Business Development/support Manager

Responsible for achieving production targets across all lines of business for AIG Property & Casualty Commercial products through the successful execution of targeted strategies. The role will drive profitable growth in production through the coaching and development of a team of Business Development Managers, and proper management of sales personnel activities. This should include a differentiated approach to managing the various sources of agents including: life agents, market agents, and exempt insurance brokers. Specific responsibilities will include:

- Collaboration with Commercial Product Towers to develop joint strategies to achieve AIG Singapore’s growth & profitability goals
- Implementation of sales activity management best practices to ensure production goals are on track for each product line
- Development of long-term strategies for Singapore Agency to continue to expand penetration in targeted lines of business
- Monitoring of market trends to ensure AIG is delivering “best-in-class” support, products, pricing, and incentives to our agents
- Development of an annual sales plan with targeted action items identified for all team members; monitoring of success to plan and revisions made accordingly, if necessary

The person will collaborate with Commercial product towers to identify how to best develop and leverage agency distribution opportunities in preferred market / industry segments, primarily consumer and small business, but also middle corporate segments. Profitability and long-term sustainability of the agency distribution channels are key expectations.

The incumbent will be a transformational leader preferably with prior experience working as an agent, or within the insurance industry, who is capable of strategically assessing agency growth opportunities, collaborating with Commercial Product Towers to develop and deliver a compelling AIG agent value proposition to develop expand agency channels; life agents, corporate agents, small brokers, partner intermediaries, distribution partners, and other face-to-face distribution channels.

**Responsibilities**
- Collaborate with Commercial Product Towers to develop and execute agreed product and agency growth strategies
- Drive a sales culture where results are celebrated, sales managers are motivated, and the team feels that they are working towards a collective goal
- Identify new business opportunities for growth in unexplored channels
- Accurately forecast annual, quarterly, monthly revenue streams
- Develop targeted plans to ensure growth in revenue across all AIG products
- Resolve customer complaints regarding sales and service; implement effective servicing support model to assist with challenges that emerge
- Gather market intelligence and monitor market developments by interacting directly with frontline sales management, agency producers and other means to identify areas to optimize AIG’s value proposition
- Ensure that field including NPS feedback is leveraged to continuously improve AIG Singapore’s competitive position
- Drive technology utilization to achieve producer automation, externalization, operational efficiency objectives

**Channel Management**
- Exercise strong salesmanship
- Develop, implement and monitor agency management best practices, incl:

- Recruitment and selection of producers: target producer profiles, controlled recruiting processes to uphold ‘selective’ recruiting standards
- Producer training and development: provide producers with required knowledge, skills and behaviors required to achieve target productivity and growth
- Performance management: sales activity management, incentive / recognition and compensation programs to motivate and drive ‘professional agent’ recruiting, sales behaviors and activities
- Channel management: align sales management and support strategies based on agent tiering and segmentation profile
- Talent development: develop sales management talent to improve recruiting and sales management effectiveness

**Requirement**
- Experience in sales, marketing and distribution management experience, preferably in general or life insurance industry.
- Proven ability to motivate and lead an effective sales team.
- Excellent oral and written communication skills, as well as working knowledge of the Microsoft Office Suite.
- Producer / sales management experience in life insurance industry would be highly preferable.
- Experience in managing life and/or independent producers would be an advantage.
- Strong collaborator.
- Track record as an ‘agency builder’.
- Trouble shooter/problem solver.
- Strategic thinker.
- Pragmatic execution focus.
- Ability to follow through to meet planned goals / objectives.
- Leads by example.
- Excellent communicator / motivator, capable of building collaborative relationships.
- Coach and people developer, capable of achieving results through others.
- Knowledge of local insurance markets and distribution practices.

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