POSITION OVERVIEW

Office and staff management. Provision of leadership and support to Regional Manager. Contribute to business growth objectives of PSC Insurance Brokers by development of new business and retention of existing business.

BEHAVIOURAL COMPETENCIES - BROKING OPERATIONS MANAGER

Sales Ability

Developing and utilising suitable communication styles and techniques to gain acceptance of an idea, plan, activity, service or product from prospects and clients; demonstrating knowledge of the sales process.

Negotiation

Effectively exploring alternatives and positions to reach outcomes that gain all parties’ support and acceptance. Presenting rational arguments, drawing on reason and logic in making a case; demonstrating that a course of action is of mutual benefit; focuses on the problem rather than the person in a negotiation.

Client Relationship Management

Identifying potential for and developing new client relationships; proactively identifying client requirements; undertaking actions which meet and/or exceed client expectations; using communication styles and methods to ensure understanding and enduring client satisfaction.

Communicating Ideas and Information

Clearly expressing ideas both on a one-to-one basis and in group situations (including non-verbal communication); expressing ideas effectively in written format that contain correct and appropriate syntax, grammar, language and terminology; adjusting language to suit the requirements of the recipients.

Performance Development

Developing and employing appropriate communication techniques to motivate and guide team reports to action; Identifying and providing opportunities to improve the capabilities of team members; providing feedback, guidance and training to help them reach goals whilst maintaining their self-esteem; providing transparent performance evaluation relative to expected standards; smoothing the progress of improvement strategies; delegating authority and responsibility including opportunities to make and learn from mistakes in a non-critical setting.

Teamwork/Team Membership

Demonstrating the ability to work effectively in a team/work group or those outside the formal line of authority (e.g. peers, senior managers), not as a team leader but as a valued member who assists in building morale and makes extra effort to help the team reach organisational goals; taking actions that respect the needs and contributions of others; contributing to, accepting and promoting the consensus; subordinating own objectives to the objectives of the organisation or team.

Building Business Relationships

Using interpersonal communication styles and methods to maximise partnerships with business associates (e.g. clients, suppliers, agents as well as other staff) to meet mutual business aims and objectives.

Quality Orientation/Thoroughness

Showing concern for completeness and accuracy around tasks, information and project management. Accomplishing tasks with concern for all areas involved, no matter how small; maintaining watchfulness over a period of time. Discovering weaknesses or missing data and acting to correct. Keeping track of many details without forgetting items.

Team Development

Using appropriate communication styles and techniques to develop esprit de corps and intra-team co-operation; managing disputes and conflict to the best possible solution; demonstrating awareness of the needs and the contributions of team members.

Operational Decision Making

Collecting, relating and comparing information on operational effectiveness from various sources; establishing goals and objectives that reflect organisational aims and values, including an emphasis on continuous improvement; securing relevant information and identifying key issues, relationship, and cause/effect from a base of information; committing to an action after developing alternatives based on logical assumptions and factual information and that considers organisational resources, constraints and values.

Key Qualifications

• Diploma of Financial Services (Insurance Broking) – Completed or Working Towards

• Qualifications as determined by RG 146 requirements from time to time in order to provide advice to the public and comply with any financial services legislation and regulation enacted by the Commonwealth of Australia or the States

• Equivalent corporate experience

Technical Skills

• Technical Insurance/Broking skills in accordance with RG 146 competencies including:

- Insurance products

- Legislative obligations

- Claims processes and claims broking

• Literacy in technology and systems in current use in the Insurance industry

• Invoicing and credit control procedures

• Compliance

Collecting, Organising and Analysing Information

Making sense of information by organising it; gathering information, identifying issues and associated relationships from an information base’ relating and comparing facts, figures and data from varying sources; identifying cause and effect; thinking through the consequences of different courses of action.

Behavioural Competencies – Business Owner

As per Broking Operations Manager plus competencies listed below.

Strategic Leadership

Demonstrating the ability to take the longer-term organisational goals into consideration; creating a vision and implementing action to achieve it through influence on organisational values, individual and group goal, objectives and systems.

Strategic Planning

Identifying and gathering information in relation to key issues and success factors relevant to achieving business plans; relating and comparing information from varying sources; identifying cause and effect relationships in relation to achieving business plans; developing broad scale objectives; establish and undertaking an action plan based on logical assumptions and factual information, considering the organisations’ s resources, constraints, and values; allocating available resources such as people, equipment and technology , materials and finances; defining goals and contingencies.

Business Retention

• Management of a portfolio of business, with a particular emphasis on profitable growth

• Contribute to business retention activities. This includes:

Maintaining Client Relationships

• Acting as a professional broker ensuring client and company needs are protected at all times

• Providing professional advice to clients in all matters affecting their Insurance program needs

• Presenting recommendations and options to clients; reaching agreement and receiving instructions on their implementation

• Keeping clients fully briefed throughout the year on market trends and how they may be affected

• Maintaining regular personal and telephone contact with clients throughout the year

• Visiting clients on an “as needs” basis

• Establishing and maintaining effective working relationships with the Insured and other individuals working within the Insurance market

Policy Renewal

• Gathering underwriting information from clients

• Obtaining renewal instructions from clients

• Negotiating terms with underwriters

• Preparing renewal documents ensuring finalisation of new policies within timeframes and attaching applicable specifications to the proposal to form part of the document

• Ensuring that the issue of policy renewal documents, invoices and collection of premiums are effected in accordance with agreed objectives

• Effectively plan renewal activity with other staff

Claims

• Act on behalf of the client in the settlement of claims, in their best interests at all times

• Ensure timely and, wherever possible, favourable settlement of claims

Business Development

• Building Business Relationships

• Development of a portfolio of business, with a particular emphasis on profitable growth, providing professional standards and consistency of advice

• Identification and development of new business prospects by cross-marketing

• Development of new business submissions as and when required

• Development of new pricing strategies as and when required

• Contribute to new business activities. This includes:

• Acting as a professional broker ensuring client and company needs are protected at all times

• Providing professional advice to clients in all matters affecting their Insurance program needs

• Presenting recommendations and options to clients; reaching agreement and receiving instructions on their implementation

• Implementing sales plans by contacting defined prospective clients

• Attending to enquiries from potential clients

• Following up referred leads

• Conducting personal visits and contact by telephone prospective clients

• Gathering underwriting information from clients

• Obtaining letter of appointment or of authority from clients

• Preparing quote slips for presentation to insurers

• Preparing reports, recommendations and quotations for clients

• Obtaining orders and letters of appointment from clients

• Preparing proposal forms and obtaining signature from clients

• Collecting premiums from new clients

Education/ Compliance

• Undertake Professional Development activities as outlined in training plan

• Undertake appropriate activities to maintain RG 146 compliance

• Ensure all activities are carried out in compliance with relevant Acts, legal requirements and ethical standards

• Maintain a sound knowledge of clients’ industries, businesses and risks

Team Management

• Manage the work effort of the team to achieve agreed objectives for business development and retention

• Acquire and maintain an appropriate level of leadership skills in order to lead and motivate the team to achieve their personal potential, and enhance their career advancement prospects. This includes, where appropriate:

• Conducting Performance Appraisals of all staff within the Company’s guidelines and procedures

• Conducting or investigating training requirements and programmes

• Preparing individual team members for higher duties

• Contribute to the development and implementation of business plans and strategies for the division, including monitoring of results

• Contribute to the development and implementation of marketing plans and activities for the division, including monitoring of results

• Ensure day to day activities are carried out in accordance with the Company’s guidelines and procedures

• Prepare Financial Reports as and when required

• Develop and promote the company as a credible and professional financial services intermediary

Teamwork

• Work effectively with team/work group or those outside the formal line of authority (e.g. peers, senior managers) to accomplish organisational goals

• Develop with colleagues and insurers, recommendations and options to adequately and cost-effectively meet clients’ insurance needs

• Keep management and others informed appropriately and as required about work status

• Contribute to and monitor as required the development of client revenue budgets

• Monitor and develop the skills of junior staff wherever possible

• Take actions that respect the needs and contributions of others

• Contribute to, accept and assist in the implementation of the organisation's vision and values

Office Management

• Ensure business plans are created, implemented and reviewed

• Ensure compliance with State and Federal legislation

PSC INSURANCE SERVICES PTY LTD

Company Overview