Business Development Manager

Job Description

Generic

Job Title

Business Development Manager

Role Family

Top line and business growth

Level of accountability

Strategic

Occupation Function

Mainstream

FAIS requirement

Not Applicable

ROLE PURPOSE

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

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

• 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 institution. In addition, a charted insurer qualification will be advantageous.

MINIMUM EXPERIENCE

• 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 personnel. In 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.