Industry Manager - Insurance - TransUnion - Illovo

Job description
The Industry Sales Manager is responsible for planning, controlling, and executing the sales objectives and strategies of the sales force to attain maximum sales revenue and profitability consistent with the LOB objectives and targets. In addition, this position will be directly responsible for creating a plan that will develop maximum potential revenue from the relevant markets for the organization’s products, solutions and services. This individual will visit key industry clients to understand client requirements and identify opportunities with the goal of promoting mutually beneficial business relationships. This position will also be responsible for building and maintaining strong client relationships by ensuring client engagement is executed in a structured and professional way and also achieving excellence in service delivery. This individual will work closely with all support departments to ensure client requirements and expectations are met in line with expected standards. The Industry Sales Manager will collaborate closely with the Industry Market Manager to ensure the smooth and effective delivery of products, solutions and services.

Duties and Responsibilities:

1. Develops and implements strategic sales plans, directing sales forecasting activities and setting performance goals accordingly. Formulates plans, policies, and objectives to expand market share in existing markets and penetrate new markets in the promotion and attainment of new business. Reviews market analyses to determine customer needs, price schedules, and ability to bundle products and solutions in a way that adds value to the clients.

2. Maintain a strong focus on the pricing of products, solutions and services ensuring consistency and the attainment of acceptable gross margins in line with agreed benchmarks.
3. Manage the weekly opportunity pipeline process through close engagement with sales force and use this as basis to update the weekly and monthly forecasting process.
4. Lead, guide and motivate the sales force with the view to achieving and exceeding sales and revenue targets.
5. Manage a team that is responsible for all aspects of TransUnion’s’ relationship with its clients before and after a sale is completed including those that provide technical and consultative support to clients, with a focus on managing client expectations.
6. Build and manage a sales force that is focused on meeting client requirements, establishing long term relationships, and achieving highest levels of client satisfaction.
7. Manage and optimize client accounts through scheduling client insight sessions to understand client needs, their focus areas and strategy. Responding to this by prioritizing solutions to present to clients that are professionally packaged ensuring relevance to the clients’ business.
8. Provide guidance and support to the sales force on mobilizing the right resources from support departments in preparing and delivering presentations to clients to promote and position products and solutions in the sales process.
9. Develop a process for the sales force to collaborate with the MIS Financial Support resource to prepare ROI models as business justification to support the sale of solutions.
10. Plan and forecast future needs by reviewing system enhancements, structure, and compensation programs
11. Maintain responsibility for sales and client engagement with the view to providing technical and consultative support to client base accessing relevant resources as and when required.
12. Delivers sales presentations to key clients whenever necessary, coordinating those presentations with sales staff, solution consultants and analysts. Analyzes sales statistics to formulate policy and assist staff in promoting sales.
13. Participates in industry work groups and or forums to identify or help develop new industry standards which may affect business opportunities for the business unit.
14. Directs channel development activity and coordinates sales distribution by establishing sales territories, targets, and goals.
15. Meets with key clients, assisting sales staff with maintaining relationships and negotiating and closing deals. Coordinates liaison between sales department and other support departments. Provides support in ensuring that proposals are prepared and presented in line with SLA agreements.
16. Budget responsibilities will include preparing overall revenue and expense budget for the department, periodic sales reports showing existing and potential sales volume, and areas of proposed client base expansion, and analyzing and controlling expenditures of department to conform to budgetary requirements.
17. Monitors and evaluates the activities and products of the competition. Ensures market intelligence is received and submitted for analysis to capitalize on current market conditions and/or potential product offerings.
18. Partners internally and functions as a strategic partner and liaison between Sales and other areas of the business.
19. Directly and indirectly carries out management responsibilities in accordance with the organization's policies and applicable laws. These responsibilities may include interviewing, hiring, and training employees; planning, assigning, and directing work; appraising performance; rewarding and disciplining employees; addressing complaints and resolving problems.
20. Builds a sales team that understands the importance of achieving superior levels of client service that is focused on exceeding client expectations, establishing long term relationships and achieving the highest levels of client satisfaction.



21. Develops strategies for completing annual goals and objectives of the department, in addition to envisioning future needs for the area, in addition to developing longer-range strategies and/or projects
22. Sources alliances and partnerships as needed to achieve growth strategy and leverage existing assets and streamline processes.
23. Advises management of any breakdown in communication or potential loss of sales/service, recommends options and ensures corrective action is taken.
24. Applies product and solution selling skills and technical knowledge to provide clients, peers, and direct reports with strategic advice and direction. Improve sales process through constant examination of efficiency and close rate.
25. Identify opportunities for product development and methodically and creatively build on data to drive product and/or service enhancements.
26. Leverage the Market Intelligence capability through business intelligence reporting to share with clients to identify trends that can be used as a platform to unlock potential opportunities to service the client base.
27. Prepares and submits sales reports and documentation and identifies trends/analysis used to develop marketing strategies. Prepares sales plans for the calendar year.
28. Maintain knowledge of legislative environment in which the client operates and demonstrate a working knowledge of all compliance related issues and procedures.
29. Performs other related duties as assigned.
Desired Skills and Experience
A minimum of 8 years’ experience in the short term insurance industry is required with an in-depth understanding of the use of data and analytics, the client touch points as well as sound industry / executive relationships.
Apply Now - Resume or CV with Job Post Title
Email: jobs@aarenconsultants.in

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