Segment Manager

2 weeks ago

Dubai, United Arab Emirates Bupa Full time

**Segment Manager - Africa**

**Flexible location**

**Permanent**

**Full time**
- We consider all types of flexibility, including locations, hours and working patterns. _

Bupa Global is the international health insurance division of Bupa. We provide customers who want premium international coverage with products and services to access the healthcare they need anytime, around the world, whether at home or when studying, living, travelling or working abroad.

Bupa Global has offices around the world including London and Brighton (UK), Dublin (Europe), Miami (USA), Dubai (UAE, in partnership with OIC), Egypt and Hong Kong (China) as well as regional offices in mainland China, Singapore, the Dominican Republic, Bolivia, Panama, Guatemala and Ecuador.

**The role**

Responsible for the profitable growth of the specific customer segment working across both direct & intermediated distribution to deliver against AOP. The role will matrix into the equivalent UK Head of Segment role to leverage learnings, best practice and developments from the UK market modifying where necessary to ensure appropriate to Africa.

Responsible for defining and delivering the sales strategy/distribution strategy identifying appropriate growth initiatives to deliver against the segment ambitions locally. Proactive sales leadership and management driving & developing the necessary sales capability to successfully deliver against plan. Working with supporting functions specific to segment to ensure our pricing, proposition & marketing enable planned results.

**You’ll help us make health happen by**
- Contributory owner of segment P&L locally with ultimate responsibility residing with The Head of Africa ownership for all segment business written by the necessary sales team, contributing to the definition & execution of growth strategy
- Accountable for the delivery of annual plan for the respective segment in partnership with BDMs. Responsible for owning the sales plan for the segment and ensuring improvements to conversion of the pipeline
- Sales leadership of Africa segment team (NB & renewals) ensuring necessary activities, learning interventions & support to enable a successful sales team
- Contributes to a sales led approach to product, proposition & pricing for Africa (key interface into supporting functions)
- Sales owner working in collaboration with marketing owner to drive/inform marketing activity & campaign management for segment
- Contribute to the identification of & delivery of initiatives to optimise portfolio performance including loss ratio of segment delivering or exceeding growth requirements
- Relationship and client management for key connections across segment (Distributor & Client)
- Overall responsibility for managing the broker portfolio in collaboration with the Business Development Managers, driving effective relationship management and ensuring appropriate broker support & training from a segment perspective to deliver necessary growth from the portfolio
- Segment managers collectively responsible for ensuring that brokers comply with our necessary legal & regulatory requirements working with the central Control Hub & Oversight and Risk teams that support Bupa Global across all regions (including but not restricted to contracting with new brokers, brokers TOBA, sales registers and keeping the brokers FRA license up to date)
- Pro-actively seek out new business and renewal opportunities in collaboration with the Business Development Managers through effective Pipeline management and existing customer contact strategies to ensure ongoing growth of segment in a targeted way to deliver profitable business to ensure business targets are achieved
- Develop the skills and capabilities of those involved in Sales through coaching the team to ensure capability is optimised ensuring sales quality & efficient service delivered by our teams
- Ensure that all sales activities are completed in a compliant way, ensuring that the relevant governing bodies’ protocols are fulfilled

**Key Skills / Qualifications needed for this role**
- Sales background in the global health insurance market, or relevant transferable skills and knowledge from other financial services industries such as Life Insurance, Retail, Commercial or Investment Banking and Wealth Management.
- Previous experience in a service industry of handling large, blue chip accounts and selling at Senior/Board Level.
- Previous experience in the Africa markets - market specific sales behaviours
- Leadership experience - has led sales teams through change and/or growth.
- Business/commercial acumen on pricing/contract issues.
- Strong negotiation skills.
- Skill and ability to adopt a “consultative” approach to effect problem solving and to explore options which ensure potential within a client account is maximised for the benefit of Bupa Global
- Fluent understanding of risk and pricing strategy
- Excellent interpersonal, communication and influencing skills

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