Head, Marketing & Business Development

Generic

Job Title

Head – Marketing & Business Development

Role Family

Top line and business growth

Level of accountability

Strategic

Occupation Level

Occupation Function

Mainstream

FAIS requirement

Not Applicable

Position numbers

ROLE PURPOSE

• Responsible and accountable for the full top-line growth and business development function of the company
• Reports to the Managing Director

COMPETENCY NAME

COMPETENCY DEFINITION

COMPETENCY NAME

COMPETENCY DEFINITION

Business Acumen

• Factor knowledge of international awareness into decisions
• Monitor the degree to which global events and changes in the marketplace impact business
• Factor in the potential risks and impact of decisions in one's own region on other regions of the group
• Understand strategies of international competitors and create solutions that counteract these

Collaboration

• Engages across departments to resolve complex controversial or sensitive issues relating to clients and business stakeholders
• Develops a network of experts with different perspectives to help drive the business forward.

Client/ Stakeholder Commitment

• Ensure that the organisation is focused on the client market and business environments
• Adapt strategies plans and solutions according to client market and business environments
• Bring together diverse perspectives technologies and organisations to proactively respond to client needs in an integrated and aligned manner.
• Add long-term value to products and services by evolving approach to clients.

Impact and Influence

• Articulates vision or specific proposals in terms of the benefits for employees the organisation clients and technological advancement.
• Excites and creates buy- in to strategic initiatives
• Apply wisdom to elicit and synthesise perspectives
• Secures strategic alliances or partnerships to build business growth
• Strong leadership skills coaching and directing the business development team to achieve success and very high standards

Drive for Results

• Break new ground in the way business is done by improving delivery.
• Introduces substantive improvements throughout the business to enhance performance.
• Implements tested world-class standards.
• Quickly and decisively exploits brand new commercial opportunities for the business
• Creates sustainable competitive advantage

Self-Awareness and Insight

• Demonstrates high levels of self-awareness and organisational awareness.
• Understands organisational dynamics and can navigate complex non-obvious issues and obstacles with high levels of maturity.
• Defuses high-tension situations by providing clear perspective and objective insight
• Encourages self-awareness in others
• Accurately assesses the “lay of the land” reflects on the best approach manages emotions and adjusts behaviour quickly.

Leads Change and Innovation

• Engages the motives values and goals of individuals to achieve commitment to change
• Drives organisational change efforts
• Builds support or coalitions and positions champions to energise and sustain the desired change
• Innovates new business solutions
• Creates a culture of renewal to ensure the organisation remains at the forefront

Diversity and Inclusiveness

• Develops collaborative relationships amongst members of local and wider organisations and diplomatically guides these different groups to work smoothly together.
• Consciously uses culturally appropriate influence approaches to negotiate across cultures and agendas to create and maintain momentum for a common purpose.
• Unites the best of multiple cultures to create an aligned organisation across diverse backgrounds.

Motivating and Inspiring Team

• Create team cohesiveness and direction
• Removes barriers or provides resources to further progress.
• Encourages the team to identify initiatives beyond the original mandate and acts as a thought partner.
• Inspires sustainable high-performing teams across the organisation.
• Creates leaders who inspire their own teams

Growing Talent

• Looks beyond the team at building organisational capability.
• Benchmarks people's capability and processes against competitors and the market
• Challenges individuals to champion the talent management agenda.
• Anticipates future people capability needs to address changing business needs and builds capability across the group
• Creates a sustainable talent management culture.

Strategic Thinking

• Draws a high level of insight from multiple industries and business situations.
• Integrates market competition trends and other factors to develop a strategy that significantly impacts the whole organisation
• Links strategy to a series of clearly actionable initiatives taking the impact on all areas of the business into account

MINIMUM QUALIFICATIONS

MINIMUM EXPERIENCE

• Professional certification or membership in a recognised marketing professional body (e.g. CIM) will be an added advantage.

• MBA (preferred)
• A relevant degree from a recognised addition a charted insurer qualification will be advantageous.

• 6 years’ experience in an overall commercial/business function preferably in a general insurance environment
• High-level skills in product development and market research
• Experience working in a “performance-based” environment.
• Knowledge and prior experience with Bancassurance channels

PERSPECTIVE

OUTPUTS

Lead and direct the Business Development and Finance function within the segment in support of business objectives. (Internal Process)

• Roll out and develop distribution channels including direct agents and broker channels to meet the company's retail and corporate sales and profit targets.
• Originate and manage business development opportunities that are consistent with the company’s strategy for revenue growth.
• Handle special assignments do in-depth analysis follow up on various files and work closely in concert with all members of the in-country management and leadership committees.
• Identify and develop new market opportunities for the company’s product portfolio.
• Develop and drive the pricing strategy of the organisation.
• Lead development of the company’s marketing strategy with an emphasis on achieving market penetration and sales growth with a particular emphasis on cost-effective customer acquisition and market demand generation.
• Develop and implement a market communication strategy that positions the company and its brand as a preferred financial wellness partner brand in Ghana.
• Develop and implement the company’s sales strategy across key market segments to ensure that the company identifies and optimises a clear path to aggressive growth.
• Assess build and manage an array of necessary channels capable of delivering on the company’s growth objectives.
• Lead sales channels and manage sales operations organisation field sales organisation agents and brokers and Bancassurance channels to meet and exceed revenue targets.
• Manage sales pipeline to ensure accurate and adequate lead inflow to reach targeted sales objectives.
• Interact effectively with the sales operations teams to ensure a smooth flow of information.
• Develop and maintain initiatives to achieve an up-to-date competitive analysis portfolio.
• Develop and monitor quality metrics establish and monitor progress against key performance indicators to ensure targets are continuously met.
• Cultivate a culture of focused hard work and openness.
• In liaison with other business segments recommend incentive plans which motivate individuals and teams to perform successfully against the objectives while respecting the budget.

Drive a client-centric environment that focuses on best practice service delivery.

(Client Services)

• Contribute to sustaining a competitive edge through external networking benchmarking and representation on related forums.
• Drive efforts to improve client service and fair treatment of clients within the area of responsibility
• Incorporate client feedback into the enhancement of daily business processes and management operating systems

Effectively lead the team.

(People)

• Develop strategic direction and plans for the company about all commercial functions including sales marketing business development and customer support/customer experience.
• Deliver strategic leadership for defining the commercial path to growth and profitability of the company and establish an effective growth process and infrastructure.
• Develop collaborative working relationships within the organisation in pursuit of the company’s overall business goals.
• Maintain a climate that attracts retains and motivates top-quality collaboration with the HR department recruit train appraise supervise support develop promote and guide qualified sales personnel.

Oversee budgeting and financial reporting and implement sound financial controls.

(Business Development)

• Compile annual financial statements in accordance with IFRS (International Financial Reporting Standards) and liaise with external auditors.
• Report on financial performance to the board of directors of the various Metropolitan companies in Ghana.
• Prepare annual budgets in accordance with the strategic objectives and business plans

• Control the budget for the area of responsibility including the authorisation of expenditures
• Oversee the monitoring of financial performance by measuring and analysing business results initiating corrective actions and minimising the impact of variances.
• Ensure the integrity of data and systems to enable accurate financial and business reporting.