Head Retail Distribution (Associate Level)

Transcription

1 Head Retail Distribution (Associate Level) Agency Notes A Financial Services Group has a senior vacancy with full responsibility for the success of the Associate Consultant Channel. Requirements therefore include (not limited to): Leadership, mentorship & development of staff & self Strategy Performance management Client servicing & retention Budget & forecasting The company set-up and structure is unique in the South African market. Lead generation is significant and service delivery of the team (reporting to the head) is paramount. The department is an independently licensed brokerage that focuses on giving the best advice for the client. The client base is retail (individuals) through the Group s Institutional client base. The Group includes various operations throughout SA, Africa and Europe. The Associate Consultants role involves holistic financial planning, risk and investments, with a focus on wealth. The staff compliment, reporting into the Head, is young, highly educated and handpicked for a new career in financial and wealth consulting. If this role is not appropriate, please contact me for other CFP based roles I may have, on Warren@setrecruitment.co.za (details on header) Client s Description Main Purpose To drive the objectives of the Retail Associate Consultant Strategy and its role in the Corporate Strategy. To develop and grow the number of Retail Associate Consultants in line with targeted numbers. To develop and maintain relationships with the Key Account Managers (KAMs) in order to achieve Retail growth objectives

2 To drive deepening of retail penetration in Group s Institutional base through the Retail Associate Consultants. To drive channel sales, profitability, multiple product update and individual customer growth. Level Summary The position requires the following inherent attributes: The ability to manage cross-functional and inter-organisational collaboration The ability to effectively represent the Channel and Group to external stakeholders as mandated The capability to identify new opportunities to advance growth of the channel Demonstrated ability to use understanding of customer segments and customer insights to influence innovation for greater market penetration Goal-setting, implementation and execution of the associate consulting programme. Achieve a market-leading client service (measured by customer experience surveys) Ensure partnership and collaboration with all other Wealth Creation areas, including the Asset Management Division. Accountable for the implementation and management of the National & Regional Retail new business distribution strategy within the Associate Channel. Identification of opportunities to collaborate across Group in line with Retail growth strategy objectives The incumbent is expected to interact with the following forums: Retail Sales & Distribution Manco ANY OTHER FORUMS in institutional Branch Meetings, Divisional Meetings Scope Implement and drive the Associate Consultant Program/strategy as part of the broader Corporate Strategy and Customer Access Strategy. Ensure best of breed advice to clients. Maximise share of wallet of existing Retail clients new sales and retention Maximise cross-selling opportunities within the Group. Oversee performance, workflow and consistent application of standards Establish and maintain key relationships with external product providers. Assume Key Individual (KI) for role defined in FAIS Act for the Department Responsible for driving volume of the Retail S&D business Responsible for the worksite service and sales strategy aimed at active members of funds Responsible for driving Corporate effectiveness to maximise new business acquisition Accountable for new business development across the corporate and public sectors within the Retail Associate Consultant Channel. Management and leadership of the Retail Associate Consultant channel nationally.

3 Risk management and governance for the Retail Associate Consultant channel nationally. Accountability Key decision making responsibility for the success of the Retail Associate Channel Manages potential channel conflict across team and across channels Meets assigned expectations for profitability Completes required training and development objectives within the assigned time frame Recruitment, training, development and appropriate deployment of Associate Consultants Key Performance Areas (KPI s) 1. Retail Associate Consultant Channel Strategy 2. Performance Management 3. Marketing and Sales 4. Client Servicing 5. Client Retention 6. Leadership - Management and Development of Self and Others 7. Budget Management and Forecasting Retail Associate Consultant Channel Strategy Define, communicate and implement the retail associate consulting strategy. Sets, identifies and approaches key or strategic partners and sets short and long term channel strategies Analysing of Retail client base in institutional base Identify from strategic intent appropriate criteria and define accordingly in line with Client Plan and identified bespoke needs of each Employer/Fund Define and set appropriate service models in line with the Groups customer experience requirements Create market-leading client service in line with the Groups customer experience requirements Performance management Define and implement detailed KPA and KPI model. Set up mechanism to review profitability by segment. Determine performance monitoring mechanisms from business strategy perspective Manage channel activity, productivity, effectiveness and efficiency. Set up mechanisms for ongoing monitoring of profitability Marketing and Sales Recommend product or service enhancements to improve customer satisfaction and sales potential

4 Responsible for maintaining and updating all product specific sales records and materials for channel Servicing Establishes productive, professional relationships with key people in assigned partner accounts Proactively assess, clarifies and validates customer needs on an ongoing basis Retention Act as the interface and keep channels of communication open between Retail and the various entities as may be relevant Understanding channel s client specifics i.e. Industry, subsidy, geographic distribution, internal deadline dates Presenting and explanation of reports to client committees and Excos Keep client abreast of legislative updates and other pertinent information, this includes the compilation and distribution of the communication. Leadership - Management and Development of Self and Others Leads solution development efforts that best address end-user needs, while coordinating the involvement of all necessary divisions Manage staff and clients effectively to ensure retention of both Establishes authority, respect and rapport with employee team in order to build enthusiasm for realising organisation strategies and values Sets, communicates and implements personal plans for team, assesses and manages performance of direct reports Lead, guide and support staff in the National & Regional Associate Channel Management of team sales targets in line with agreed budgets and targets Management of team performance and recognition Commitment to Excellence and delivery Lead, guide and support staff TCF Outcome 1 Management role direct and strong influence on culture and how well people in branch practice TCF; Should want to know how well the branch is achieving fair outcomes for customers Outcome 2 Must ensure that in all efforts to grow revenue and generate new business that no client ever has the wrong product Outcome 3 Directly involved in client communications and sign-offs; Ensure punctual dispatch; Ensure communications tracking Outcome 4 Ensure advisors are properly trained and supported

5 Outcome 5 Ensure service standards are upheld Outcome 6 Handle client complaints; Ensure systems, processes and resources are sufficiently able to attend to client requests Technical and behavioural competencies Technical Strategic and innovative thinker Expert technical knowledge Excellent oral and written communication Business/Industry acumen Possess a credible understanding of products, services Possess strong managerial skills to manage a skilled sales channel with mobile talent Ability to motivate and inspire skilled staff Show track record of managing a complex operating model for client service Behavioural (Interpersonal and Intrapersonal) Strong Leadership attributes Strong decision making attributes Ability to persuade, influence and Lead Client service orientation-serve MODEL Ability to manage expectations Resilient Responsible & accountable Resourceful problem solver Strong Networking ability Continuously abreast with current trends and possible future trends Cognitive Competencies Analytical thinking Conceptual thinker Problem Solving Ability to think Big Picture