Head of Client and Broker Engagement - Sub Saharan Cluster

Overview

This role has full accountability for leading and running the distribution function, including branches, across Sub-Saharan Africa cluster. Ensure Distribution core disciplines and best practices are implemented and utilized across all channels to optimize productivity and efficiency. Develop & maintain excellent relationships with Global, Independent brokers and other key distribution partners, ensuring retention of existing business and building sufficient pipeline to achieve new business numbers.

• Drive development of local market opportunities to exceed required performance and financial efficiency benchmarks through active management of existing channels (e.g., brokers, agents, direct marketing, bank assurance, etc.).
• Deliver annual new business production and cross selling from existing and new clients (Complex / Corporate) in line with set objectives and in accordance with the Sales process.
• Ensure retention of all Client renewals within assigned portfolios in line with Profit Centre renewal strategies.
• Develop and maintain an understanding and working relationships with Global Brokers, Independent Brokers, Facultative Reinsurance Brokers and Cedants and other distribution partners.
• Identify and maintain regular contact and engagement with key business influencers with all our distribution partners.

• Implement long and short-term distribution business plans, objectives in alignment with EMEA Regional and Country business objectives, considering product strategies and initiatives, covering SSA.
• Lead and develop the CBE function and personnel across SSA Cluster.
• Set goals and objectives for direct reports, including branches, and ensure that staff objectives / KPI’s are aligned to achievement of business goals.
• Manage succession planning to develop & retain talent and build bench strength.
• Identify developmental opportunities for team members, working with HR to increase skills and competencies.
• Set and achieve local distribution budget/sales targets focused on driving profitable growth and supporting both Commercial and Consumer Groups in SSA across South Africa.
• Analyze and monitor market conditions in order to identify and develop new distribution channels, trends and customer needs.
• Provide input into the risk appetite, capital management and reinsurance strategies according to local statutory solvency and profitability requirements.
• Ensure the highest quality service so that Company/customer excellence requirements are fully satisfied.
• Facilitate and drive new business activities around targeting, including obtaining and recoding pipelines timeously, hosting WST meetings, tracking and monitoring performance.
• Sharing insights with stakeholders following periodic analysis on key performance metrics of submissions, decline and bind ratios.
• Coordinate monthly and quarterly meetings with Global Brokers, and Key Independent Brokers and other distribution partners to ensure profitable growth.
• Source and analyse annual carrier feedback data obtained from Global Broker surveys, sharing findings with stakeholders.
• Manage AIG’s Salesforce database for all accounts with Global Brokers, and Independent Brokers and other distribution partners.
• Represent SSA cluster on regional and international CBE forums and meetings as well as attending to regional CBE requests and tasks.
• Manage designated ad-hoc projects.

• Optimize use of distribution channels in countries, based on profitability, while achieving adequate product, channel and diversification/long-term stability of sustainable business generation.
• Ensure Distribution core disciplines and best practices are implemented and utilized across all channels in the Countries to optimize productivity and efficiency.
• Ensure alignment of business strategies and activities with the requirements of applicable local and international regulations and corporate guidelines.
• Ensure renewal of all Key renewals within designated portfolios in accordance with Profit Centre underwriting strategies.
• Achieve new business budgets, as well as improvements in submission, quote and bind ratios, analysing the data to improve our performance.
• Furth…