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South Africa

Head of Corporate Business Development

Company 10X Investments (Pty) Ltd
Reference # T0005
Published 10/02/2020
Contract Type Permanent
Location Sandton, Gauteng, South Africa
Introduction
10X is disrupting the investment industry to help ordinary people like your mother, grandfather or friend, get dramatically better value for their long-term savings and lead more dignified lives in retirement. The investment industry is largely self-serving, complex and expensive and produces poor value for most people – just ask anyone who has saved their whole life in a RA or pension fund or tried to understand how to invest at retirement.

10X is challenging this unjust industry by providing a simple, direct low fee investment solution. We’re on a mission to build a customer-centric tech-enabled company - think Amazon not CNA. We’ve got an outstanding eleven-year track record delivering industry-beating returns at lower costs with operational excellence and exceptional client retention. But we’ve only just started. We need great people to help us achieve our dreams. Sure, it’s a big challenge but what’s the point spending your life doing easy, unimportant, me too things?

If you are a passionate, determined, smart, self-starting, ambitious independent thinker that wants to make a positive difference to people’s long-term financial well-being, then we would love to hear from you.
Job Functions Sales
Industries Financial Services
Specification
Key accountabilities and responsibilities in this role include, but are not limited to:
•Network and cold call to generate new leads.
•Research and segment market needs.
•Develop, maintain and report on a systematic sales pipeline,
•Continuous follow-up to maintain contact and relationships with prospects,
•Develop prospect profiles including who the key decision-makers are , their personality type, individual pain points, what the like about 10X etc. in order to nurture and sell to each individual effectively
•Present quotations and participate in pitch presentations.
•Help compile tender documents and pitch presentations.
•Maintain CRM system including prospect contact details and detailed meeting notes.
•Co-ordinate and co-operate with Consulting, Marketing and Retail Sales teams.
•Assist with ideas and audiences for marketing events.
•Recruit and manage business development resources.
•Focus primarily on direct sales channel but help promote business through 10X joint ventures as well as selective brokers.
•Provide input into marketing plans, activities, communications and materials.

Achieving Sales Target
•Develop annual sales plan by channel including large corporate, SMEs, brokers and JV, as well as by product such as investment only.
•Develop quarterly key account Objectives and Key Results and report back on progress and impact.
•Develop and manage sales pipeline spreadsheets with systematic follow-up and lead generation. Estimate and update probabilities of conversion.
•Build ongoing relationships with prospects to understand needs and remain top-of-mind.
•Evaluate reasons for every sales success or failure and use these to improve future processes and performance.

Management and Teamwork
•Manage, motivate and co-ordinate business development resources.
•Work closely and co-cooperatively with Consultants, in particular to ensure seamless transfer to Application and Take-on processes.
•Ensure strong lines of communication with other internal teams such as Marketing and Admin.
•Run weekly Sales meetings and prepare sales plans and reports for Exco and the Board etc.

Efficient process and profitability
•Understand 10X products and relevant administrative and consulting processes.
•Comply with minimum pricing and profitability criteria for quotations.
•Comply with minimum take-on turnaround times agreed with the Administration teams.
•Comply with take-on process including orderly setting of effective dates, signing of termination letters and helping communicate with the new client in the early stages of take-on.
•Manage the prospect’s expectations skilfully to comply with all of the above.
•Ensure CRM system is complete and up-to-date at all times, including contact details and meeting notes
•Ensure all advice regulatory requirement are met
•Continuously improve sales materials like pitch slides and tender document wording in central directory library

Marketing support
•Research market segments (eligible targets, size, needs).
•Help maintain competitor database.
•Input into new product development based on the above.
Requirements
Qualification and Experience:
•Matric (tertiary qualification would be advantageous)
•Significant new business development experience and track record in relevant financial industry. A network of relevant leads and contacts would be highly advantageous.
•Good understanding of retirement products, industry and regulations.
•Excellent powers of persuasion and selling skills.
•Knowledge of Microsoft Office suite, particularly Microsoft Powerpoint, Excel and Word.
•RE5 certification under FAIS

Personal attributes will be highly advantageous:
•Excellent verbal and written communication skills (essential)
•Professionalism, presence and maturity to deal competently with senior levels of management in companies (CEOs, CFOs and HR heads) as well as Trustees (essential)
•Humility to deal with lay people on Boards of Trustees and in unions
•Self-starter, disciplined and pro-active
•Tenacity to follow up prospects even after apparent initial failure.
•Team player, open and transparent communicator
•Dynamic, creative and able to come up with innovative ideas
•Reasonable numerical ability and attention to detail where it counts.

Aligned with 10X’s core purpose and vision: We are a purpose driven organisation that puts our clients first, not just in our mission statement but in practice. Our culture reflects this. If client first resonates with you, if it is something you constantly strive for, then you will find it easy to become part of our organisation and team.

Values & respect: 10X operates with mutual respect and dignity. Whist we want super-star contributions and attitude we do not tolerate or promote super-star behaviour. Be authentic and genuine. We do what we say, we say what we do and provide full transparency to our clients and colleagues. We are a down-to-earth and well-grounded bunch and are secure in our abilities which is evident in our work and track-record.

Collaboration: Team work is critical as it brings the best out in us and helps us stretch and grow as peers, nurture and retain our talent and innovate for our clients. Collaboration is one up from team work, here we work together towards a common goal: “to create dignity during retirement” for our clients. It means setting aside our egos and opinion and allow space for the diversity of opinions, ideas and suggestions of colleagues.
Humble: At 10X, we care more about great teams than individual stars. Great teams get more done, in less time with less politics. Humble people care more for team than themselves and are quietly confident in themselves.

Leadership in all we do: We are focused on creating dignity during retirement. An audacious goal. It requires courageous leadership of self, peers and teams. Without direction we will drift, and our teams will drift. We move ahead by boldly leading, respectfully challenging, setting the example for our industry, our peers and our teams.

There are cash and non-cash components to our employee value proposition:
1.We offer market-related salaries, based on industry intelligence & research
2.Short-term incentive via annual performance bonuses linked to agreed Key Performance Indicators. The intention is to reward high-performance contributions with attractive annual bonuses.
3.Group life, disability and funeral cover
4.Retirement cover (Provident Fund) with zero administration fees
5.Other non-cash benefits such as Annual Leave, Paternity Leave, Study Leave, Birthday Leave and Family Responsibility leave
6.Service awards
Job Closing Date 17/02/2020
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Last Updated: 10 days ago [20.02.01.00]
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