Jobs at Stanbic IBTC

Purpose of Job      
To coordinate and oversee the marketing strategy in all the assigned States within the region focusing on both the private & public sector. Identifying other business opportunities within the region including Approved Existing Scheme and Retiree Benefit Administration. Ensuring performance benchmarks for growth and profitability are met…

Key Accountabilities/KRA
• Achieve assigned RSA target in the Region
• Ensure adequate coverage of all LGAs in the Region
• Ensure that Sales Executives follow through on leads generated
• Achieve maximum conversion of sales leads generated.
• Ensure Sales Executives are effectively coordinated to deliver on targets
• Identify other business opportunities within the region
• Maintaining database of relevant stakeholders in the region particularly State Government functionaries.
• Ensure all States within the region have adequate supply of marketing materials – forms, fliers, stickers etc
• Responsible for coaching Sales Executives and agents within the region
• Responsible for appraising Sales Executives in the region.
• Ensure Sales teams (including agents) have timely information on changes within the industry and SIPML to avoid mis-selling.
• Adherence to code of ethics and all other related guidelines by the sales team
• Market feedback and Competition Watch
• Innovative ideas/solutions based on industry/market realities and experience

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Purpose of the Job
The State Executive (SE) is responsible for business development within the state and for executing marketing strategy developed in conjunction with Regional Managers on a day to day basis. The SE is to deliver service to clients, for client acquisition and retention, relationship management, presence across the state and for competition watch.  The primary focus of SEs and SRs is the public sector market due to the minimal private sector opportunity in states outside the 3 commercial nerves – centers of the country (i.e. Lagos, Abuja and PH).

Key Responsibilities/Key Result Areas:
The SE has responsibilities to the following key stakeholder groups:
The Company:
• Initiating new business prospect by:
1. Sending proposals to prospective organizations.
2. Following up with organizations to establish date for presentation.
3. Making presentation to prospective clients.
4. Signing up prospective RSA clients.

• Ensure that Company policy and guidelines are strictly adhered to.
• Marketing of the ‘Approved Scheme’ to organizations.
• Ensure that all Pencom guidelines and regulations are adhered to prevent the company from sanctions or reprimand.
• Ensure dissemination of  relevant communication to BD staff within the state
• Provide feedback to assist in strategic decision making.
• Ensure implementation of marketing strategy within the state
Regional Manager/Supervisor:
• Reporting to line Manager by sending in:
1. Weekly report.
2. Variance report.
3. Preparing Call Memos.
• Provide continuous marketing feedback
• Provides competition watch feedback
• Performance review in conjunction with Regional Manager/Supervisor
Regional Office:
• Provide  continuous feedback on client requests/complaints
• Transport and telephone allowance retirement
• Collation and forwarding of contribution schedules
State Employees:
• Handles new Admin Officers and Agents orientation
• Oversees activities of Admin officers and micro managers
• Supervising, training and agency co-ordination
Clients:
• Contribution Schedule generation
• Marketing Presentations
• Keeping sustainable Relationship with RSA clients by:
o Providing clients with up to date information on their RSA balance.
o Attending to clients’ enquiries, issues and complaints.

Key Performance Measures
• Achieving 50% of RSA Sales Monthly Target (as determined by Regional Managers)
• Timely submission of weekly reports- Sales & Variances
• Facilitation of Customer Forum/Interactive Session (at least 5 per quarter).
• Conduct marketing presentations on demand
• Quarterly Agency training
• 100% Compliance with PRA 2004 and Pencom guidelines and  regulations
• Zero Outstanding contribution schedules, TRSAs & No Value schedules
• Preparation of 10 marketing proposals per month.
• New lead generation (at least 10 per month)
• Customer relationship management
• Meeting Deadlines
• Agency Recruitment & Management (including retention)
• Knowledge of terrain.
• State Pensions’ relationship management & sign up

Important Relationships

Internal: State Representative, other State Executives, Administrative Officer, IPML Business Development team members, Regional Supervisor, Regional Manager, Head National Sales, Head Business Development, RSA clients, branch BDM and Staffs

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Purpose of Job
• Build and maintain strategic relationships with the top tier employers.
o Become their “trusted adviser” on Pension, Retirement & Financial matters.
• Increase mind-share in employers’ locations.
• Continuously encourage and foster new ideas and innovations.
• A robust understanding of the various employers and their relevant industries, with the aim of providing excellent, tailored services to them.
• Aggressively grow our market share in value (AUM) & numbers (RSA PINs)
• Drive comprehensive compliance to PRA2004 & PenCom regulations by all employers on our records.

KRA – Key Result Areas

• Build and maintain strategic relationships with the top tier employers.
 Develop deep rooted relationships with liaison officers, managers & union executives.
 Create/seize opportunities to network relevant contacts with SIPML Exco/Superiors with the aim of celebrating them & fostering emotional commitment to SIPML.
 Provide relevant contacts with updates on developments in pension & financial sectors.
• Increase mind-share in employers’ locations.
 Hold periodic interactive sessions.
 Regular interactions through physical visits & telecommunication channels.
 Host Pension On Wheels/Rotating Service Desks.
 Invite relevant contacts to Investment Research Educational Series.
 Nominate relevant contacts for SIPML sponsored events.
• Continuously encourage and foster new ideas and innovations.
 Provide quality feedback on current services & possible challenges
 Proffer concrete suggestions on how SIPML can improve from personal creativity/observation.
• A robust understanding of the various employers and their relevant industries, with the aim of providing excellent, tailored services to them.
 Profile & categorize accounts as significant/top/volatile/etc. for appropriate relationship approach.
 Seek to know what their business priorities are: expansions/automation.
 Be aware of global/government policies & what the ripple effects could be.
• Aggressively grow our market share in value (AUM) & numbers (RSA PINs)
 Increase in number of Voluntary Contributing Pins
 Increase in NSITF refund to SIPML clients on the accelerated mode.
 Consistent monthly remittance of pension obligations by employers.
 Prompt provision of correct contribution schedules to enable upload of pension remittances.
 Deliberate collaboration with Invalid Resolution Unit to convert TCF values to the RSA values.
 Actively pursue cost savings: convert physical statements to e-statements, interactive forum bills.
 Identify and initiate leads for SIPML sales team.
 Identify windows of opportunity for additional business for the group – cross-selling.
 Transfer window monitoring.
• Drive comprehensive compliance to PRA2004 & PenCom regulations by all employers on our records.
 Consistent follow up for outstanding/updated documents from AES fund sponsors.
 Ensure regular reminders are sent to the defaulting employers with corresponding records.

OTHERS

• Provide appropriate and timely management reports.
• Effectively communicate and follow through, with client requests to back office /support units
• Maintain an update comprehensive database for employers.
• Reduce SIPML reputation risk by professional comportment & handling of responsibilities.
• Drive/assist back office/support units to deliver on transactions within the stipulated timelines.