Broker Regional Sales Manager (Coastal Region)

Broker Regional Sales Manager (Coastal Region) Role Purpose Lead and execute the regional broker distribution strategy across the Coastal Region, driving sustainable growth, profitable business acquisition, broker engagement, retention and market share expansion. The role is accountable for translating strategic objectives into consistent sales execution through the effective management of Specialist Market Advisers (SMAs), broker partnerships, operational excellence and strong governance practices. Key Responsibilities - Regional Sales and Distribution Management: - Develop and implement regional sales and distribution plans aligned to the IFA Channel strategy and business objectives. - Drive growth in Gross Written Premium (GWP), policy count, retention and profitability across allocated broker segments. - Identify regional market opportunities and implement growth initiatives to improve broker productivity and market penetration. - Monitor sales performance and implement corrective actions to ensure delivery against agreed targets. - Support the Head of IFA in executing distribution initiatives and achieving national sales objectives. - Broker Relationship Management: - Build and maintain strong relationships with key brokers, brokerage principals and strategic distribution partners. - Develop broker engagement plans to increase supporting brokers, market share, retention and business production. - Support the acquisition and onboarding of targeted brokers in line with regional growth objectives. - Act as the escalation point for complex broker matters and ensure timely resolution of service issues. - Represent the organisation at broker engagements, networking events and industry forums. - Sales Leadership and Team Management: - Lead, coach and develop a team of Specialist Market Advisers to achieve sales and service objectives. - Manage individual and team performance through regular coaching, performance reviews and development planning. - Foster a high-performance culture focused on accountability, client-centricity and collaboration. - Build capability within the team by identifying development needs and supporting succession planning. - Ensure effective deployment of resources across broker portfolios and growth opportunities. - Commercial (Financial) and Portfolio Performance: - Monitor and manage regional portfolio performance, including growth, retention, profitability and loss ratio trends. - Analyse broker and portfolio data to identify opportunities, risks and areas requiring intervention. - Work closely with underwriting, claims and operations teams to improve portfolio quality and client outcomes. - Drive initiatives to improve renewal retention, cross-sell penetration and profitable growth. - Ensure sound commercial decision-making that balances growth objectives with underwriting discipline. - Operational Oversight and Broker Enablement: - Oversee broker onboarding activities and ensure effective implementation of broker agreements and accreditation (PSTs) requirements. - Ensure broker information, compliance records and contractual requirements are maintained and monitored. - Support the resolution of commission, operational and service-related queries impacting broker relationships. - Drive broker adoption of digital tools, systems and processes to improve efficiency and service delivery. - Ensure brokers and SMAs receive ongoing product, compliance and process training. - Monitor service delivery standards and ensure adherence to agreed service levels across the region. - Governance, Risk and Compliance: - Ensure adherence to FAIS, regulatory and internal governance requirements across the region. - Promote compliant sales practices and fair customer outcomes. - Monitor conduct, compliance and operational risk indicators and implement corrective action where required. - Ensure broker and team adherence to organisational policies, procedures and underwriting standards. - Support audit and compliance activities where required. - Stakeholder Collaboration: - Build strong partnerships with Underwriting, Claims, Operations, Finance and Compliance teams. - Facilitate the effective resolution of broker and client issues impacting sales performance. - Provide regular business insights and performance updates to the Head of IFA. - Contribute to cross-functional initiatives that enhance broker experience and business performance. Success Measures - Increase supporting brokers and maintain consistency - Growth in Gross Written Premium (GWP) - Policy-count growth - New broker acquisition and onboarding - Broker retention and engagement - Portfolio profitability and loss ratio management - Renewal retention performance - Lead generation and conversion - SMA productivity and performance - Service level achievement - Compliance and governance adherence - Broker satisfaction and relationship outcomes Competencies Required - Leadership: Sales Leadership, People Development, Performance Management, Commercial Acumen, Accountability, Change Agility - Interpersonal: Relationship Building, Influencing and Negotiation, Stakeholder Management, Communication Skills, Collaboration - Business: Strategic Thinking, Data-Driven Decision Making, Customer Centricity, Problem Solving, Insurance and Distribution Knowledge Experience and Qualifications - Relevant Bachelors degree in Commerce, Business, Finance, Insurance or CFP. - FAIS compliant with RE1 and RE5. - Minimum 8 years' experience in insurance distribution, broker management or commercial insurance leadership. - Minimum 5-8 years' experience leading geographically dispersed sales teams. - Proven track record in developing strategic broker partnerships and delivering profitable growth. - Experience engaging and influencing executive-level stakeholders and major brokerage groups. - Deep understanding of short-term insurance, broker distribution models, regulatory frameworks and market dynamics. Location - The successful candidate can be based at one of our offices in Durban and/or Cape Town.