EXECUTIVE: TIED SALES

ABOUT THE COMPANY

When 1Life launched in 2006, we shook up the insurance industry with our fresh, customer-focused approach – offering
affordable, simple and convenient insurance products direct to South Africans. We have evolved over the years from
being a direct life insurer to becoming a multi-distribution insurer in 2013. We are always innovating, always looking for
ways to meet South Africans’ evolving needs and change lives for the better.

Everything we do is geared towards making it simpler for our customers to make smart choices and to protect and grow
their wealth. Take a look at some of our industry “firsts”:
• the first company to sell life insurance direct to the public online and through our mobi site
• the first life company to launch a USSD policy management service for life policyholders
• the first to introduce HIV testing via saliva instead of blood tests

JOB PURPOSE
The Executive: Tied Sales Channel is accountable for leading, growing, and optimising the organisation’s tied adviser
multi-brand distribution channel. The role is responsible for driving new business production, improving adviser
productivity, strengthening recruitment and retention, and ensuring the channel delivers sustainable sales growth within
a compliant and customer-centric framework.

RESPONSIBILITIES

Leadership and Direction:
Lead a national tied sales force and ensure advisers are appropriately enabled through
coaching, training, product support, digital tools, performance management, and operational service excellence for the
channel. Products include Life, Funeral, Legal and Rewards program.

Functional Strategy Formation & Implementation:
Strategically drive targets per business unit for the Tied channel.
Define, develop and implement the Group Distribution Strategy to meet business growth requirements. Effectively align
channel objectives to overall organisational / business objectives in order to exceed profit targets. Successful
implementation of channel initiatives and projects ensuring profit targets are exceeded in line with the commercial
business cases.

Business Planning:
Lead the development of annual and longer-term business plans for a significant function or small
local business, ensuring alignment with strategy; quantify business outcomes; Meet and exceed growth objectives in all
product lines through different product distribution teams / channels.
Effectively align channel objectives to overall organisational / business objectives in order to exceed profit targets.
Define, develop and implement the Distribution Strategy to meet business growth requirements. Successful
implementation of channel initiatives and projects ensuring profit targets are exceeded in line with the commercial
business cases. Quantify business outcomes (i.e. revenues or other key performance indicators); detail expense and
headcount budgets; and develop business cases for key projects, ensuring cross-functional integration.

Stakeholder Engagement (Internal and External):
Identify and manage stakeholders up to C-suite level, government
sector, finding out their needs/issues/concerns and reacting to these by leading and coordinating the development of
stakeholder engagement plans to support the communication of business information and decisions. Maintain working relationships with government and external regulatory bodies.

Customer Relationship Management (CRM) Data:

Proactive analysis of business conducted monthly, consider
feedback received, trends analysed and action
plan put in place to test minor, improve, innovate systems, processes and communication. Plan maintained and
managed with feedback loops and results recorded.

Promoting Customer Focus:

Manage, monitor and ensure that exceptional customer service is delivered across the
distribution channels.

Organisational Capability Building:

Ensure cultural objectives are met and aligned to the vision, measuring it through
e.g. productivity, employee engagement etc. Identify, retain, coach and develop future leaders and future managers of
managers. Focus on Development strategy, Shifts, Remuneration, Departmental strategy. Use of power is balanced and
appropriate to build strong divisional leaders and to take business risks. Effectively define and manage career paths.

Compliance:

Accountable for planning, monitoring and controlling the Risk and Governance of Distribution.

Performance Management:

Enable team through required business processes, systems, knowledge, etc. Alignment of
scorecards to overall business drivers and customer experience focus.
Strategic and operational efficiencies and re-engineering. Effective implementation and management of performance
results to foster a high performance culture.

Personal Capability Building:

Act as subject matter expert in an area of technology, policy, regulation, or operational
management for the team and beyond in the function. Maintain external accreditations and in-depth understanding of
current and emerging technologies, external regulation, and industry best practices through continuing professional development,
attending conferences, and reading specialist media.

Strategic Mindset:

Sees ahead to future possibilities and translates them into breakthrough strategies. For example, is
a strong big-picture thinker; makes frequent, clear references to the organization's vision and strategy and the efforts
required to drive them forward. Effectively integrates long-term opportunities and challenges with day-to-day activities.

Business Insight:

Applies knowledge of business and the marketplace to advance the organization's goals. For
example, leverages insights to shape and drive critical initiatives. Shares industry developments with the team; helps
them grasp business and industry fundamentals and understand how they contribute.

Cultivates Innovation:

Creates new and better ways for the organization to be successful. For example, inspires
people to develop breakthrough solutions; invests and takes risks to lead cutting-edge innovations. Establishes systems
that encourage and reward partnering with others to innovate, ensuring that varied perspectives are included.

Drives Results:

Consistently achieves results, even under tough circumstances. For example, fosters organizationwide
enthusiasm to surmount obstacles; inspires people to achieve results, even when the path ahead is difficult.
Champions a results-focused culture focused on meaningful tasks and energetic action.

Manages Complexity:

Makes sense of complex, high quantity, and sometimes contradictory information to effectively
solve problems. For example, sees the systematic elements of issues' the major connections, linkages, and
interdependencies. Ensures the organization has reliable ways to gather needed information.

Collaborates:

Builds partnerships and works collaboratively with others to meet shared objectives. For example, takes
initiative to build and promote a culture of collaboration and of open, fearless communication across the organization.
Adeptly pursues and integrates a wide range of perspectives.

Builds Effective Teams:

Builds strong-identity teams that apply their diverse skills and perspectives to achieve common goals. For example, revises processes and builds systems that create a culture of teamwork and team spirit across the organization. Demonstrates a highly team-oriented approach; works skillfully with many leaders.

Plans and Aligns:

Plans and prioritizes work to meet commitments aligned with organizational goals. For example,
takes steps to coordinate and align plans across workgroups; supports strategic objectives with aggressive yet realistic
time frames; shares some critical objectives to help with prioritizing and planning.

Customer Focus:

Builds strong customer relationships and delivers customer-centric solutions. For example, supports
efforts to build customer satisfaction, loyalty, and commitment, and secures organizational resources to do so. Creates
partnerships with customers; identifies some ways to build and strengthen these relationships.

Interpersonal Savvy:

Relates openly and comfortably with diverse groups of people. For example, takes steps to
ensure healthy interpersonal and group dynamics inside and outside the organization. Builds relationships with key
people in the community. Exercises diplomacy in representing the organization externally.

Financial Acumen:

Interprets and applies key financial indicators to make better business decisions. For example,
finds and uses the best financial and quantitative indicators to gain an in-depth understanding of organizational
performance. Creates an environment and tools for people to take ownership of financial decisions.

Builds Networks:

Effectively builds formal and informal relationship networks inside and outside the organization. For
example, emphasizes building and maintaining strong relationships; gives targeted guidance on how to do so. Creates
and strengthens a wide network to learn early about industry developments and attain significant influence.

Being Resilient:

Rebounds from setbacks and adversity when facing difficult situations. For example, shows appropriate stability and resilience in crises; puts the situation in perspective, helps the organization stay focused; helps the organization move forward. Stays persistent in the face of adversity or obstacles; urges others to adopt a similar approach.

SKILLS
Commercial Acumen:

Acts independently to apply comprehensive understanding of the business environment and
objectives developing solutions while providing guidance and training to others.

Skill Components:

General Business Management principles, Integrated understanding of the Business Life insurance
industry.

Action Planning:

Use comprehensive knowledge and skills and provide guidance and training to others to develop
appropriate plans or perform necessary actions based on recommendations and requirements.

Account/Client Management:

Use comprehensive knowledge and skill and guide and train others to manage client
accounts in a way that provides benefits both for the organization and its clients.

Financial analysis:

Applies comprehensive knowledge / skill, acts with independence and provides guidance and
training to others

Presentation skills:

Use expertise to act as the organisational authority on communicating with other people by
speaking in a clear, concise and compelling manner.

Strategic Planning:

Apply comprehensive knowledge and/or skill to engage in strategic planning.

Review and Reporting:

Apply comprehensive knowledge and skill and provide guidance and training to others to
review and create relevant, lucid and effective reports.

Analytical Processes:

Use comprehensive knowledge and skill and guide and train others to support research
schedules using appropriate analytical processes and procedures.

Computer skills:

Support business processes with comprehensive understanding and effective use of standard office
equipment and standard software packages, while also providing guidance and training to others.

Policy and Regulation:

Provide guidance and training to others while interpreting and applying comprehensive knowledge of laws, regulations and policies in area of expertise.

Skill Components:

Legislation (FAIS, FICA, POPIA), Policy terms and conditions, System knowledge, Insurance principles ,
Business processes,New business development, Channel distribution start up strategies, Compliance & regulatory risk
management

Verbal Communication:

Apply comprehensive knowledge and provide guidance and training to others to use clear and
effective verbal communications skills to express ideas, request actions and formulate plans or policies.