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Bupa Arabia

JOB DESCRIPTION

Job Title: Regional Manager- Retail

Reports To: Retail Sales Director

Department: Sales

Location/Unit/Company: Regional Offices: Al Khobar, Riyadh, Jeddah

Date Prepared/Reviewed: 20th Sept. 2010

Job Purpose

Management and leadership of all Sales functions in the designated geographical

region/s for Delivery, Promotion, Management and Controls of relevant Bupa Arabia products and services sales through set and agreed objectives (revenueand lives) in new business and retention streams of all Retail Sales Channels field sales, retail outlets, passport office branches.

Accountabilities and Activities

y Provides detailed sales plan and targets for an on going 12 months for salesarea.

y Manages and leads multi-channel Retail Sales team to achieve all elements ofprospecting and selling efforts in market segment with

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y Ensures that CRM database is kept updated by area team on all sales activity,forecast and results. In addition to weekly/monthly reports on overall areaperformance.

y Contributes to the strategic direction of the Sales by way of team managementmeetings, and directly contribute to the sales plan.

y Manages and leads the territory Sales teams to achieve AOP sales targetswithin the agreed performance management process.

y Ensures effective cost management of the regional budget including, training,travel, incentives and capital expenditures.

y Ensures sales policy is observed in meeting operational requirements and legalcriteria observed in terms of Saudi Arabian laws and regulatory requirements.

y Maintains and provides high level of information on PMI market trends and

regulation update, together with competitor products, pricing moves etc. Basedon this, recommends/plans for Sales and distribution expansion in thedesignated region.

y Other duties as may be assigned, i.e. Marketing activities, Providerscommunication and negotiation in co-ordination with Hospital ContractingManger/Team.

Qualifications, Training and Experience

y Ideally degree educated from a recognised University

y Must be fluent in spoken and written English and Arabi c.

y Must have good computer skills

y Must have good self-management, team-management, motivational, negotiation,communication and presentation skills.

y Must be able to work under minimum supervision on a day to day basis.

y Must have previous experience of working in a multi-national, multi-culturalenvironment, ideally in the Middle East. Experience in the (medical) insurancefield would be considered a plus.

Judgement Skills

Strong commercial and numerate competency to direct sales policy in respect ofrisk management and claims related corporate pricing.

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Freedom of Action

y Must be able to plan on both strategic and tactical levels making accurateassumptions of resource requirements, which will affect the profitability of thebusiness.

- Decisions have to be taken in a timely manner, prioritising where appropriate,limiting adverse situations and gaining commitment to course of action.

Dimensions:

- Team of around 4 Sales outlets, each having 1 -3 Sales personnel (directlymanaged) as well as 1-2 Membership personnel (indirectly managerd)

- 2 3 teams, each having Field Sales Agents and their Team -leader- Portfolio Value and volume as specified in AOP.

Structural representation of Regional Manager position: