AGM - Head of Sales & Distribution
Enaya Insurance - Al Ghanim Industries
Total des années d'expérience :24 years, 8 Mois
1. In charge of all Sales Branches for Retail Direct Sales Force.
2. Fully responsible about team of 200 Marketing Executives, 20 Unit Managers and 7 Branch Managers.
3. Ensure meeting the agreed objectives of the strategic & financial plan.
4. Ensure the prospecting, recruitment training and coaching of the agreed number of Sales Managers and staff.
5. Facilitate the opening of new Branches as per the agreed plan and provide them with the needed support.
6. Monitor the performance of the Sales Staff as per agreed KPIs with a focus on actual customer needs.
7. Ensure the elaboration of the training material for the Sales team : initial and advanced, Arabic and English.
8. Implement an efficient Sales Management System following up performance and potential promotions.
9. Actively contributes to the Company Strategic Planning process.
July
To develop the Bancassurance network and alternative channels of distribution in the Kingdom of Saudi Arabia.
2. Coordinate with an Insurance Agency (Saudi Fransi Insurance Products Selling Company LLC.) to act under the enacted Cooperative Insurance Companies Control Law and the SAMA Authority, to offer and selling of (Allianz Saudi Fransi Cooperative Insurance Company) insurance products and Services to its existing as well as new customers.
3. Establish the Corporate Bancassurance division in the Kingdom of Saudi Arabia
4. Managing Bancassurance portfolio 30, 000 policies with SAR 124M
5. Formulate strategy for Sales, Marketing and Distribution of Insurance Products for the Individual and Corporate Clients of the Bank.
6. Manage the Relationships (Strategic steering) between Banque Saudi Fransi and Allianz Saudi Fransi
7. Market research, Design, develops and launches new Product through the network of Banks.
8. Ensures team members are trained, motivated and incentivized appropriately
9. Recommends, develops & implements solutions to increase efficiency, improves productivity, enhances service levels, enhances process & improves overall department delivery.
10. Develop customized promotional tools, which include advertisements, communications and direct marketing
•Manage an excellent direct sales force team of 5 Senior Area Sales Managrs, 10 Unet Sales Managers and 150 DSE's through ensure quality people is hired and provide them with excellent training.
•Managing and observing the performance of senior area sales managers.
•Establish efficient quality customer service excellence environment within the direct sales force, by putting firmly our customer at the centre of our focus.
•Recruit, Develop, and train the sales force to establish and ensure effective direct sales force which is a required drive for future growth.
•Achieving yearly target from Cards and PIL.
•Propose corrective actions and follow up in order to progressively increase the productivity.
•Designed, developed, and implemented selling and sales management processes to increase sales effectiveness
•Developed, monitored, and constantly improved metrics and measurements for tracking the sales process results.
-Build and initiate a new direct sales Team in the bank.
Manage and responsible about 4 Unit Sales Managers and 120 DSEs.
-Present the direct sales business case with the targeted budget, headcount.
-Recruit and interview all the operation potential employees, sales officers, team leaders and sales coordinators.
-Design, develop, and implement selling and sales management processes to increase sales effectiveness
-Direct the development and ongoing enhancement of the tools to support the sales processes.
-Develop, monitor, and continuously improve metrics and measurements for tracking the sales process results.
-Participate with Allianz Bancassurance Team in the work out of the Business plan with the Bank leading to sales and marketing plans.
-Developed the sales team (3 Area Managers & 45 Insurance Sales specialist) in terms of training, coaching, etc and make sure they are to achieve, monitor, control and enhance the sales activity in the field.
-Manage the day-to-day relationship between the Bank and Allianz to assist the Bancassurance Committee & the Area Supervisors implementing Sales and Marketing plans at the level of each area and branch.
-Participate to Organization, preparation of Meetings, Working Groups, etc. with the Head of Sales and the Management of Bancassurance Unit
-Manage, Assist, Coach the Area Supervisors and the Bank interlocutors so that they can effectively organize successfully the implementation of business plan-business actions to promote Bancassurance, achieve and exceed agreed Bank/Area/Branch targets.
-Manage, Organize, Assist & Coach the Insurance Specialists in their Marketing effort to sell life assurance products.
-Work out a plan to regularly visit, analyze and Asses the quality of the work of each branch & propose corrective actions and follow up in order to progressively increase the productivity and the quality of sales.
-Strength the relationship with the branch Managers and the Bank staff.
Recognize and respond to the relevant organizational needs (Marketing tools, training, assistance, etc.) competitors’ activity and local Market needs.
-Achieve and exceed the agreed Area/Branch Targets
-Conduct full fact find and full sales process with the customers to identify their needs for the insurance products so as to promote Bancassurance within the Bank branch.
-Coach and Motivate tellers to generate worm leads.
-Conduct continuous program of lead generation activity.
-Establish and maintain a consistent relationship with the Bank's staff.
-Plan and prepare for the sales interviews and sales presentations.
-Achieve & exceed the agreed branch Targets.
-Meeting sales objectives & achieving the target.
-Developing individual assessment reports for all new staff.
-Plan and prepare for the sales interviews and sales presentations.
-Absorbing and communicating staff problems and concerns to be reported clearly to the responsible areas, in order to be handled by the company management.
-Fully responsible for handling all customer requests & inquiries through all the communication tools &
-Resolves customer complaints or problems within required time frame.
-Sells/Cross sells product and services as appropriate to customer needs -and generates sales leads for other units to follow up on.
Good knowledge of all GSM & GPRS technical basics.
-Meeting sales objectives & achieving the target.
-Build long-term relationships with clients.
-Complete & submit weekly activity reports.