRM) DataEnter customer information that has been gathered through research and/or through direct customer contact into the customer relationship management system, to ensure that the organisation has quality data to enable effective customer retention and business development activities OR Ensure that team members maintain up-to-date customer relationship management data, identifying and resolving issues.Operational ComplianceMaintain and renew a deep knowledge and understanding of the organisation's policies and procedures and of relevant regulatory codes and codes of conduct, and ensure own work adheres to required standards.Personal Capability BuildingDevelop own capabilities by participating in assessment and development planning activities as well as formal and informal training and coaching; gain or maintain external professional accreditation (CPD, Class of Business) where relevant to improve performance and fulfill personal potential. Maintain an in[1]depth understanding of technology, external regulation, and industry best practices through ongoing education, attending conferences, and reading specialist media.BEHAVIORAL COMPETENCIESCustomer Focus Builds strong customer relationships and delivers customer-centric solutions. For example, keeps in contact with customers to ensure problems are resolved, or to improve customer service. Studies customer feedback and emerging customer needs and uses these to determine some creative new ideas.Drives ResultsConsistently achieves results, even under tough circumstances. For example, holds self to high standards of performance; sets some challenging goals; wants to achieve meaningful results; pursues initiatives/efforts to successful completion and closure. Focuses on key goals, even during setbacks and obstacles.Communicates EffectivelyDevelops and delivers multi-mode communications that convey a clear understanding of the unique needs of different audiences. For example, listens attentively and takes an interest. Keeps others well informed; conveys information clearly, concisely, and professionally when speaking or writing.Interpersonal SavvyRelates openly and comfortably with diverse groups of people. For example, takes time to build rapport in meetings; speaks about common interests and priorities; shows tact and sensitivity in difficult interpersonal situations. Maintains productive relationships with a wide variety of people and from a range of backgrounds.Manages Complexity Makes sense of complex, high quantity, and sometimes contradictory information to effectively solve problems. For example, looks at complex issues from multiple angles; explores issues to uncover underlying issues and root causes; sees the main consequences and implications of different options.PersuadesUses compelling arguments to gain the support and commitment of others. For example, positions and packages ideas so that they will resonate strongly with a wide variety of stakeholders. Uses strong logic and compelling evidence. Works with others to find creative win-win solutions; achieves consensus through compromise.CollaboratesBuilds partnerships and works collaboratively with others to meet shared objectives. For example, readily involves others to accomplish goals; stays in touch and shares information; discourages "us versus them" thinking; shows appreciation for others' ideas and input. Being Resilient Rebounds from setbacks and adversity when facing difficult situations. For example, is calm and professional in difficult situations; continues to work toward objectives. Overcomes obstacles without becoming discouraged; draws lessons from failures. Recovers from setbacks and adversity.SKILLSCustomer-Focused ApproachWorks without supervision and provides technical guidance when required to orient the seller's organisation around delivering to the key needs of their customers. Keeps customer at center of sale, Collaborates with customers, Elevates partner insights, Uses common terminologyUnderstands Customer NeedsWorks without supervision and provides technical guidance when required to quickly and accurately define the needs of the key buying influencers. Seeks to understand customer needs, Determines the root of customer needs, Uncovers customer's goals, Seeks customer need priorities, Assesses channel relationship needs and expectationsBuilds RapportWorks without supervision and provides technical guidance when required to quickly and effectively establish trust within the buying centers in the client's organisation. Shows interest in buyer needs, Shows empathy with buyer's circumstances, Respects the client's time, Incorporates client's point of view, Provides relevant context, Confirms understanding, Reinforces professional capabilityVerbal CommunicationActs with expertise as the organisation's authority on using clear and effective verbal communications skills to express ideas, request actions and formulate plans or policies. Policy and procedures Works without supervision and provides technical guidance when required on developing, monitoring, interpreting and understanding policies and procedures, while making sure they match organisational strategies and objectives.Commercial AcumenActs as the organisation's authority and established expert to develop solutions based on an understanding of the business environment and objectives.Negotiates TacticallyUses comprehensive knowledge and skills to act independently while guiding and training others to facilitate the commercial details of an opportunity such that both parties are satisfied with the value gained. Maximises the opportunity, Determines when to cease deal, Negotiates on value, Understands evolving objectives, Indicates progress with partnershipCloses EffectivelyUses comprehensive knowledge and skills to act independently while guiding and training others to arrive at mutually beneficial commitments that help move the sales/client relationship forward. Pre-plans for commitment, Closes calls with mutually beneficial commitments, Focuses toward mutual profitabilityKnows the Buying InfluencesWorks without supervision and provides technical guidance when required to accurately identify and understand the key buying influences pertaining to an opportunity. Identifies all buyers and their level of influence, Assesses each buyer's sense of urgency and readiness, Seeks to understand each buyer's desired business results and concerns, Assesses buyer feelings about the proposed solutionManages Customer IndifferenceWorks without supervision and provides technical guidance when required to acknowledge and ask questions to understand the circumstances surrounding client indifference. Acknowledges indifference, Probes for relevance to proceed, Probes to understand indifference, Identifies new needs or opportunitiesStrengthens Customer ConnectionsWorks at an advanced level to connect with customers to strengthen the relationship, meeting personal needs through positive customer experiences. Typically works independently and provides guidance. Connects on a personal level, Demonstrates a willingness to help customers, Chooses customer-focused words and phrases, Acknowledges what the customer says, Affirms the customer's choices, Appreciates what the customer does, Assures the customer of the organisation's commitment, Avoids technical or industry-specific jargonEffectively Presents SolutionsApplies expertise to act as an authority to clearly present solutions that link directly to the key objectives and challenges important to the client. Communicates offerings in a compelling way, Conveys initiatives to partners, Offers solutions at the optimal time, Compels clients to a desire to act, Invests appropriate time to understand core needs, Aligns stated needs with solution benefits, Explains how the solution aligns with needsEDUCATIONGeneral EducationMatric/SAQA Accredited Equivalent (Essential) Full FAIS accreditation (150 credits) (Essential) RE 5 (Essential) RE 1 (Advantageous)EXPERIENCEGeneral Experience3-6 years industry and commercial experienceADDITIONAL INFORMATION*SAQA Accredited Equivalent - it is the onus of the applicant to provide TIH and its subsidiaries with certified evidence that their qualification(s) meet the equivalent NQF level required for this role at time of application. *Financial Sector Conduct Authority (FSCA) competency requirements: FAIS recognised qualifications / Regulatory Examinations / Class of Business Certification and / or CPD according to your DOFA (where applicable). As a registered Financial Service Provider, we are mandated to ensure that all our representatives are and remain fit and proper at all times. By applying for this role, you consent to having your relevant qualification and or accreditation or confirm that you are working towards meeting the competency requirements. You further consent to the relevant information being verified