Head of Distribution Strategy & Planning

RESPONSIBILITIES:

1. Design, propose and implement sales policies , incentive plans , recognition programs , contests , schemes across bancas and agency channel to achieve the company’s revenue targets
2. Support the CDO in managing the Bancassurance relationship with company and pro-actively work with the company Bancas team in HO and regions to facilitate and grow the LI awareness , knowledge and sales across company branches
3. Manage the distribution sales planning and strategy function including but not limited to :

• Sales policy related to ICM, agency and other sales hierarchy across channels
• Compensation and benefits planning and reviewing for the bank channel and agency  
• Sales incentives for sales force across channels
• Recommend R& programs for the sales force across channels and partners
• Product and promotional planning and scheduling in line with the requirements of the channel and the  sales team
• Annual business planning for both banca and agency channel
• Recruitment planning , implementation and maintenance of front line sales force across channels
• Design , develop and monitor KPIs of the staff in the strategy and planning function across both banca and agency channel and lead the team .

1. Own , manage and review  the ICM policy and ensure timely execution of all processes and systems laid down in the policies
2. Head the recruitment function for Bancassurance channel and manage the recruitment team in HO and regions.
3. Monitor, manage, review  and report on actual spends vis-à-vis the annual distribution budget across channels
4. Provide reporting and analytics on channels performance within specified timelines
5. Support the CDO  in the development of yearly detailed business plans and strategy,             planning and development of geographical and channel growth strategy
6. Work closely with sales regional heads across banca and agency channel on implementation of sales policies and plan across channels
7. Work closely with training head on training & development programs for sales channels and partners and provide inputs to improve training effectiveness
8. Work closely with Marketing team on customer promotion programs and ensure timely approvals and implementation of the promotion programs
9. Work closely with OP , IT , legal and compliance teams in all matters related to sales policies and sales force enablement
10. Monitor and report to CDO on quality of sales, sales force effectiveness   and share best practices among sales teams across both banca and agency channel
11. Devise and implement Sales MIS , reports and Analytics in co-ordination with the DS team
12. Ensure timely approvals of memo, sales policies and incentive schemes within BML and company and other partners
13. Provide market insights and competitive analysis on a quarterly basis to the CDO
14. Provide inputs on improving sales force enablement by adopting digital / new age solutions like e-learning, branch engagement system, activity management and lead management.
15. Interface with Regional distribution team in matters related to distribution and sales
16. Assume the champion role in the strategy and development of new sales channels like agency , DM/TM , brokers , GA s and project manage new initiatives within distribution channel
17. Responsible for satisfactory audit and compliance rating for the distribution strategy and planning department and the functions under this department for both external and internal requirements
18. Lead all distribution related projects and assignments from time to time as given by the CDO / CEO .
19. Ensure regular update to CDO on market intelligence , competition knowledge and review of existing schemes / contests / programs to remain competitive and effective .

REQUIREMENTS:

• At least 15 years of Sales strategy, project management and planning experience, of which at least 10 years are within insurance or other financial services at senior level
• Energy and passion to complete tasks within timelines and perform under pressure
• Strong Relationship Management , Negotiation skills and conflict management skills .
• Fluency in knowledge and working of tools like XL , PPT to prepare financial models and projections / presentations for senior management
• Possess strategic thinking and change management skills
• Posses strong planning , organising and time management skills
• Strong analytical and problem solving skills
• Strong verbal and written communication & interpersonal skills
• Excellent judgment and decision-making skills – able to make business-aligned and timely decisions
• University Degree, MBA or equivalent preferred
• Highly flexible and adaptable to a demanding role in a start-up environment
• Fluency in spoken and written Vietnamese and English
• Ability to travel as required