ROLE REQUIREMENTS
Portfolio Growth
Identify new potential clients/intermediaries. Identify competitors and gather market intelligence.
Provide input into the broker business by sharing analysis, compile and manage intermediary clients' prospect list.
Preparing and delivering quotes (direct and through intermediary).
Identify and facilitate opportunities to be part of industry forums and events
Senior relationship manager also assists regional manager on regional level.
Detailed explanations regarding changes with respect to terms/
Grow the portfolio through direct sales and through intermediaries.
Area Management
Execute relationship management with intermediaries and clients.
Attend/handle meetings with intermediaries to discuss performance statistics and growth.
Understand the business opportunities in the area and client segmentation.
Attend to ad hoc queries and resolution of issues from intermediaries and clients.
Promote Santam through marketing activities to intermediaries, clients and the community.
Portfolio Management
Assist in developing the sales strategy for the area and/or the region.
Identify intermediary training needs.
Manage realised rate levels according to minimum and target rates.
Identify cross and up-selling opportunities.
Monitoring crop profitability
Business Planning
Contribute/participate/prepare area reports and presentations (can be regional as well as at a senior level).
Assist/drive profitability by improved cost managements (commission, management expenses, assessment cost).
Assist in/produce analysis of existing clients and segments.
Distribution Channel Management
Advise intermediary on appropriate channel selection.
Take ownership and manage channel solution implementation at intermediary level.
Manage sales function, quotes (large quotes), channel conflict or under quoting, NQR etc.
Loss Assessments
Performing assessments.
Manage part-time assessors.
Train assessors in collaboration with technical insurance services.
Performing control/inspection assessments and re-assessments where complaints are logged on assessments.
ROLE REQUIREMENTS
Technical Support
Training assessors in the correct assessment of the crops cultivated in the designated area (districts).
Receive and manage all Damage Reports from brokers after insured loss reports.
Conduct insurance assessments, especially specialized assessments, personally.
Managing the assessor corps after a hail event to assess the damages to crops.
Inspections on a random basis to ensure a high level of accuracy of assessments performed.
Claims Resolution
Conducting claims estimates on allocated business/portfolio.
Facilitate resolution of queries at any point of claim by understanding end-to-end claims process (registration, assessment, settlement, repudiation, dispute handling etc.).
Interpret policy wordings against claim situations.
Analyse and report on claims drivers affecting portfolio growth and profit, such as frequency, average cost per claim (acpc), severity etc.
Manage ex gratia requests by assessing merits (loss against policy cover, policy and intermediary history) and create business cases for management consideration.
Maintain close network relationships with claims handlers, assessors etc.
Internal Networking
Build relationships with business and insurance support, facilitate the resolution of queries and issues with claims.
Contract and monitor service levels with support units.
Build effective working relationships with RM, RU, assessors and advisors.
Attend and participate in quarterly distribution planning meetings.
Manage escalations, exceptions and service interruptions in the different channels.
Crops
Understand the climatic needs for each crop, as well as the genetic differences between cultivars.
Able to distinguish the problems regarding weeds, diseases, nutrition, insects etc.
Farming methods
Understand the need for, and the effective use of equipment and machinery.
QUILIFICATIONS AND EXPERIENCE
Qualifications
Grade 12
H Dip degree in Agriculture (preferably with horticulture as a subject)
FAIS compliance:
Commercial and Personal Lines and RE a preference
Driver's licence
Experience
2 - 3 years' specialised crop experience is essential
KNOWLEDGE AND SKILLS
Business management
Negotiation
Sales
Conflict management
Presentation skills
Writing skills
