COUNTRY MANAGER – REF8558

with No Comments

Our client is one of the leading protection organisation for doctors, dentists and healthcare professionals.

They now seek a Country Manager to join their team. You will report to the executive director – business development and engagement, who is based out of SA.

JOB DESCRIPTION WILL INCLUDE BUT NOT BE LIMITED TO:

  • You will be required to develop and deliver country plans for South Africa. You will be responsible for  coordinating both the  in country and the company centrally based resource to achieve targets for acquisition, engagement and retention;
  • You will be required to develop the regional business development and engagement strategy and deliver plans to engage, win and retain individual members and corporate business in order to maximise market share, maintain member satisfaction and deliver targeted written income and member numbers within country; All trading practices must be ethical (conduct risk) and deliver fair treatment and outcomes for members;
  • Operational leadership:
    • You will be required to provide leadership in country and in supporting international culture and understanding across business development & engagement and in particular to deliver on the overall corporate strategy, business performance and leadership of teams that reinforces the desired culture and delivery of strategic priorities;
    • You will be required to lead on the delivery of the regional business development & engagement strategy to achieve the corporate objectives by creating a productive, cross functional working environment with commercial focus and on-going development across the internal teams and roles involved in business development & engagement activities;
    • You will be required to contribute to the development and delivery of the business development and engagement strategy to plan, cost and quality;
    • You will be required to support and lead where required on assigned business development and engagement projects affecting the region ensuring delivery of projects to time, cost and quality and that can demonstrate a return:
      • Financial sustainability Vs plan;
      • Financial performance Vs plan;
      • Corporate Strategic priorities Vs plan;
      • BD&E engagement index Vs plan;
      • BD&E leadership index Vs plan;
      • Council feedback.
  • Financial:
    • You will be required to work with the business development & engagement leaders to set and deliver the budget ensuring an efficient and effective regional plan which minimises cost and maximises financial sustainability without compromising the quality of output, achievement of volume and income targets and engagement with internal and external stakeholders;
    • You will be required to set and deliver the regional business development and engagement operational budgets, ensuring an efficient and effective operating model which minimises cost and maximises financial sustainability;
    • You will be required to ensure that all spend is managed within organisation policy reporting on variance to budget to the business development and engagement leadership team;
    • RSA Operational budget Vs plan;
    • RSA Member numbers Vs plan;
    • RSA Income Vs plan;
    • RSA Retention targets delivered Vs plan;
    • RSA Cost of sales Vs plan;
    • RSA Return on education Vs plan.
  • Member:
    • You will be required to provide regional insight to support the annual commercial planning process for the region, ensuring that the regional member voice and local nuances are articulated to ensure prioritised activity plans that balance market challenges with commercial imperatives;
    • You will be required to monitor and provide robust response to competitor challenges and emerging risks and issues within the region arising from business activities which fail to deliver appropriate and consistent outcomes for members or are likely to have a material adverse effect on the group, its operation or financial security;
    • You will be required to establish a culture and capability in continuous improvement to drive operational efficiency and great member experiences and outcomes;
    • Net promoter score
    • B2B/B2G Pipeline conversion Vs plan
    • Conversion / retention targets Vs plan
    • Member feedback
    • Member satisfaction, complaint or experience scores
  • People:
    • You will be required to provide strong leadership to the regional business development and engagement team to ensure the training,  competence, performance and engagement of all employees who are focussed on delivering for members, have clarity on their accountabilities and comply with all governance,  policy standards  and processes;
    • You will be required to build a strong pipeline of diverse talent and succession across the business development & engagement division for the benefit of MPS which will mitigate workforce planning risks, embraces diversity and maximises the performance and potential of employees;
    • Business Development and Engagement index Vs plan;
    • Business Development and Engagement leadership index Vs plan;
    • Delivery people plans Vs plan;
    • Strong Talent and Succession plans;
    • HR Metrics – attrition, absence.
  • Risk:
    • You will be required to create an environment where all colleagues recognise the importance of risk identification and management;
    • You will be required to ensure appropriate business processes and controls are in place to manage the department within risk appetite; comply with policies and regulatory requirements (as applicable);
    • Risk & Control Self- Assessments;
    • Audit Actions.
  • You will be required to oversee the regional commercial planning process bringing together relevant individuals and departments across the company business to deliver clear, prioritised activity plans that balance market challenges with commercial imperatives;
  • You will be required to coordinate the cross functional activity and resource aspects of the company business in the region, including the development and leadership of the regional strategy, member propositions and plans (working closely with colleagues across medical, dental, indemnity & non-indemnity business development, member service and risk management);
  • You will be required to ensure that regional inputs are clearly articulated and captured within the annual commercial planning process for RSA bringing together relevant individuals and departments across the business to deliver clear, prioritised activity plans that balance market challenges with commercial imperatives;
  • You will be required to work as the SME for the region within a  cross-functional company team to ensure launch, roll-out, and delivery of  all company  propositions and services, ensuring company brand and member experience is appropriate and relevant  in region;
  • You will be required to work as the SME for the region within the product development life cycle group internally and, where appropriate with external business partners, ensuring that member propositions and  product solutions support company business goals and is the best possible experience for members relevant and appropriate to cultural norms;
  • You will be required to deliver the relevant aspects of the MPS business plan, activity and budgets to achieve targets, paving a path toward long-term financial viability in region;
  • You will be required to fraud and risk prevention; use local knowledge to help identify fraud and non-disclosure to protect the company’s commercial viability and wider member base;
  • You will be required to maintain awareness of competitor, member trends and new indemnity / related innovations in the marketplace and bring them to the attention of the company central teams;
  • You will be required to build, nurture, and grow international partnerships to create deep and robust working relationships at all levels within a country including identifying and exploring future strategic opportunities;
  • You will be required to lead regional company business development activities and plans, including those of the company’s  business partnership organisations;
  • You will be required to ensure members feel connected to the company through the communication of compelling member propositions, identifying and fixing any member experience challenges included within an overarching business strategy;
  • You will be required to direct the company’s UK team to identify partnerships that connect existing and new consumers to the company, resulting in retention and or growth;
  • You will be required to recruit, manage and support development of in region employees, including performance monitoring, and possibly mentoring and training;
  • You will be required to represent the company in meetings with key stakeholders, members and other companies globally, ensuring that the appropriate SME resource within the company is engaged and / or utilised as appropriate to deliver the corporate objectives;
  • You will be required to be a source of deep insight about the regional health system, market and industry, and update the exec director of regional and global developments that may have an impact;
  • You will be required to ensure the company has an appropriate channels-to-market mix (direct and indirect) that enables the cost effective generation of targets and performance in line with corporate objectives;
  • You will be required to undertake other duties and tasks that from time to time may be allocated to the role holder that are appropriate to (the level of) the role;
  • You will be required to comply with all relevant internal rules, policy and procedures, including those relating to health and safety, data protection etc, and all those contained within the issued employee handbook;
  • You will be required to comply with appropriate insurance regulation;
  • Key governance responsibilities:
    • You will be required to be an attendee at income and growth group (IGG) on a monthly basis;
    • You will be responsible for the business development monthly sales meeting.

CORE COMPETENCIES REQUIRED, BUT NOT LIMITED TO:

  • You have fresh thinking skills (leading the organisation);
  • You have building capability skills in self and others (leading the organisation);
  • You are able to influence others (leading the organisation);
  • You are able to collaborate for results (leading the organisation);
  • You are able to lead self and others (leading others);
  • You have commercial and risk thinking skills (leading the organisation);
  • You have accomplished relationship management skills including the ability to talk with senior peers in clinical, policy and government circles, and an established network of relevant contacts;
  • You have problem solving skills: you are able to identify and resolve complex problems in business and product development using member insights, sales results, and member adoption to improve revenue generation and business growth. Solving problems using in-depth local knowledge and expertise;
  • You have interaction & collaboration skills: you have the ability to work collaboratively with other regional business leads, internal partners as well as key stakeholders in other organisations to develop new product ideas and/or support the company growth;
  • You have exceptional interpersonal and communication skills, with the ability to develop strong working relationships inside and outside the company;
  • You have the ability to meet multiple objectives in an entrepreneurial environment without supervision;
  • You have an understanding of how (general) insurance companies operate including the type of business performance measures that insurance companies would seek to monitor;
  • You ideally have an appreciation of healthcare in region to understand the changing nature of these markets.

 

CORE QUALIFICATIONS AND EXPERIENCE:

  • You have a commercial undergraduate degree;
  • You have a post-graduate business / marketing qualification;
  • You have current, relevant business development managerial experience within organisations of £50m+ revenue;
  • You have current, relevant experience of B2C & B2B markets within regional financial services markets;
  • You have a proven ability to successfully manage multiple priorities and focus areas;
  • You have current, relevant experience in managing a field sales team with responsibilities across a number of segments;
  • You have a proven track record with high standards of professionalism;
  • You have current, relevant experience working in a global organisation;
  • You have current, relevant experience in financial services / insurance in a regulated environment.

You are FAIS compliant.

You enjoy working in a specialist area – and or field. You are a consummate leader and business development manager.