Reporting to (role): CEO, Asia General Insurance

MAIN PURPOSE OF THE JOB:

• Drive Strategic direction : Formulate, drive and execute region-wide agency distribution strategy, initiatives and standards, across the General Insurance business entities, in support of the Asian business strategy.  Ensure that the strategic direction is communicated to and bought in by the local business entities and is embedded into their strategic plans.
•  Ensure alignment, Provide support to and Build capability of Local Entity Agency teams: Work closely with and support entity leadership teams to deliver their agency channel objectives whilst maintaining alignment to the required operational quality and standards.

KEY ACCOUNTABILITIES:

  Drive Strategic direction

• Work with the Regional & Entity leadership team to formulate region-wide agency distribution strategy taking into account the Asia business’ objectives, market, customer trends and regulatory environment.
• Ensure that the region-wide agency strategy is documented, communicated and bought in by all stakeholders
• Participate in and/or initiate strategic planning with respective entity agency teams to ensure that the regional strategic direction and targets are built into local plans and that regional support and cross-entity opportunities are identified.

Ensure alignment, Provide support and Build capability of Local Entity Agency teams

Ensure alignment / Governance

• Develop and maintain the Regional Agency Blueprint for Asia GI through which the agency operating principles, practices and standards across the Region is defined and communicated.  Ensure the agency management community in the GI entities is well-versed with the Blueprint.
• Develop and implement a governance model through which the Regional Agency team can ensure adherence to regional direction, principles and standards across the region.
• Coordinate with the Asia Life distribution teams and relevant Group communities to leverage best practices.

Support sales performance

• Develop and maintain a standardised Dashboard to monitor and share performance of agency teams across the region. Provide timely and accurate management information to all stakeholders on the performance of the agency function in the entities and regionally.
• Monitor agency activities, sales performance and other key performance indicators in each entity.  Initiate discussions and actions with the relevant leadership teams and Regional Life Proprietary distribution as appropriate
• Develop support and action plans as required with each local entity in support of their business plan
• Coordinate solutions and initiatives where shared needs exist to maximise efficiencies of scale and resourcing wherever possible
• Influence the development of products and services to meet identified market and customer opportunities
• Determine the infrastructure and resources needed to achieve productivity, and maintain agency loyalty and commitment in the entities
• Drive the support platforms for the launch of quality products, agency campaigns and initiatives
• Monitor and action on distributor satisfaction through the Distributor SCOPE
• Work with local entities to identify, develop and embed best practice in:
  • Customer and contact management
  • Product Development
  • Marketing Campaign Management
  • Compensation policies, Incentives and Recognition
• Develop partnerships with the agency population to support entity agency management in understanding feedback and issues, and in building commitment over the longer term.

Build Capability of Agency function

• Enforce agency recruitment best practice across the region
• Develop, support and provide training & development, service and support to agency population in the entities to build a high-performing and professional agency force.  Leverage training and development initiatives with the Life entities as appropriate.
• Participate in the selection of senior agency / distribution heads in the local entities to help strengthen capabilities of the agency management teams

KEY CUSTOMERS:

Internal

• Entity leadership teams in particular CEOs and Sales & Distribution heads
• Regional Marketing, Chief Technical Officer teams and Regional Finance

External

• Agency population

WORKING RELATIONSHIP WITHIN BUSINESS UNIT:

• Product Development & Pricing
• Marketing
• Customer Service – ensure an integrated approach to customer service
• Other Heads of Distribution in Asia GI
• Life Regional Distribution Heads

EXPERIENCE AND QUALIFICATIONS:

• 15+ years of insurance distribution experience with at least 10 years in agency/advisor distribution in Asia at a senior sales management level
• Proven track record of success in implementing change and driving significant sales performance improvements
• Financial management skills including ability to develop business plans and analyze profit drivers
• Track record as a successful leader of people and business with proven ability to lead in multi-disciplined environment
• Excellent understanding of the product and distribution life cycles and market evolution
• Achievement-oriented with proven ability to deliver business results
• High level of analytical ability
• Ability to think and operate strategically.  Effective in communicating vision, strategy and action priorities with accuracy, credibility and passion
• Superior leadership skills
• Sound judgement and decision making ability
• Proven change management expertise
• Excellent influencing, negotiating skills and communication capability