Description:
Performance Measurement & Reporting
- Create, prepare (with regular frequency) & on occasion help deliver sales tracking & reporting dashboards required by Business Development Leadership team
- Analyze & report on GRS sales, terminations, retentions, at risk, and client profitability trends
- Maintain client segmentation data for use in Planalytics and other client management needs
- Analyze and support prospect pursuit program and key advisor strategy.
- Help develop, analyse, maintain, manage the Sales & CRE compensation programs (SIP)
- Assist with financial analysis, assessment & forecasting of commission, Partner Bonus (or similar) Advisor compensation programs
- Manage external benchmark reporting (e.g., Fraser, LIMRA)
Planning & budgeting:
- Support the BD planning process ensuring alignment of initiatives and deliverables
- Help prepare annual Business Development business plan & budget, including sales targets & client financial targets
- Provide financial analysis to support strategic planning, business cases & ad hoc requests
- Help manage Business Development area budget (including FTE)
What do you need to succeed?
- Conducts strategic analyses (strengths, weaknesses, opportunities, threats) and identifies opportunities to advance business unit/functional area business strategies
- Recommends ways to adapt current approaches to take advantage of new opportunities
- Consistently pushes for innovation
- Anticipates likely obstacles to achieving objectives and identifies ways to overcome them
- Identifies and simplifies complex processes
- Uses measurement as a valuable management tool
- Identifies and critically examines the accuracy of underlying assumptions
- Makes good decisions based upon a mixture of analysis, wisdom, experience, and judgment
Experience & Skills
- Bachelor’s degree
- Strong data manipulation skills with the ability to take large data sets and convert to relevant insights that will help drive decisions
- Good business acumen with solid understanding of financial services industry (ideally GRS), sales practices, client management & client expectations
- Strong financial knowledge of revenue & expense flows & drivers
- Strong financial diagnostic, projection, modeling, analysis & reporting skills
- Planning and/or budgeting experience
- Strong communication (written, verbal) skills
- Willing to occasionally work with senior management (VP, AVP, RVPs, GRSMT)
- Ability to work independently, with a strong achievement motivation
- Strong prioritization, problem solving/decision making skills