Head: Direct; EB

Head:
Direct (including EB)
Rand Mutual Assurance
2026/03/03 Parktown

Job Reference Number: RM-817
Department: Commercial and Partnerships
Business Unit:
Industry: Insurance
Job Type: Permanent
Positions Available: 1
Salary: Market Related The purpose of this role will be responsible for the growth strategy and plan for Direct Business sales. This include Growth of Direct business through inorganic growth; sustainable premium growth through campaigns, diversification, retention and upsell strategies. Developing and executing go-to market strategies per product line, including establishing new commercial relationships and pipel

THE JOB AT A GLANCE

The purpose of this role will be to be responsible for the growth strategy and plan for Direct Business sales. This include Growth of Direct business through inorganic growth; sustainable premium growth through campaigns, diversification, retention and upsell strategies. Developing and executing go-to market strategies per product line, including establishing new commercial relationships and pipeline for reach and creating long term value.

Head of direct sales will spearhead the development, execution, and optimisation of the growth strategy to achieve RMA BOS Strategy. The role is pivotal in refining, enhancing and maintaining an effective sales and distribution model, expanding into targeted, and contributing meaningfully to the Integrated Group Value Proposition.

They will be responsible for also creating tactical sales plans and targets. Identifying business opportunities in identified segments or channels in order to enhance partnerships and stakeholder engagements. The Head:
Direct will lead and manage a high-performing sales and distribution team, ensuring performance excellence across multiple channels. More importantly they will define and implement the incentive model to drive performance. Developing a monitoring and reporting model to drive growth.

They will do product and sales training to the broader sales and distribution teams and partners, including pipeline review and performance.

They are also responsible for sales funnels and execute on leads generated. Inform product and pricing reviews based on client feedback. Align sales efforts to regulatory, ethical and internal governance frameworks.

WHAT YOU WILL DO

Strategic Leadership

• Execute a focused Growth Strategy and plan aligned to BOS and Group aspirations.
• Lead and embed a scalable Sales Model that enables channel, sector and client penetration and customer acquisition.
• Ensure strategic alignment with the Integrated Group Value Proposition, Group-wide HX (Heroes
  
  X) and Service model Strategies.
• Support the relationship team to drive penetration based on the customer segment within their responsibilities.
• Continuously grow and support the sales strategy and business plan.
• Provide sound solutions to clients by identifying client needs and selling products aligned to the needs of the clients.

Sales and Distribution Management

• Own the end-to-end sales lifecycle: market segmentation, prospecting, acquisition, retention, and growth
• Develop and implement sales and go-to-market activities and set and drive sales targets
• Lead, inspire, manage and train the sales and distribution team
• Drive performance against clear KPIs, targets, and incentive models and monitoring and tracking thereof
• Implement initiatives targeting strategic segments or sources of lives.
• Drive internal meetings to review the status of accounts and align performance targets across the Group sales and distribution teams.

Operational Execution & Enablement

• Develop and execute market-specific go-to-market (GTM) strategies and expansion plans
• Collaborate with digital, marketing, actuarial, and customer teams to ensure seamless proposition delivery
• Support the relationship team to monitor and support the penetration for customer segments (e.g., exclusive, premium, concierge and essential)
• Build and foster critical relationships with other channels to drive growth
• Developing a budget for the sales and distribution team for approval and monitoring thereof.

Monitoring, Reporting & Risk Management

• Lead real-time sales performance tracking, risk…