Head of Sales (Direct)

Sanlam; Bellville; On-site; ZAR 500,000 - 600,000; Full time

Job summary

A leading insurance firm in South Africa is seeking a Head of Sales to oversee operations and strategy for Santam Direct. The ideal candidate will have extensive experience in direct sales, strong leadership skills, and a proven track record in the insurance sector. This role requires strategic thinking and a dedication to exceeding sales targets while maintaining compliance and operational excellence.

Qualifications

• Proven experience in direct-to-client sales.
• At least 8 years in a direct environment, with at least 5 years in senior management.
• Minimum 5 years’ experience in Short Term Insurance.

Responsibilities

• Ensure sales targets are achieved.
• Define the strategic direction and develop an effective sales strategy.
• Manage the division’s budget and resources effectively.

Skills

Sales management

Leadership

Call center technologies

Risk management

Analytical skills

Education

Degree in Finance, Economics, or Commerce

Insurance qualification – minimum NQF5

Job description

Who are we?

Santam is the market leader in the general insurance industry in Southern Africa. We are a large, diversified, expanding, and transforming company. Based in South Africa, we are rapidly expanding into emerging markets across Africa and Asia. Our success is rooted in our passion for our clients, and everything we do is centered on delivering Insurance Good and Proper.

What will you do?

• A position has become available for the Head of Sales, Santam Direct.
• We are seeking an individual highly competent in both operational and strategic aspects of Direct insurance and Direct Sales. The candidate should be able to work autonomously and drive the success of the wider team and functions.
• The position reports directly to the Head of Direct, Santam Client Solutions.

PRINCIPLE ACCOUNTABILITIES

• Ensure that the executive-approved sales targets are achieved or exceeded.
• Define the strategic direction of Santam Direct and Referral Sales.
• Develop an effective sales strategy with measurable metrics and timelines to meet key performance objectives.
• Drive operational excellence to maximize efficiencies and growth, fostering a high-performance culture and positioning Santam Direct sales as a market leader.
• Oversee the leads strategy, ensuring sufficient leads and optimal conversion potential.
• Manage the division’s budget and resources effectively.
• Take full responsibility for the income statement of Santam Direct Sales.
• Strategically create and leverage new opportunities for the business and the wider Commercial and Personal Business.
• Write sustainable and profitable new business.
• Engage with actuarial and underwriting teams to identify risks and opportunities related to underwriting criteria and pricing.
• Ensure the sales team adheres to TCF principles, providing clients with a great experience, especially as the first engagement point.
• Monitor industry trends and market developments.
• Manage projects with internal and external impacts, including collaboration across business units.
• Build strategic alliances within Santam and the wider Sanlam group.
• Implement and promote performance management, coaching, and talent development for sustainable business operations.
• Manage relationships with marketing partners and referral partnerships.
• Utilize benchmark information to improve the Direct and Contact Centre environment.
• Ensure agents’ activities comply with Quality Assurance standards.
• Maintain an efficient, productive sales contact center, maximizing sales opportunities.

MAJOR FORCES, CHANGES & LARGE GOALS AFFECTING THIS ROLE

• Changes in the insurance market.
• Monitor competitor activity, especially in marketing.
• Benchmarking and best practices in contact centers within financial services.
• Legislation changes impacting the business.
• Product and process changes.
• Diversity initiatives.
• Management Information Systems (MIS) and their utilization.

What will make you successful in this role?

QUALIFICATIONS AND EXPERIENCE

• Proven experience in direct-to-client sales.
• At least 8 years in a direct environment, with at least 5 years in senior management.
• Degree in Finance, Economics, or Commerce (advantageous).
• Insurance qualification – minimum NQF5.
• FAIS compliance.
• Minimum 5 years’ experience in Short Term Insurance.

SKILLS AND SPECIFICATIONS

• Strong business acumen and leadership in sales and business development.
• Knowledge of call center technologies and best practices.
• Product knowledge of Personal and Commercial Lines.
• Understanding of industry landscape and legislation.
• Technical insurance knowledge, including underwriting principles.
• Risk management expertise.
• Financial statement analysis skills.
• Strategic thinking and campaign development skills.
• Analytical skills for key business metrics.
• Self-motivated, target-driven, and excellent communicator.
• Ability to enhance productivity and operational efficiency.
• Experience working with cross-functional teams.
• Knowledge of industrial relations and HR processes.
• Call center capacity management expertise.
• Experience managing large teams and managers.
• Knowledge of relevant legislation affecting practices and products.
• Financial reporting and forecasting skills.