Distribution Manager Spain - Global Markets
AXA Bank
MADRID, COMMUNITY OF MADRID, SPAIN
hace 1 día

POSITION SUMMARY

The main purpose of the role of Distribution Manager is to support overall sales delivery with existing Business Partners, in accordance with the strategy defined by the Spanish Global Market team.

The role is responsible for the definition and implementation of sales drivers - including the development of our Business Partner’s sales network and the promotion of our Sales & Marketing value proposition to our partners.

DIMENSIONS OF ROLE

The Distribution Manager will be responsible for the following :

  • Developing, implementing and expanding acquisition sales programs using profitable distribution methods in close cooperation with local sales team.
  • This includes designing and managing the end-to-end distribution campaigns (for all channels : Digital, PoS, call-center) which requires internal support / communication from / to Sales, Legal, Operations (Customer service) and marketing teams.
  • KEY RESPONSIBILITIES

    Functional Area 1 : Distribution strategy

  • Working closely with local sales team / country manager and central Distribution / Omni channel teamo define the appropriate local distribution strategy and related action plan Assess market evolution in terms of distribution (end-customer behaviour, regulatory changes, competition ) Define partners needs in terms of distribution and define related action plan taking into account local commercial priorities Develop local distribution value proposition
  • Functional Area 2 : Multichannel & telemarketing campaigns

    We work in 2 different ways regarding Telemarketing support. We can manage 100% of the programs or working as consultant to support our partners.

    In consultant mode we give our support to create and implement campaigns. We can also do some audit for current programs to improve results.

    Examples of audit actions :

  • Analysis of customer base (scoring of propensity to buy)
  • Review of agent selection and training
  • Review of agent script
  • Launch of agent incentives programs
  • Full management of campaigns :

  • Selecting group compliant service providers (i.e. Telemarketing companies) ensuring their integration to local environment, defining targets and and developing business case for internal approval.
  • Work in partnership with the Sales teams to design and develop client specific sales activities using Telemarketing and other relevant channels like eDM, SMS, drive2webb, etc,
  • Proactively report TM sales during the campaigns, including status on delivery of the agreed KPIs and activities (training, co-listening, onsite visits, etc)

  • Provide input to Sales & Finance for budgeting and expense reporting purposes
  • Functional Area 3 : Training & sales incentives

  • Working in conjunction with our Sales teams to identify Business Partners where we can support existing sales efforts with training and sales incentives programs
  • Be embarked in customer journey design (for the insurance distribution part), to ensure accurate training (post-implementation)
  • Define and outline training and sales incentives programs within agreed compliance standards and in conjunction with the Business Partner and define target outputs
  • Identify and secure the appropriate promotional materials required to support each individual incentive campaign
  • Develop training activities (notably through E-learning) and resources to meet agreed Business Partner needs and increase sales.
  • Contents creation, management and roll out of the E-learning platform Evaluate the effectiveness of conducted training and make recommendations for further development activity to meet sales target.

    Tracking and establishment of KPIs to analyse the impacts of trainings in the business

  • Help to calculate the return on investment of sales incentives and draw conclusion on overall efficiency.
  • Effectively manage internal / external relationships with key contacts to meet sales targets.
  • Qualifications

    SKILLS AND EXPERIENCE

  • Bachelor degree in Marketing, Business or other relevant area (Distribution)
  • Minimum requirement 3 years’ experience and a proven track record of driving sales of financial / insurance products through a reseller channel, i.
  • e having worked at a retail bank with experience in educating, informing, communicating, incentivizing the resellers (i.e the bank branches) in why and how to sell the products.

  • Strong capacity of conviction and ability to negotiate with major customers, partners
  • Business skills and B2B2C orientation
  • Good analytical mind, attentive to work organization, autonomy, ability to manage tight deadlines
  • Good oral and written skill in languages applicable to your territory as well as English
  • Good PC’s skills (PowerPoint / Word / Excel)
  • Digital skills
  • Excellent presentation and communication skills
  • Be available to travel as required to client locations either in country or internationally
  • Other languages like English, French or Portuguese compared to our target business
  • About AXA

    AXA Group is the world leader in insurance and asset management. We protect and advise our clients at every step in their lives, by offering products and services which satisfy their needs in the areas of insurance, personal protection, saving and asset management.

    AXA is the leading insurance brand worldwide, with over 100 million clients. We are transforming from payer to partner for our client, with a strong focus on risk prevention.

    Our mission : Empower people to live a better life.

    Our values : Customer First, Courage, Integrity and One AXA.

    AXA Partners is an AXA transversal business unit offering a wide range of solutions in assistance services, travel insurance and credit protection.

    AXA Partners’ role is also to implement innovative solutions emerging from the AXA Innovation unit.

    Combining passion with advanced expertise, we design and deliver worldwide solutions for partners and communities. We protect what matters, when it matters.

    What We Offer

    By joining AXA Partners, you will work in a responsible company, which offers a real culture of expertise & diversity. Our focus is on accelerating the development of everyone’s skills, whilst offering attractive and competitive compensation and opportunities for professional development and growth.

    Additionally, at AXA, we work to make a real difference to people - when amazing things happen and when we create opportunities for a better life, the feeling of pride is extraordinary.

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