Senior Sales Specialist - Umhlanga Verfied

Salary Negotiable Umhlanga, Kwazulu-Natal Umhlanga, Kwazulu-Natal more than 14 days ago 20-08-2019 9:08:48 AM
15-10-2019 9:08:48 AM
Senior Sales Specialist

Professionally Qualified & experienced Specialists/Mid-Management
3 - 5 years experience in a similar environment, of which 1 -2 years at a junior specialist level
FAIS Requirements: This role requires the incumbent to successfully achieve the requisite regulatory checks, qualifications and accreditation to be classified as a Representative (Rep) as specified by the FSCA.
Outputs

Accountable for the improvement of quality, service and work outputs, continuously recommending improvements.
Plan for the organisation of work outputs and process improvement activities in light of a specific situational context related to the area of specialisation.
Proactively identify area of specialisation related problems, determine cause and effect and recommend the best option to implement corrective action based on previous experience.
Determine operational feasibility by evaluating analysis, problem definition, requirements, solution development and proposed solutions.
Ensure business retention through the development of applicable sales techniques such as rate negotiations, product comparisons; changing perceptions.

Customer
Make recommendations to existing products based on market needs, product performance & competitor analysis to increase sales volume & profitability.
Provide specialist expertise and advice to internal/external customers, that builds strong relationships and creates a favourable impression aligned to Treating the Customer Fairly (TCF) principles.


Governance
Comply to risk and governance policies, implement and provide subject matter input to the development of related processes, applicable to the area of specialisation.
Finance
Adhere to financial controls, governance and compliance policies and processes throughout an area of specialisation, contributing to cost efficiency.
Behavioural Competencies
Customer Orientation
Competency Definition: Puts customers first and is eager to please them in line with company standards. Develops and sustains productive customer relationships.
Behavioural Indicators: Anticipates how plans and actions of the business will affect the customer in the short term. Coaches others to forge relationships with customers and add value. Takes customer issues to the appropriate people within the organisation to obtain the most accurate information to meet customer needs. Implements a methodical and consistent approach towards customer service.

Teamwork and cooperation
Promotes a culture of teamwork within the team under ones supervision
Competency Definition: Cooperates with others to accomplish common goals; works with employees within and across his or her department to achieve shared goals; values the contributions of others
Behavioural Indicators: Consistently works with others to accomplish goals and tasks. Provides balanced feedback to improve team collaboration and functioning on a continuous basis. Regularly initiates communication to help solve interpersonal team conflicts and problems. Treats all team members with a respectful, courteous, and professional manner; supports team despite different points of view or setbacks.

Problem Solving
The ability to systematically identify, analyse and resolve existing and anticipated problems
Competency Definition: Must be able to systematically identify, analyse and resolve existing and anticipated problems in order to reach optimum solutions in a timely manner.
Behavioural Indicators: Demonstrates an ability to quickly assess a situation and determines best operational strategy for resolution. Ensures that decisions are made based on policies, rules, and organisational directives in order to solve problems in the best interests of all stakeholders.

Interpersonal Effectiveness

Works with and influences others towards realising goals and objectives
Competency Definition: The ability to influence a wide range of diverse individuals and groups positively.
Behavioural Indicators: Ensures that people in the unit understand how their work relates to the business goals and objectives. Provides clear direction or gains compliance from others. Recognises and encourages the behaviours that contribute to relationship management. Works cooperatively with others to produce innovative solutions.

People Management and Empowerment

Independently develops and applies more advanced concepts and methods. Plans and guides the work of others.
Competency Definition: Must be able to manage and encourage people, optimise their outputs and effectively manage relationships, to achieve organisational goals. Actively seeks opportunities to acquire and develop relevant knowledge to apply at work.
Behavioural Indicators: Adheres to internal and industry standards with regard to human resource practices; Identifies competencies required & suitable resources for specific tasks. Facilitates team goal setting and problem solving. Recognises differences between individuals, cultures and teams and provides developmental feedback in accordance with performance management principles. Seeks opportunities to increase personal and team contribution.
Communicating with Impact
Noticeable increase in vocabulary depth and breadth when communicating
Competency Definition: Must be able to exchange information and ideas in a clear and concise manner appropriate for the audience, in order to explain, persuade, convince and influence other to achieve the desired outcomes.
Behavioural Indicators: Understands why clear and direct communication is important. Demonstrates the ability to listen actively. Understands the different types of messages and mediums (e.g. email, face to face) to communicate in. Understands the importance of tailoring the conversation to the audience. Able to take other's perspectives into account when communicating.
Relationship Management and Networking
The ability to form and foster relationships with others towards a common goal
Competency Definition: The ability to develop and maintain productive relationships with stakeholders, across organisational boundaries, with key role players and customers – displaying integrity and discretion when interacting with others.
Behavioural Indicators: Develops and nurtures key contacts as a source of information. Proactively shares and seeks information within and across teams to achieve goals. Works with existing stakeholders, honouring established agreements/ contracts. Understands the roles played by key stakeholders to realise organisational strategic goals and objectives.
Professional/Technical learning
Ability to enable self and others to achieve advanced levels of professional/technical knowledge and skills
Competency Definition: Must be able to demonstrate willingness and support for learning and development opportunities in own discipline and area of expertise.
Behavioural Indicators: Ensuring that professional/technical knowledge and skills are maintained and improved on a constant basis. Guides others towards personal mastery. Integrates and applies newly acquired skills and knowledge. Participates successfully in learning interventions (e.g. courses and seminars).

Persuading and Influencing
Applies targeted persuasion and negotiation techniques
Competency Definition: The capacity to persuade, convince and influence others for the purpose of achieving desired results.
Behavioural Indicators: Adapts arguments to appeal to the needs or interests of others. Commands the use of persuasion techniques consisting of a combination of two or more resources (eg two different arguments, examples or data) to offer basic alternatives intended for improvements in the workplace. The ability to anticipate the effect of one''s approach or chosen arguments on the emotions and sensitivities of others. Uses the process of give and take to gain support.

Technical Competencies

Insurance products and services
3 Applies concepts of knowledge and skill without requiring supervision
Competency Definition: Knowledge and understanding of the range of insurance products and services available in the market.
Behavioural Indicators: Demonstrates an in-depth understanding of both standard and non standard policy wordings, extensions and limitations. Analyses and evaluates which insurance products and services could meet complex client needs (e.g. multi and international locations, high risk rated activities or customer with an adverse claims history). Identifies when to alter policy terms and the impact of doing so (e.g. exclusions or excesses).

Product Development
2 Applies concepts of knowledge / skill and requires guidance but not constant supervision
Competency Definition: Stays attuned to the needs of the market and developments in the finance sector. Translates market knowledge into product innovations and new designs that are responsive to the needs of the clients..
Behavioural Indicators: Understands the various features of products and services provided by the company (including approved partners). Demonstrates understanding of the process to determine gaps in current products and services based on client/customer feedback. Understands the key elements and stages of product development Understands the company requirements in terms of product development. Skilled in research for more in-depth understanding of client needs for current and future products.
Customer Advice (Technical)
2 Applies concepts of knowledge / skill and requires guidance but not constant supervision
Competency Definition: Provides technical knowledge and advice to internal customers to assist in decision making and address client needs
Behavioural Indicators: Shares accumulated knowledge and experiences with others. Captures and builds knowledge in defined processes. Applies knowledge, tools and technical expertise to support value creation, tailoring it to the specific needs of the client.

Reporting and Interpretation
2 Applies concepts of knowledge / skill and requires guidance but not constant supervision

Competency Definition: Prepares accurate reports to satisfy risk reporting requirements, with relevant interpretation of analyses for business users
Behavioural Indicators: Manipulates data to produce basic reports in a timely fashion. Applies rigour to data gathering and analysis to ensure accuracy. Responds and resolves basic queries in a timely fashion.

Insurance principles and practice
3 Proficient in understanding and application of processes and related activities
Competency Definition: Knowledge and understanding of the core principles of insurance and its application
Behavioural Indicators: Understanding of how a range of situations may be affected by the principles of insurance. Applies the principles of insurance to complex situations.

Research and Information Gathering
2 Applies concepts of knowledge / skill and requires guidance but not constant supervision

Competency Definition: Ability to review and study relevant information from various sources to develop new information; Ability to identify primary and secondary authorities to validate the research
Behavioural Indicators: Conducts advanced analysis on the relevant industry and provides research findings to enable recommendation formulation.

Sales life cycle management
Advanced
Competency Definition: Knowledge and understanding of the sales life cycle within the context of the industry
Behavioural Indicators: The ability to handle complex queries on products, services and sales process implementation. Ability to close a sale. Reassuring customers in terms of good customer care practice and follow up to promote customer satisfaction. Investigate and address areas of non compliance in terms of treating customers fairly within the parameters of the product and/or service specification. Review and align ineffective processes that could impact on customer care.

Negotiation and persuasion skills
3 Applies concepts of knowledge and skill without requiring supervision
Competency Definition: The ability to be proactive in negotiation in order to achieve cost effective solutions to situations
Behavioural Indicators: Demonstrates an understanding of and is able to apply the skills and tactical awareness necessary to achieve effectual negotiations. Negotiates in a timely manner to provide cost-effective solutions for the company and its customers within a range of more complex and/or unfamiliar situations. Uses a range of strategies to achieve desirable outcomes. Makes sound decisions based on the available information, own experience and consideration of all possible outcomes. Within a range of more complex and/or unfamiliar situations