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Job Description
The Senior Manager – SME Sales (New Business) will develop & grow the regional business by retention of existing business and development of new business in accordance with the Retail Sales strategy to achieve the overall Bupa Arabia AOP by leading, managing, and developing the sales across multiple functions and teams to achieve the Retail Sales team’s regional objectives, financial targets, and gain maximum market share.
Meeting Sales Financial Goals & Managing Profitability
- Manage regional objectives by forecasting, scheduling, analyzing & initiating new sales initiatives according to the given KPI’s.
- Develop a business plan and sales strategy for the market that ensures attainment of company sales goals and profitability.
- Ensure the sales staff achieve or exceed their targets.
- Initiate and coordinate development of action plans to enter new market segments.
- Support the team in attaining premium collection in accordance to BUPA Arabia credit control policy.
People development and coaching
- Prepare monthly action plans by individuals as well as by team for effective sales leads approach and prospects
- Give strategic direction to the Sales team during team management meetings so as to help them achieve the sales plan
- Conduct periodic sales reviews with Team leaders/Branch Executives/Field agents to help the sales team to align themselves with the targets and the actual performance.
- Define training and development needs for team members for enhanced performance.
- Conduct regular training, coaching and counselling with team leaders/branch executives/filed sales agents to build motivation and selling skills
- Assist sales team in preparation of proposals and presentations
- Delegate authority and responsibility with accountability and follow-up
- Ensure that all Team Leaders exhibit strong work ethics that help the team perform as per BUPA values.
Sales Performance Management
- Maintain accurate records of all pricings, sales, and activity reports submitted by sales team
- Ensure that the retail staff performs to the acceptable levels of performance by motivating, coaching & engaging them on a regular basis..
- Ensure the targets are managed by maintaining a steady sales pipeline.
- Adhere to all SAMA, CCHI, government, company policies, procedures and business ethics codes and values and ensure that they are communicated and implemented within the team
Capacity and productivity management
- Manage and lead the territory sales teams to achieve AOP sales targets within the agreed performance management process
- Ensure effective cost management of the regional budget including, training, travel, incentives and capital expenditures.
- Maintain the minimum required level of staff retention by accomplishing the regional human resources objectives
- Screening, interviewing & approving recruitment of TL/ Sales Agents based on agreed criteria & qualifications
- Maintain accurate records of all sales, and activity reports, conduct periodic team sales meetings
Relationship management with clients
- Set and control action plans for the region by identifying market updates, sales force improvements & recommend implementing of changes
- Work closely with other functions of the company to help resolve customer issues as per Bupa standards.
Skills
Education
- BS Degree or equivalent and adequate level of management training
Years of Experience
- 10 years of sales experience with proven leadership and ability to drive sales teams
Skills Required (Technical/Managerial)
- 5 years Sales management with established strong understanding of customer and market dynamics and requirements
Job Details
Preferred Candidate
Bupa Arabia
Bupa Arabia is a healthcare insurance company based in the Kingdom of Saudi Arabia. We are an associate business of Bupa Group, which is a global healthcare company with an international reach that extends across multiple business operations, practices, and resources.
Founded in October 1997, Bupa Arabia was initially established through a partnership between Bupa Global International and Nazer Group, with the key focus to provide health insurance services with high quality and competitive prices, while ensuring a distinctive experience for customers. Bupa Arabia has since evolved into a fully Saudi-owned and operated company. Our transformation from a joint venture into a publicly traded company on the Saudi Stock Exchange occurred in 2008, as we made 40% of our shares available to the public during our Initial Public Offering (IPO).
As a subsidiary of the global Bupa Group, we draw upon international expertise while maintaining a profound understanding of local healthcare requirements and regulations. This allows us to offer comprehensive healthcare insurance solutions tailored to the unique needs of the Saudi Arabian market.
Bupa Arabia prides itself on its commitment to the wellbeing and development of its employees, providing them with the same standard of care, support, and professionalism that it expects to be delivered to its customers.
Our core values shape every aspect of our work and culture:
Commit – Own it with accountability and urgency.
Collaborate – Win together through cross-functional synergy.
Care – Put people first, both employees and customers.
