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Job Description
This role forms an important business and distribution link between Old Mutual Retail Mass Market (RMM), MFC Broker Distribution, Two Mountains and the independent broker market.
The Broker Consultant is responsible for developing, growing and managing a sustainable portfolio of independent brokers and advisers within the allocated market and geographical area. The role has a strong commercial and sales focus and requires the incumbent to actively identify new business opportunities, recruit and activate productive brokers, grow adviser participation and increase the penetration of Old Mutual MFC Funeral and Two Mountains products.
The successful candidate will be expected to operate as a business partner to brokers rather than simply providing sales support. This includes understanding the broker's business model, identifying growth opportunities, developing sales capability, supporting advisers, resolving operational barriers and holding regular performance discussions aimed at improving production and business quality.
The incumbent is individually accountable for achieving agreed sales, broker activation, adviser productivity, growth and business quality objectives through disciplined execution and effective management of the broker portfolio.
Key Responsibilities
Sales Growth and Business Development
- Take ownership of sales performance and new business growth within the allocated broker portfolio and geographical market.
- Identify, prospect and recruit new independent brokers and broker businesses that have the potential to produce sustainable Old Mutual MFC Funeral and Two Mountains business.
- Develop a strong pipeline of prospective brokers and convert identified opportunities into contracted, activated and productive business relationships.
- Drive increased production from existing brokers by identifying opportunities to increase adviser participation, productivity and product penetration.
- Develop practical growth plans for key brokers, including sales targets, adviser activation plans, product opportunities and agreed actions.
- Regularly analyse broker production and identify underperforming, dormant and high-potential brokers requiring intervention.
- Support brokers in converting market opportunities into sustainable new business.
- Maintain a visible presence in the broker market and continuously identify new markets, networks and distribution opportunities.
- Take accountability for achieving agreed monthly, quarterly and annual sales and production objectives.
Broker Recruitment, Onboarding and Activation
- Recruit suitable independent brokers and advisers to distribute Old Mutual MFC Funeral and Two Mountains products and services.
- Guide new brokers through the relevant onboarding and activation processes.
- Ensure newly contracted brokers understand the Old Mutual and Two Mountains value propositions, relevant products, operating processes and expectations.
- Drive broker activation following onboarding to ensure that new appointments translate into productive relationships.
- Work with broker principals to identify suitable advisers within their businesses and increase the number of active and productive advisers.
- Monitor newly activated brokers closely during the early stages of the relationship and intervene where production does not develop as expected.
- Build sustainable broker businesses rather than focusing only on broker recruitment numbers.
Broker Portfolio Management
- Manage an allocated portfolio of brokers with clear segmentation, contact strategies and growth plans.
- Conduct regular structured broker engagements and business reviews.
- Understand each broker's business model, client base, adviser footprint, sales capability and growth potential.
- Maintain accurate knowledge of broker production, adviser productivity and identified business opportunities.
- Prioritise time and resources toward brokers and opportunities capable of generating sustainable growth.
- Identify declining production trends and implement corrective actions with brokers before performance deteriorates further.
- Maintain appropriate records of broker engagements, commitments, opportunities and follow-up actions.
- Ensure that agreed actions are followed through and that brokers receive consistent, professional support.
Marketing and Market Development
- Actively market and position the Old Mutual MFC Funeral and Two Mountains propositions within the independent broker market.
- Communicate clear product and business value propositions to broker principals and advisers.
- Increase awareness, understanding and adoption of relevant products and services within the broker network.
- Identify new geographical, employer, community and broker-network opportunities that could support distribution growth.
- Support broker campaigns, sales initiatives and market-development activities designed to increase new business production.
- Represent Old Mutual and Two Mountains professionally at broker engagements, presentations and relevant market activities.
Broker Development and Sales Enablement
- Develop broker and adviser capability through structured product, sales and process support.
- Provide brokers and advisers with the knowledge required to confidently position Old Mutual MFC Funeral and Two Mountains solutions with clients.
- Assist broker principals in building stronger, more productive adviser teams.
- Identify knowledge, sales or execution gaps within broker businesses and provide appropriate support.
- Assist brokers with sales planning, opportunity identification and practical execution.
- Reinforce applicable business processes and communicate relevant product, operational, industry and legislative changes.
- Ensure brokers understand the importance of writing sustainable, good-quality business rather than focusing exclusively on sales volume.
Business Quality and Portfolio Sustainability
- Take responsibility not only for new business volumes but also for the quality and sustainability of the business generated through the assigned broker portfolio.
- Monitor available indicators of business quality and identify brokers or advisers where corrective intervention is required.
- Engage broker principals proactively where sales practices, business quality or portfolio performance require improvement.
- Promote appropriate sales practices and sustainable customer outcomes.
- Work with relevant internal stakeholders to address recurring operational, sales-quality or broker-management concerns.
- Escalate material concerns through the appropriate management and governance channels where required.
- Ensure growth is achieved responsibly and in line with applicable Old Mutual standards, processes and regulatory requirements.
Relationship Management
- Build and maintain trusted, commercially productive relationships with independent brokers, broker principals and advisers.
- Establish a strong understanding of broker needs while balancing these against Old Mutual's commercial, operational and governance requirements.
- Position yourself as a credible business partner capable of challenging, supporting and developing broker businesses.
- Maintain consistent contact with brokers and create clear expectations regarding performance, service, communication and accountability.
- Develop relationships across the broader broker network to strengthen Old Mutual's presence and identify additional opportunities.
- Manage broker concerns professionally and facilitate effective resolution with relevant internal stakeholders where necessary.
Performance Management and Reporting
- Maintain a disciplined approach to managing sales pipelines, broker activity and results.
- Track performance against agreed targets and identify gaps early.
- Prepare for broker engagements using relevant sales and portfolio information.
- Conduct structured performance discussions with brokers and agree clear improvement or growth actions.
- Provide management with appropriate feedback regarding sales opportunities, market developments, broker challenges, competitor activity and emerging risks.
- Take ownership of agreed actions and ensure that commitments are completed within the required timelines.
Personal Effectiveness
The successful candidate will be expected to:
- Demonstrate and consistently live the Old Mutual values.
- Take personal accountability for sales performance, broker growth, service delivery and quality of execution.
- Operate with a strong performance and results orientation.
- Manage time effectively across prospecting, broker development, adviser engagement, relationship management and administration.
- Demonstrate initiative and operate effectively with limited supervision.
- Prioritise high-value commercial activities and maintain disciplined follow-through.
- Collaborate effectively with internal stakeholders to remove obstacles affecting broker performance.
- Take ownership of problems and drive them toward resolution rather than simply escalating them.
- Continuously develop personal knowledge of products, distribution, broker economics, competitors and the broader insurance market.
- Maintain high professional standards when representing Old Mutual and Two Mountains in the market.
Requirements:
- Matric / Grade 12 qualification.
- Relevant post-Matric business, sales, marketing or financial-services qualification would be advantageous.
- 3 to 5 years' relevant sales and business-development experience within the long-term insurance industry, preferably within the Mass Foundation and independent broker market.
- Demonstrated experience in developing and managing independent broker relationships.
- Practical understanding of how Foundation Market broker businesses operate and generate new business.
- Experience in broker recruitment, onboarding, activation and development.
- Good understanding of broker commission models and the commercial drivers of a broker business.
- Ability to build and support broker and adviser teams using Old Mutual and Two Mountains propositions.
- Previous experience with Old Mutual MFC (Mass Foundation Market) would be advantageous.
- Understanding of relevant premium collection and market mechanisms applicable to the target broker environment would be advantageous.
- Strong sales, presentation, negotiation and relationship-management capabilities.
- Ability to interpret sales information and use it to identify opportunities and address performance gaps.
- Comfortable operating in a target-driven and performance-oriented environment.
- Own reliable vehicle and valid driver's licence.
- Ability and willingness to travel within the allocated geographical market.
- Appointment remains subject to applicable Old Mutual employment, regulatory and screening requirements.
- Preference will be given to suitably qualified candidates based in the Western Cape.
Skills
Advisor Training, Advisor Training, Broker Relationship Management, Building Trust, Business Development, Client Management, Client Needs Analysis, Client Needs Assessments, Client Onboarding, Consultative Selling, Customer-Focused, Customer Service, Customer Understanding, Customer Value Proposition, Customer Value Proposition Development, Direct Selling, Effective Presentations, Facilitation, Identifying Sales Opportunities, Influencing Skills, Lead Generation Management, Negotiation, Pipeline Management, Problem Solving, Sales Closing Techniques {+ 5 more}
Competencies
Action Oriented
Builds Networks
Business Insight
Communicates Effectively
Customer Focus
Directs Work
Drives Results
Instills Trust
Education
Matriculation Certificate (Matric) (Required)
Closing Date
06 November 2026 , 23:59
The appointment will be made from the designated group in line with the Employment Equity Plan of Old Mutual South Africa and the specific business unit in question.
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