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SME Relationship Officer Job in Nairobi, Kenya

Category: General Jobs in Kenya
Posted: Feb 19, 2014

Our client a leading life insurance company is seeking to recruitSME Relationship Officer to join their dedicated team in the industry.
Status: Permanent
Reporting to: Corporate Business Development Manager
Positions reporting to job holder: Marketing & Distribution Support Executive
Job Description: To start and grow the SME business channel and establish relationships with SMEs thus achieving the channels Business Revenue Budgets on annuity, pensions and group life product lines.

Key Responsibilities

1. Identify the defined target SME market for Life Corporate products along the following lines: -
  • Segmentation by size i.e. number of employees, annual turnover etc
  • Segmentation by industry i.e. Manufacturing, Agriculture, Service etc
  • Needs identified from the SME survey
2. Management of the SME business channel  so as to ensure the following objectives are met: -
  • Identify and set up satellite partners within their region, industry to help distribute products to other SMEs
  • Bundle SME products based on feedback from the SME survey by attaining appropriate product mix in annuity, pensions and group life products
  • Attain products revenue targets
  • Ensure profitability of the SME channels at appropriate cost levels
  • Debtor management (credit control) for SME channel partners
  • Promote Cross marketing activities within the branches of companies
3. Implement the marketing strategy for Life SME channel  to foster the achievement of set business goals along the following activities: -
  • Event Management – networking forums for SMEs
  • Management of marketing collateral materials
4. Management of the Distribution Channel Partners Loyalty (incentive) Programs to drive the following business goals: -
  • Client retention
  • Number of SME satellite partners
  • Regional product distribution
  • Reward & Recognition of SME channel partners
  • Quality of business acquired
  • Achieve Revenue targets
  • Achieve appropriate product portfolio mix
  • Training support for SME distribution channel partners
5. Implementation of Client Relationship Management best practise to drive the following business goals: -
  • Client retention and referral
  • SME Channel partner business support
  • SME Channel partners training support
  • Management of relations with SME channel partners
6. Managing an efficient sales cycle (sales pipeline) and value based service cycle through use of CRM to drive the following business goals for SME distribution channel: -
  • Identify Target customer
  • Meeting to determine needs
  • Timely proposal and quotation submission
  • Review and follow-up on submitted proposals and quotations
  • Client acquisition
  • Account Service Plan – client/intermediary visits, policy documentation, credit control, claims management, SLA’s etc.
7. Log all SME channel feedback that is aimed at identifying new business potential and benchmarking of market prices.

8. Ensure that proper management of accurate, quality and timely business reports from the SME Distribution Channel and use these to compile channel reports for review by Business Development Manager.

9. Monitor competitor activity and advise the Business Development Manager on opportunities / threats that are presented by such activities.

Regularly report the performance of SME Distribution Channel section to the Business Development Manager in accordance with applicable structures and ensure the section is fully aligned with the rest of the company by building effective teamwork within the section and with other departments (i.e. Documented SME Distribution Channel processes and SLA’s with various departments).

Qualifications and experience;

  • Bachelor degree in Marketing, Commerce is required.
  • 3-5 years’ experience in marketing financial services preferably with the SME sector.
Skills and competencies;
  • Ability to deliver results when objectives are set
  • Excellent relationship management skills
  • Excellent presentation skills
  • High level of initiative and self-motivation
  • Strong working knowledge of MS Office suite of programmes
  • Task and time management proficiency
  • Ability to work independently while demonstrating excellent team working skills
  • Good communications skills
  • Meeting set revenue targets
Key performance indicators;
  • Timely delivery of proposals and quotations
  • Number of SME Distribution Channel partners and interactions
  • The amounts of new revenue placed through targeted distribution channel partners.
  • Debtor days for Distribution Channel partners
  • Profitability of accounts placed
  • The number of suggested new solutions to clients and distribution channel partners
  • Compliance with regulatory organizations i.e. KRA, RBA and IRA
If you the person we looking for kindly send you application letter and CV to [email protected] by 1st March, 2014 clearly indicating ‘SME RELATIONSHIP OFFICER’ on the subject line.
Do not attach any certificates.
Only shortlisted candidates shall be contacted.
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