Botswana Life Insurance Limited (Botswana Life) is Botswana’s longest serving and only home-grown life insurer. Established in 1975, Botswana Life has a proud 46-year history and is a subsidiary of the renowned Botswana Insurance Holdings Limited (BIHL) Group, listed on the Botswana Stock Exchange (BSE). As an icon in Botswana, Botswana Life has become synonymous with life insurance in the country and is a trusted partner to Batswana.
At Botswana Life, we provide financial solutions that make a positive difference in the lives of our clients and employees. We are committed to creating a world where everyone is financially secure and can walk tall in confidence that we have them covered.
Job Summary
To drive exceptional achievement of sales and service within the business unit targets to maximize profitability by managing sales activity levels in line with the Distribution Tied Strategy.
Role Responsibilities
Sales Activity and Performance Management
- Monitor monthly sales target achievement with each FA in the team.
- Hold weekly and monthly one-on-one sales activity management discussions with FAs to monitor and provide feedback on sales achievement against targets, including quality of sales (NOC, persistency rates, API, and NTU rate).
- Motivate and communicate regional sales competitions to FAs to increase sales productivity.
- Supervise the take-up of the new sales platform and compliance with sales IT processes and procedures.
- Upskill and re-train existing FAs by nominating them for sales refresher training, product re-accreditation, or any relevant training needed to meet sales targets.
Financial Management
- Manage the sales team’s budget and expense management.
- Report to BSM on budget issues, projections, and expenses.
- Implement cost-saving initiatives and foster a cost-awareness culture within the region.
- Ensure all FAs understand their commission statements.
- Validate aggregation ID reports before the commission run.
Operational Management
- Account for the profitability and success of the sales team in line with regional business plans.
- Formulate tactical plans and implement the region’s vision, managing it downwards to direct reports (FAs).
- Inspire FAs to maintain professionalism in their sales conduct and act as brand ambassadors for Botswana Life.
- Assist FAs in building their portfolios and strengthening their client base.
- Support BSM in identifying and segmenting regional worksites and effectively allocate FAs according to the Sales Tier they function in (market segmentation).
Recruitment & Vesting of FAs
- Identify, headhunt, and recruit suitable salespeople who meet FA position requirements to build an effective sales team. Inform the Distribution HR Manager of suitable candidates for selection and appointment.
- Ensure all newcomers in the team attend the Training Academy Business Orientation and Newcomer Training Programme in the first week of the month.
- Conduct branch induction and orientation with newcomers in their second week of appointment.
- Meet weekly with newcomers to assist in their vesting process as per the Newcomer Vesting Guide.
Risk & Compliance Management
- Ensure strict compliance with relevant regulatory and legislative requirements impacting FAs.
- Ensure that both newcomers and vested FAs complete their Legislation and Product Accreditation and adhere to regulatory requirements to be fit and proper for their role.
- Conduct field supervision with FAs under supervision and scrutinize all cases submitted by newcomers.
- Report any FA failing to meet regulatory requirements or posing a compliance risk to the team, region, or company.
Leave Management
- Manage personal annual leave and ensure compliance with the Leave Management Policy.
- Experience & Role-Specific Knowledge
- Degree in Business Management or a related qualification.
- Minimum of 3 years of post-qualification experience in sales and marketing management.
- COP (Certificate of Proficiency) is mandatory.
- Experience in managing a team of salespeople.
- Knowledge and understanding of the life insurance industry.
- Financial literacy.
- Sales planning and coordination skills.
Competencies
- Ability to manage and guide diverse teams.
- Strong relationship management skills (individual and corporate).
- Ability to present at the highest levels.
- Capacity to implement distribution strategies and tactical sales approaches.
- Expertise in planning and coordinating sales activities.
- Commercial and strategic thinking skills.
Closing Date: 07 March 2025