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Agency Sales Manager

Makati, National Capital Region ·  Yesterday (updated)

RBT Consulting

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  • Description

  • Duties and Responsibilities:

    I. Sales revenue generation and team productivity

    - Spearhead long-term and short-term business plan for revenue generation

    - Direct marketing and sales strategies for achieving increased growth and top and bottom-line results

    - Drive market penetration, market share increase and appropriate brand positioning

    - Identify prospective clients, generates business from existing clientele

    - Strengthen business partnership with sales intermediaries to generate more business

    - Align sales channel with company directions to achieve production goals

    - Establish reward system to recognize performers

    - Lead and monitor the performance of team members to ensure achievement of individual and team targets

    II. Develop and implement initiatives to achieve target APE/GWP growth objectives

    - Directly engage with the CEO and the CDO to support the development and execution of initiatives to achieve target APE/GWP growth objectives

    - Review and validate the initiatives, operational KPIs and link to target growth objectives

    - Engage and support building local project teams and governance structures to ensure required resourcing to achieve project initiative, schedule and budget objectives

    III. Recruitment & Selection

    - Develop and implement systematic recruiting and selection practices (SOPs) across the agency network focused on achieving target quantity and quality objectives per targets

    - Implement a target Professional Agent profile, upskill agency management to effectively execute, track agent recruiting volume/quality and implement appropriate coaching to achieve target KPIs

    - Train/coach AOs, agency leaders, agents and general agencies to consistently implement systematic recruiting and selection practices per defined and measurable SOPs

    - Oversee and/or implement train-the-trainer processes to optimize skills transfer and to ensure these practices are cascaded throughout the network, are sustained and recruiting activities are tracked as BAU

    - In collaboration with country/GARO develop and implement digital recruiting processes, SOPs and tools including recruiting and assessment with analytics engine and digital playbook

    IV. Agent Training & On-boarding

    - Oversee and/or implement a structured agent career path with clearly defined career development and validation criteria

    - Oversee and/or implement optimized new agent training and onboarding programs focusing on developing required skills and behaviors to improve activity and productivity levels

    - Develop and implement ongoing Agent Career Development Programs aimed at upskilling the Professional Agent on advice-based sales practices

    V. Sales and Performance Management

    - Evaluate team activity & performance programs, practices and tools to determine effectiveness in monitoring, controlling and managing activity and productivity levels

    - Develop and implement standardized practices, tools and monitoring to ensure activity levels are controlled throughout the agency sales organization to increase the number of active agents and productivity to achieve target KPI levels

    - Oversee and/or conduct train-the-trainer and coaching workshops as required to reinforce and sustain skills transfer

    - Upskill agency management capability to strengthen activity management to achieve target activity and productivity levels

    - Implement AO, agency leaders, agents and general agencies compensation/incentive schemes, validation criteria and contracts aligned to professional sales management KPI objectives

    VI. Account Officer Performance Optimization

    - Systematically evaluate AO competency levels (and improvements) against target competency benchmarks and distribution driver activity levels (net agent growth, # active agents, productivity levels)

    VII. Digital Transformation of Sales & Sales Management Processes

    - In collaboration with BUs and GARO assess and implement prioritized digital sales enablers to simplify the sales and sales management process, increase productivity, optimize product mix and improve the distributor and customer experience

    - Work with BUs and GARO to strengthen existing capabilities by developing and deploying the following capabilities to achieve target growth and profitability goals

    Qualification:

    - Bachelor's or Post-graduate degree and preferably relevant advanced professional industry qualification

    - Has at least 10 years of operational distribution management and/or consulting experience with a strong Philippine market focus

    - Has experience in the life insurance industry

    - Deep understanding of agency distribution

    - Ability to develop and grow agency distribution capability in a range of organizations, market and cultural environments

    - Proven track record in turnarounds, performance optimization and distribution transformation

    - Strong track record in generating results and building high-performance capability in an agency organization

    - Demonstrated leadership capability to engage both corporate and field organizations at all levels

    - Relevant local market knowledge

    - Willing to work in Makati

    - Willing to start ASAP
  • Requirements

  • Minimum education level: Bachelor´s Degree
  • Years of experience: 10
  • Language(s): English
  • Availability for travel: Yes
  • Availability for change of residence: Yes
  • People with disabilities: Yes

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Job summary

  • Agency Sales Manager

  • Makati, National Capital Region

  • Company

    RBT Consulting
  • Type of contract

    Permanent contract

  • Work type

    Full Time

  • Apply