Coverage & Engagement Specialist

Introduction

Through our client-facing brands Metropolitan and Momentum, with Multiply (wellness and rewards programme), and our other specialist brands, including Guardrisk and Eris Property Group, the group enables business and people from all walks of life to achieve their financial goals and life aspirations. We help people grow their savings, protect what matters to them and invest for the future. We help companies and organisations care for and reward their employees and members. Through our own network of advisers or via independent brokers and utilising new platforms Momentum Group provides practical financial solutions for people, communities and businesses. Visit us at www.momentumgroupltd.co.za

Role Purpose

To increase new business opportunities and achieve sales targets for Structured Investments and Annuities (SIA) through productive engagements and negotiations with financial advisers, corporate clients, channel stakeholders and strategic alliances and partners.

Requirements

• Relevant Degree
• MBA or equivalent
• 4 – 6 years' experience in corporate business development and sales, or corporate client service or marketing within a financial services environment
• Exposure to B2B integration

Duties & Responsibilities

INTERNAL PROCESS

• Work with Head of Structuring and Engagement and other stakeholders to develop and embed an engagement and coverage model that speaks to the entire landscape of our business, such as direct, corporate investment consultants and the employee benefits market.
• Engage with channels to identify opportunities for sales and to provide relevant sales support.
• Develop innovative methods to identify and develop new channels and business opportunities.
• Engage with prospective corporate clients, financial advisers and partners to determine their needs and provide them with appropriate solutions.
• Collaborate with internal stakeholders to translate client requirements into products, solutions and business cases.
• Contribute to and coordinate the solution design process based on a client’s requirements to effectively package and market products or solutions to meet their financial needs.
• Prepare proposals for deal-makers, technical marketing and product houses that capture client requirements and the relevant aspects of the solution.
• Facilitate presentations, meetings and discussions with key senior stakeholders and create awareness of the features and benefits associated with the various solutions.
• Establish appropriate feedback mechanisms to understand the outcomes of the sales and implementation process.
• Contribute to the development of product training material for channels, clients, and financial advisers.
• Continuously develop own expertise in terms of professional, industry and legislation knowledge.
• Apply key financial adviser management principles to existing clients/financial advisers and develop a growth and retention strategy.
• Work closely with the member solutions team and other intermediated channels to execute on the SIA strategy.
• Roll out SIA solutions to all Momentum distribution teams and work with them to segment and identify target markets.
• Identify other partners and replicate successful models.
• Identify other SIA opportunities and target aggressively.
• Do a client/financial adviser audit and gauge needs, satisfaction levels, challenges, get IP about competitors, etc.
• Research the SIA landscape.
• Identify new strategic partners and grow the coverage footprint.

CLIENT

• Build and maintain an exceptional trusted un-bias client advisory relationship at a senior decision-making level and other key stakeholders, providing them with authoritative expertise and advice.
• Develop in-depth client and industry needs and intelligence and sharing this analysis with the business to assist in identifying growth opportunities.
• Applying a deep understanding of client requirements in designing and structuring client appropriate solutions.
• Create strategic partnerships with other external stakeholders to identify growth opportunities based on targeted client’s priorities and requirements.
• Work closely with internal distribution resources, building appropriate relationships to create an environment that facilitates new business growth.
• Contribute to sustaining a competitive edge through external networking and representation on related forums.
• Contribute to the design of client journeys that result in a superior client experience.
• Engage with key internal and external stakeholders to identify changing client needs and align service offering with client needs.
• Participate and contribute to an entrepreneurial culture which builds rewarding relationships, facilitates feedback and provides exceptional client service.

PEOPLE

• Demonstrate personal involvement, commitment, and dedication in support of organisational values and positive work culture.
• Drive a learning, innovative and growth culture whereby information regarding successes, issues, trends, and ideas are actively shared between team members.
• Collaborate effectively with colleagues, and the various teams that we interact with across the Group.
• Drive an entrepreneurial culture that guides and directs best practice, fostering an environment of continuous learning, improvement and cohesiveness.

FINANCE

• Implement and manage financial risk methodologies, techniques and systems and use to monitor and report on financial activities.
• Implement and provide feedback on the effectiveness of financial policy, practice and procedures: preventing illegal, unethical or improper conduct.
• Implement risk management, governance and compliance policies in own practice area, to identify and manage governance and risk exposure liability.
• Investigate reported wilful acts of non-compliance to organisation policy and practice and report on findings.

Competencies

• Business Acumen
• Client/Stakeholder Commitment
• Results Driven
• Leading Change and Innovation
• Collaboration
• Impact and Influence
• Accountability
• Self-Awareness and Insight
• Diversity and Inclusiveness
• Excellent Communication skills
• Teamwork