Concept Selling approach to Emerging Affluent/ Affluent customer segment by providing technical support and make appropriate recommendations to suit customers needs during joint sales appointment together with Personal Financial Advisor (PFAs).
To support the Insurance and Takaful Bancassurance (Banca) business of Maybank Emerging Affluent Banking, CFS, to deliver Top line & PBT of Protection and Wealth Creation domains through sales activities with Branch, PFAs and campaigns.
Provide training, coaching, mentoring and other pre- and post-sales support needed by the Personal Financial Advisor (PFAs) stationed at MBB Branches.
Establish client relationship treat information received from the client as highly confidentiality
Identify financial goal and KYC Conduct joint sales appointment with PFAs.
Seek/ demand proper briefing on customers background from PFAs and formally introduced to the customers (training and coach where necessary/ required). Establish customers needs for related advise, products and services based on background and conversation with customers
Analyze and evaluate client's financial objective, Focus on insurance (protection)/ financial goal/ client needs from the perspective of : Wealth Protection, Wealth Maintenance, Wealth Accumulation, Wealth Enhancement, Wealth Distribution, Wealth Diversification
Evaluate the client's financial situation in relation to his/ her objectives
Develop appointment calendar at least two weeks in advance/ book building
Explore relevant options/ alternatives to meet the client's insurance/ financial objectives and do the sales closure.
Lead and manage the Emerging Affluent and Affluent related sales activities.
Execute and drive sales/ marketing activities at ground level/ Zone. Represent Banca Etiqa to communicate and liaise with PFAs, BM, ABM, etc
One-to-one coaching/ review with each PFAs under management
Advocate concept selling approach and ensure PFAs follow the steps prescribed. Continuous review and suggest/ provide appropriate opportunities for learning/ improvement.
Motivate and guide PFAs who provide right solutions to right customers.
Job Requirement
Min Degree or equivalent in Sales/Marketing/Business Admin/Management
Minimum Insurance sales experience of 3 years. Proven sales track record in previous Insurance companies or banks.
Good command of both written & spoken English and Bahasa. Competent knowledge of Insurance concept, principles & terminology.
Excellent communication skills, teamwork, general business understanding, analytical thinking, marketing and selling skills. Interpersonal and social skills in building long lasting relationships. Leading, tracking and coaching skills.
