Territory Sales Head

About FWD Group

FWD Group (1828.HK) is a pan-Asian life and health insurance business that serves approximately 40 million customers across 10 markets, including BRI Life in Indonesia. FWD’s customer-led and tech-enabled approach aims to deliver innovative propositions, easy-to-understand products and a simpler insurance experience. Established in 2013, the company operates in some of the fastest-growing insurance markets in the world with a vision of changing the way people feel about insurance. FWD Group is listed on the main board of the Hong Kong Stock Exchange under the stock code 1828.

For more information, please visit www.fwd.com

About FWD Life Philippines 

FWD Life Insurance Corporation (FWD Life Philippines) launched its commercial operations in September 2014. As of end-2022, FWD Life Philippines ranks 3rd and 6th in terms of Paid-up Capital(1) and New Business Annual Premium Equivalent(2), respectively.

For more information, please visit fwd.com.ph. 

1 www.insurance.gov.ph > Statistics > Life > 2022 > Based on Paid-Up Capital

2 www.insurance.gov.ph > Statistics > Life > 2022 > Based on New Business Annual Premium Equivalent

The Territory Sales Head (TSH) is the company’s senior sales representative in his assigned territory. The TSH acts as the alter ego of the Sales Head (SH), and when required, the National Sales Head (NSH) and the Chief Agency Officer (CAO). The TSH is responsible for the achievement of all APE, Manpower, Recruitment, Activation, Productivity, Leader Development and all other sales quality targets. The TSH collaborates closely with the sales teams and works with the agency leaders & planners, using coaching and influencing skills, training and demonstrating strong leadership. This role involves developing strategic sales plans and implementation of agency transformation initiatives that will impact agency growth and expansion in the specific territory assignment.

PERFORMANCE MANAGEMENT

• Efficiently manage all relevant Agency KPIs to ensure consistent and sustained growth of the assigned territory and consequently of the entire Company.
• Monitor, track and drive performance to achieve agreed sales targets at all levels in the territory.
• Conduct regular 1on1 coaching sessions with senior leaders in the territory and monthly business reviews with all agency leaders per branch to ensure performance

STRATEGIC PLANNING & EXECUTION

• Support the Agency Transformation Project to achieve sales breakthroughs impacting Agency growth and expansion in the areas of Recruitment, Activation, Productivity and Leader Development. Develop and implement strategic intervention action plans based on performance tracking and data analysis.
• Manage the application and selection process inorganic recruitment and accordingly endorse to Metro Manila Sales Head for further review and collectively present the final recommendation to the National Sales Head.
• Maintain detailed knowledge of current market conditions both locally and nationally.

COLLABORATION & SALES TEAM MANAGEMENT

• Develop and maintain excellent working relationship with assigned territory’s Leaders and Planners.
• Ensure agency teams are advised of and follow all relevant policies and operating procedures to ensure functional effectiveness of the business and compliance with regulations and company procedures.
• Work closely with Head Office Agency support teams to ensure that good communications take place between the support teams and the salesforce. Close collaboration with National Champions for creation of intervention programs to address sales performance gaps and continuous improvement of territory performance. Close working relationship with functional heads (i.e. Marketing, Life Operations) to ensure service delivery.
• Ensure that Metro Manila/Provincial Sales Head, National Sales Head and Chief Agency Officer and other members of the Head Office teams are kept updated of all developments and issues.

JOB REQUIREMENTS:

Education & Certification:

• College graduate with at least 5 years of sales and management experience in life insurance and/or financial services industry

Experience:

• Proven experience as a Sales Head or similar leadership role with a track record of achieving and exceeding sales targets;
• Thorough understanding of the responsibilities of Agency field force management and the entire organization;
• Strong understanding of sales performance metrics, forecasting and market analysis;
• Highly developed organization and planning skills;
• In depth knowledge of sales practices and techniques, government regulations and codes related to life insurance industry;
• Detailed knowledge and understanding of life insurance industry developments in Philippines

Privacy Notice

Your privacy is a priority for FWD.  The Company keeps your personal information with us in confidence. To know more about how we process your information, kindly refer to our FWD Recruitment Privacy Notice.

FWD has partnered with Talocity Instasolutions Private Limited (“Talocity”) to manage the initial filtering of candidate’s profiles through video interviews, social profile mapping, and video analytics using artificial intelligence engine that is offered within the Talocity platform.  The platform evaluates the candidate on the five well-known dimensions as per OCEAN Personality Model that influence occupational success and help understand workplace behavior. For more information, please refer to Talocity Privacy Policy.

When you apply, FWD will share your name, phone number and email address to Talocity to contact you and conduct the initial screening and profiling process.  Shortlisted candidates will then be contacted by FWD for the face-to-face interview.