AF23237 - Vice President - Cross Selling | Orient

Department: Insurance
Country: United Arab Emirates
Location: Dubai | UAE
Closing Date: 09-Jun-2016

Established in the 1930s as a trading business, Al-Futtaim is one of the most progressive regional business houses headquartered in Dubai, United Arab Emirates.

Al-Futtaim employs in excess of 44,000 people, operates through more than 200 companies and represents more than 225 international brands across industries as diverse as retail and wholesale trading, distribution, real estate development, leisure and hospitality, insurance and financial services. The group has significantly expanded its business operations in recent years through a strategic acquisition plan and has entered a number of new territories, increasing its footprint beyond the GCC and Greater Middle East to encompass Africa, South East and North Asia, Australasia, East Africa and Europe.

Entrepreneurship and rigorous customer focus has enabled Al-Futtaim to grow its business by responding to the changing needs of the customers and societies in which it operates. Al-Futtaim is committed to offering customers an unrivalled choice of the world’s best brands with exceptional standards of customer service and after sales support.

Structured into four operational divisions; automotive, financial services, real estate and retail, Al-Futtaim maintains a decentralised approach, giving individual businesses flexibility and versatility to maintain a competitive stance. This benefits employees, providing a clearly defined work culture where individuals are empowered with authority and responsibility for their work.

The success of Al-Futtaim is attributed to proactively managing change whilst upholding the values of integrity, service and social responsibility. The majority of businesses, built on a portfolio of world leading brands, dominate their sector.

About the business:

Orient Insurance PJSC an Al-Futtaim group company, is a UAE based insurance company headquartered in Dubai.  The company is currently present in seven countries in the Middle East and South East Asia.

Orient has an "A" rating from Standard and Poor's and AM Best. The company is also accredited with ISO 9001 Quality Management Certification.  Orient is founded on a well-structured transparent corporate culture, highly professional standards, clear strategy and employee engagement.

About the job:

The duties and responsibilities for this role are:

  • This role requires to work closely with the Direct Sales team (Account Managers/BDM’s) in Orient Insurance
  • To analyze the existing clients insurance portfolio which is already placed with Orient
  • To conduct a GAP analysis of the existing portfolio of the client and identify business potential and opportunities in order to Cross Sell products under the umbrella of Orient. Cross selling of Non marine/Marine/Employee benefits/Life insurance products to form a part of the strategy.
  • Assisting Account Managers/BDM’s in discussing with clients and addressing issues of adequacy of coverage depending on the client’s requirements.
  • Understand the underwriting strengths, capabilities, appetite of Orient and strategize cross selling initiatives accordingly.
  • Identify the key personnel’s and decision makers within the client organization and build strong relations taking the Account Managers/BDM’s in to confidence.
  • Need to work with closely with underwriting heads of Orient to tailor make product as per the client’s requirement.
  • Participate in pricing the insurance solutions as per client’s requirement, by discussing with underwriters
  • Need to liaise with the claims team and ensure timely settlement of claims
  • Conduct periodical reviews on penetration levels and ensure complete portfolio of client is placed with Orient, subject to underwriting guidelines.
  • Closely working and assisting Direct Sales team in accounts receivable.
  • Setup meetings between client decision makers and company’s senior management/underwriters along with the Account Managers/BDM.
About you:

To be successful in winning this role, the candidate should possess the following qualifications:

  • Candidate must be ACII or Post Graduates/PG Diplomas in Insurance Studies, or having a minimum of 10-12 years’ experience in the general insurance industry within the GCC, with excellent command over written and spoken English. (Non- Insurance/Financial services background candidates need not apply)


Skill Sets Required

  • Self-driven and exhibits high level of enthusiasm
  • Team management and ability to work with a team

  • Excellent communication skills in English and Arabic (desirable not mandatory)

  • Prospecting skills

  • Sales Planning.

  • Territory Management,

  • Presentation skills

  • Meeting Cross Sales Targets

  • Closing skills

  • Customer Relationship Management

  • Technically sound in order to communicate with clients on different Insurance policies.


Note: you will be required to attach the following: 1. Resume/CV
Al-Futtaim offers highly engaging and supportive work environments in a culture that values, recognises and rewards quality performance.